Transcript
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Welcome back to beb growth. This
is Timmy Bouer, content strategist at sweetfish,
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and today I'm talking with Brandon Red
Linger, head of growth at engage.
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Oh we're going to be talking about
their three tiered approach to ABM and
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also we're going to share some specific
examples of ABM plays that you can experiment
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with at your company. Brandon,
thank you for being on the show.
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Absolutely thanks for having me Tommy.
I am so excited to get into it.
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But just for people that have never
heard of you before, Brandon,
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could you share a little bit about
what got you into doing abm and what
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got you into this three tier approach
to abm? Yeah, totally so,
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Mike, came from a company that
was doing a lot of traditional dimension,
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and traditional dimension really is all about
the lead. That's what markers have been
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trained to do over the last how
many of years, since the beginning of
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you know, your Marquetto's, your
hub spots, your eloquence right, it's
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always focused on the lead and how
can I get more and more and more
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leads? But we all know that
sales seals as account based right. We
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take we generate this market qualified lead, we send it over to sales and
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we'd say, I go do something
with it. But when you are going
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up market, as everyone wants to
do these days, right, they want
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to sell bigger deals, they want
to sell to those those Gee's or Google
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or sales for us, they want
to put that logo on their website.
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But those deals are hard to do
and they're heard for a few reasons.
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One, there's a lot more people
involved on their end. They have a
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lot of decision makers, right.
There's some research out there that says on
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average there's about seven decision makers out
there and in your true enterprise deals I've
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seen as many as fifteen to twenty
decision makers. That's a lot of people
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to get involved. That also means
that's a lot of people involved on your
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end. So you will have maybe
some solutions engineers and Solutions Consultants, maybe
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your CS and maybe some executives involved. So there's a lot of people on
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a lot of moving parts. There's
a lot of touches over a long period
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of time and that's what it takes
to get these large deals done and everyone
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on your team has to have that
singular view of what's happening at that account.
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Otherwise you step on each other's toes
or things slip through the cracks and
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then ultimately it's not a great experience
for the buyer and if it's not a
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great experience for them, of course
your chances of closing those big, large
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deals go down. So previously right, we're all focused on these leads,
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but we're we're told now we have
to go after these accounts. So you
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have to really take that account.
Focus lends. The account is what matters
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now, not the lead. Awesome, I love that. And when you're
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with so many decision makers and so
many moving parts, there's such a need,
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an opportunity for creativity and coming up
with how you're going to go after
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these accounts. And so I love
what we're going to be talking about today
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because we're going to be unpacking some
creative examples. But before we get into
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that, you add engage. Oh
take a three tiered approach to ABM.
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Could you unpack a little bit about
what what that means? A three tiered
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approach? Yeah, hundred percent,
and I will say engage is not the
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one that came up with the three
tier to approach, but we are one
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of the ones that are really moving
that dad idea forward along with people like
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the man base, so that Itsma. A lot of people are doing three
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tier to approaches these days. We've
also seen people who just do to tier
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and that's great too, but the
idea is when we can tear our accounts,
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that's how we start to scale.
ABM. Everyone wants to do a
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BM and some of the fun sexy
things with ABM, the funds stories,
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are just your one to one ABM. We'll get into some of our cool
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examples, like people love to geek
out about those, and that's including myself.
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But that that isn't scale. But
we still have to hit our number.
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Now the other piece of this,
aside from tier in your approach,
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like there is a lot that has
to do with technology as well. So
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we can start to scale and we
can start to tear because the technology is
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catching up and getting there as well
and it helps us do things that are
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right. So there's there's the two
sides of selling. There's like the automation
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side and then there's the human side
of it, and you're never going to
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be able to automate the relationship.
At the end of the day, sales
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and marketing is still about the human
relationship. It's about that connection. But
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on the other side of that we
can start to automate a lot of the
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things that are those mundane things,
those things that computers are better at doing
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then the human so that's things like
updating data fields, remembering to do certain
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things. Computers are always going to
be better at that. So that's where
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we layer in the automation and that
sort of technology, like engage. Oh,
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there are those who do that as
well, but that's where this technology
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comes in. So you can you
can set automation to clean up your your
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fields, because honestly, at the
end of the day, your marketing in
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your sales is only as good as
your data is. So let's use automation
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to clean up our data and to
make sure it stays clean. So we
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can do things like the how many
different ways can you think of inputting country
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as USA in your crm? As
USA does us, as you do st
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a, there's you do s these
United States. Right, there's so many
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different ways to do this and if
you're running reports and you have to get
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it gets pretty messy. Right,
you want to standardize everything across across all
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of your data, and then you
can also do things like take care of
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territory and account management. For sales. You know, when an account is
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created, it's automatically assigned to the
right a Dr and ae where that account
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is located geographically or if it's a
specific vertical however, your team works right.
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So there's a lot that we can
do with data. But again,
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at the end of the day,
sales and marketing is about that human relationship.
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I know that was kind of a
side tangent, but I think that's
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really important to to get right.
I love important. All right, let's
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get into act. When you actually
ask, and that's the that's the three
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tiered approach to a bim. Okay, so tier one. A lot of
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people know this as strategic Abon.
This is what everyone knows as the one
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to one ABM, and there's some
research out there that shows the medium number
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of accounts is about thirteen. At
Engage, Oh, we tell a reps
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it's to choose between five and ten
tier one accounts, and the research also
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shows that these are best done when
you have a million dollar deals and up.
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Just kind of curiosity, Brandon.
Why do you tell your reps to
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choose between to choose five to ten
rather than the median number is thirteen.
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Yes, so for us we do
have a smaller team and we also have
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to scale a little bit more.
So that means we actually have more two
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Cheros and tier threes. Got It. So I do have a buddy.
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He's a pure enterprise rep. His
job this year is to get thirty five
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million dollars from one single account and
in their customer already. Like that's pure
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ABM right, thirty five million from
one account. Yeah, wow, I
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know, I can't even imagine how
he does that, like that's a completely
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different world than me. And the
important thing about these, these tier ones
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too, is so we have something
that's called account entitlements. That basically says,
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of all of my resources, what
can I dedicate to tier ones?
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What can I dedicate to tier two? Is What can I dedicate to to
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your threats and my tier ones,
my reps know that they have to do
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an account plan, and these account
plans, they their time intensive and you
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know it. If, of course, helps them close those deals. But
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yeah, it takes more time,
it takes a little bit more resources and
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Energy and coordination with your team to
fill these out. So you can't do
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a hundred of those. So with
the twer ones, you do full account
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plans. In my reps know that
if they choose five, they'll do five
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account plans. If they do ten, they're going to take more time than
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have to do ten account plans.
Got It right. So might that's Tier
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Tier One, fair one, two, tier twos. All right. This
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is known as your your scale ABM, or, you know, your one
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too few. Some people call it
one difficult. So the media and is
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fifty here and we see deal size
is about a hundred K to one million.
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And then there's the tier three.
Some people call this programmatic ABM or
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one too many ABM. The medium
here is seven hundred and twenty five,
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and I think this is actually the
most variant. So and engage you.
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Oh, we do not have seven
hundred and twenty five. It's a lot
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fewer than that. I've also seen
companies that have over a thousand. Now
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I do think that is one of
the big mistakes that people make out there
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when selecting target counts. As selecting
as many target accounts as I can,
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it's actually kind of the opposite,
right. So if you try to do
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too many accounts, then I'm not
sending a specific enough message that will actually
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resonate with anyone. If you're trying
to talk to everyone, you affectively end
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up talking to no one. And
also these well, let's finish two three
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really quick. So the median seven
hundred and fifty and the deal sizes these
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days are about K to a hundred
k. Now again, with automation and
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what technology, that number we had
seen go down over the years. So
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people who are doing twenty k deals
and fifteen k deals can really start to
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scale their F hurts so that it
is actually realistic for them to be doing
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ABM. If you have deals that
are smaller K K, probably doesn't make
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sense to be doing abm in the
first place. Awesome, awesome, all
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right, I am really excited because
now we're going to get into some examples,
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and the way I'd like to structure
this is will start with the the
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less sexy in people's minds versions of
ABM and talk about how how we can
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do creative things there and then move
into like the really, really fun,
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like one to one stuff. So
starting with our one too many abm,
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let's talk about a couple of examples
of doing this kind of ABM, and
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the one I'd like to start you
off with is. You've talked about ABM
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ads. Can you unpack what you
mean what you do? Absolutely. So,
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all marketers these days that are pretty
familiar with at and everyone knows how
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to run ads these days. Now, when we do this for ABM,
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we actually just take that and take
that audience and then row it down a
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little bit. So, rather than
saying any markets who engage your we sell
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to marketers. Right, rather than
say any marketer out there, I'm going
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to take my target accounts and I'm
going to put a more refined message in
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front of these target accounts. So
one of our specific plays, we call
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these plays, that we do with
ads also layers in intent in there.
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So, you know, use a
demand base, a use a bombar or
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whoever you use as your intend vender, and then as soon as they start
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to surge on your key terms,
then let's show them ads and then engage
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you. Oh, we actually we
use engage you to help manage our audiences.
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So we'll drop them into the audience
then start to show these ads.
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Now, once someone converts on those
ads, it's really important to stop showing
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those ads now. Right. So, if your CTA is hey, let's
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take a meeting you got a meeting
on the calendar. They see an ad
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that's like hey, let's take a
meeting. Like wait, I already what's
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going on here. It's not a
great experience, right, you look,
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you look pretty dumb. You you
can embarrass yourself easily by doing that.
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Right. So let's make sure that
that person in that account gets removed from
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seeing those ads. Now engage you
all automatically remove them from the audience.
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But I mean, of course you
can obviously go in and manuly remove them.
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You have your suppression lists that you
can say stop showing these adds to
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these people, as far as it
relates to ABM ads. Besides, just
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like not removing them after they've the
ads worked. Like, do you think
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of any other mistakes that marketers are
making with this? One hundred percent in
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this is this is step three and
four of our play here is putting them
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into nurture programs. So rather than
just automatically reaching out, you know,
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ste are using their outreach er,
sales laft or whatever you're using these days,
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we actually still have to nurture with
these leads. So we found that
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we get a great lift when we
put in a six step nurture and we
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use a one approach for higher level
educational pieces of content and then one soft
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ask, then one hard ask and
then we can start to go outbound a
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little bit heavier. So it's actually
nurturing these people first. Like there are
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times when, like yeah, you'R
CTA is take a meeting, they click
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it, they take they convert,
they take a meeting. But a lot
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of our ads and a lot of
people out there doing abm ads it's still
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with a more top of funnel piece. It's it's your best performing demand Gen
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asset that's shown to a more specific, refined audience. So yeah, there
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there are a lot of different ways
to use ads these days, but that
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that same thing still applies. Let's
remove them from seeing those ads and then
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let's let's take that next best action, whether that is automatically dropping them into
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and outreach sequence that comes from the
str or dropping them into your Marquetto or
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hub spot or Eloquoi, your nurture
sequence. Awesome. Now this one might
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be a little bit more common knowledge
for people, but for anybody WHO's not
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too familiar, how do you guys
use vide yard for one too many a
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dam? Yes, still they so
a lot of people are using videared for
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their one to one video. So
go video or yeah, go video is
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video. Rds chrome extension makes it
really easy for reps to send those personal
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lines videos. But I love vide
yours personalized videos. So I think it's
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very new, very novel, and
I am getting on this before everyone starts
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to get on it, but they
make scaling these things really easy. So
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I don't know if you've seen a
video before like this, but it's a
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whole sequence of scenes where, for
example, a person has a post it
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or a postcard and has your name
written on it and then there's a birthday
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cake with their company on it and
then in the sky they're in written in
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the trail or the clouds is your
name again or something like that, and
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it goes through the sequence and it's
you and your company in your title every
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time. Video has is really cool
technology that makes that scalable. So when
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you click on it and you see
it, you see Timmy, swee,
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fish media, etc. When I
click on it I see brandon, engage
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you O etc. So that when
we sent we upload this list, we
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say here are all of the names
and here are all of the values for
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first name, last name, company, etc. Etc. Whatever we're putting
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into that video, then we use
our MARQUETTO are marketing automation, to send
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it to those thousand or even tens
of thousands of people. So that's how
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you can actually start to scale this
stuff. And who's not going to click
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on a video with their name and
it right there? It's like, oh,
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that's cool. How did they do
that right? And then, of
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course, at the end you have
your CTA, whatever that might be,
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to take that meeting or consume other
content. Video it helps you do that
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really well too. It's leading you
down the path of content consumption to the
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point where you are you know,
your needs are developed and then you're ready
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to explore more, take that meeting
or whatever that might be. Watched that
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demo of your specific product. So
love videared for their personalized video at scale.
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That's awesome. And so for somebody
that wants to emulate that idea,
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what's something that you think they should
be extra careful to do or extra careful
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to not do? Yes, I
think it's it's making sure you're still providing
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value, and this will come up
time and again, I think throughout this
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conversation. But it's it's not just
what's the school creative video that I can
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put together. If it doesn't tie
to their pain and their need and how
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your product solves that, it doesn't
matter. Like they might watch it,
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they might say, Hey, this
is cool, hey, mom, check
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out this video that someone just sent
me, and and then they forget the
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company that even sent it. So
it's making sure that you tie value and
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then also show up in a cool, interesting, novel way. That's awesome,
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Brandon, I love that. Let's
transition over to one too few ABM
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so one thing that I wanted to
ask you about is Sindoso and the various
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different play examples that you've got for
for our listeners with with what they can
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do is sendoso. Yes, absolutely
so, whether it's and Oso or pfl
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or Alice. So there are a
few of them out there that are great
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technology. But yeah, again,
we can stick to scale our ABM efforts
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with one of these sending platforms.
One specifically that's working well for us today
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is so sendoso has these prepackaged two
plays and they work with a few vendors
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out there. If I want to
send cupcakes to all of my you know
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tier to target accounts. I can
upload their list. I got to make
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sure I have their address in there. And then a bunch of cupcakes with
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engagos logo on it and they're talking
account logo on it, might target account
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logo on it shows up at their
desk and a lot of times what happens
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is you know the decision, the
CMO gets these cupcakes on their desk.
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They they can't eat two dozen cupcakes. So it's like hey, everyone,
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come over here, have some cupcakes, and then everyone's coming over and they're
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like, oh, engage you,
oh what's engage you. So it's kind
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of a cool way to get into
that organization and get a little bit more
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visibility rather than just one person scene. Engage you. For today's gross story,
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we're talking about all state. All
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services that provide innovative protection and retirement
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when all state needed to increase traffic
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was a higher volume and higher converting
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competition directive helped all state craft the
perfect on page copy all states. Still
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is great rankings for Auto Insurance,
but now they've also earned the number one
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ranking for car insurance, the most
important keyword in the industry. So if
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you want to learn how to drive
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260
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you owe it to yourself to check
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free lessons from the pros. All right,
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00:20:22.779 --> 00:20:26.299
let's get back to the shelf and
then this question I've got for you,
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Brandon. This might be a tough
question. What do you think is
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the most so, whether it's and
Dosa or one of the other ones,
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what do you think is one of
the most unique options that you've seen that's
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worked or that you've tried that's worked? Oh Man, that is that is
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a good question. So any package
that you send. So it's kind of
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goes back to your question earlier about
like video. I think one mistake that
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a lot of people make is just
showing up with a cool, creative piece
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of content and not including the value
in it. So anything that we send
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we actually include some of our written
content. So engaged it was known for
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our content. So it's not just
about the cupcakes. Let's send something with
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that. It's not just about this
direct mail package. I need to show
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up and provide value. So with
some of the one to one examples that
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will get into a lot of people. A lot of reps are like,
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Hey, I just spend time researching
you, learning about you, putting this
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cool direct mail package and sending it
to you. You Owe me a meeting?
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Absolutely not. You still have to
show up with value, right and
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you can't guilt someone into a meeting. Otherwise that's a terrible way to start
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that relationship. So I want to
make sure that I include some content in
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there that's going to be relevant to
them, whether that is our ABM guide,
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or it can be case studies for
companies that are similar to them that
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we've helped, or it could be
sending them other content specifically that was made
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only for them for that specific account. Awesome. Yeah, I was just
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going to ask what kind of content
do you add with those cupcakes or or,
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like, what's a big mistake that, other than just not doing content
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or having this strong expectation that like
you owe me now? Are there?
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Are Their mistakes that companies that are
doing this could be making when they send
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a bunch of cupcakes? I mean, I think that is that is the
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biggest mistake right there, is not
providing that business value. So itsma that
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they are. They are the ones
who coined the term account based marketing,
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you know, twelve, fifteen,
how many ever, years ago, and
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their research says that seventy five percent
of executive so where read unsolicited marketing material
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that contains ideas that are relevant to
their business. Right. So again,
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it's not just what's the cool,
fun creative thing that I can send,
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it's how can they use that to
get in front of them? Then I
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can provide value. Right now that
you've just got done saying that it's not
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just the cool, fun creative thing. I have a creative thing I wanted
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to ask you about. That's this
bubblehead play that you did. Yes,
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yes, okay, cool. So
we did this bubblehead play a few years
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ago where we took decisionmakers at about
I think it was about fifty of our
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accounts, and then we actually had
custom bubble heads made that looked like them
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and said ABM Allstar on it.
And then we did this specifically at Dream
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Force, and of course we all
know dream forces, that big event that
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everyone goes to, except for this
year because I got canceled, but everyone's
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going to dream force. And we
said I come pick up your bubble head
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and have a conversation with us about
ABM, and then they take that home,
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they put it on their desk because
they want to show off, Hey,
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I got this cool bubblehead, and
that is actually key. That's what
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I want. I want to earn
real estate on their desks so that they
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see that bubblehead, they tell their
company the story about that bubble head and
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engage. His logo is right there
on the base and it's as ABM Allstar
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on it. Now the cool thing
about that too is again that one a
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challenge of events is you don't know
who's going to be there and who's not.
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So I have a bunch of people
who did not pick up their bubble
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head at the booth well, what
can I do? Maybe I can send
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it to them. So I package
that thing up. I actually what we
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did is we took a picture of
it, we put that in an email
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and said we didn't see you a
dream force, but we still want to
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send you this babblehead. Let us
know the best add to send that to.
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They reply, we start the conversation, we send it off and then
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hopefully we're going to provide value,
going to add to the conversation and say
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I good, here's how we can
help you do ABM and a lot of
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people like, actually a lot of
people for that one. We're like,
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I actually want to know how you
did the bubblehead play so that we can
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then go, yeah, here's here's
the vendor that we use, here's how
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we came up with the accounts.
Oh and, by the way, we
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used engage, oh, for a
lot of these other things as well.
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That goes into actually the execution of
the bubblehead play. I love that and
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I love what you said about the
goal, like one of your goals being
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you want to earn real estate on
their desk. Can you talk a little
335
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bit about like the why of that
and maybe if you can think of any
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other examples of this kind of ABM? That is like specifically going to earn
337
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real estate on the desk? Yeah, absolutely, I want that on there,
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because we all know the power of
subliminal advertising these days. Let's subliminal
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marketing. If you haven't seen the
video of I think it's Darren Brown,
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00:26:00.390 --> 00:26:08.819
he he is basically manipulating had agencies
to come pitch them ideas for him,
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00:26:10.099 --> 00:26:15.660
but along the way he's subtally showing
them pictures of what he wants them to
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00:26:15.740 --> 00:26:18.490
come up with, and then they're
coming up with a campaign and then they
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00:26:18.529 --> 00:26:23.049
do the big reveal and he's like, oh, that's interesting. Right before
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00:26:23.130 --> 00:26:26.329
this meeting I had a few ideas
and I jotted it down and it's the
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00:26:26.450 --> 00:26:32.960
exact same thing right. So there's
so much power and just having your logo
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00:26:33.200 --> 00:26:37.799
and just reminding them right then in
there, because a lot of this influence
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00:26:37.920 --> 00:26:42.000
that's below our conscious awareness actually has
a big effect on our actual behavior.
348
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If you've ever heard a song,
it's actually just happened to me over there
349
00:26:48.349 --> 00:26:52.269
last summer. Buddy and I were
just walking down Pearl Street in Golder,
350
00:26:52.349 --> 00:27:00.029
Colorado and just this song came on
and one of the one of the restaurants
351
00:27:00.069 --> 00:27:03.740
that we were passing. I noticed
it. He doesn't he and then five
352
00:27:03.779 --> 00:27:07.339
minutes later he's whistling that song and
he's like wait, where did that come
353
00:27:07.380 --> 00:27:08.859
from? That was weird. It's
like, I know exactly where that came
354
00:27:08.940 --> 00:27:15.500
from. Right it said subliminal,
right below the conscious awareness message that he
355
00:27:15.619 --> 00:27:18.730
got, and that's what I want
to do. Yep, there's actually an
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00:27:18.769 --> 00:27:22.569
example of that on James's desk right
now. James Dames is the founder of
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00:27:22.569 --> 00:27:27.809
sweet fish media and he's got this
quote graphic of him. It's a quote
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00:27:27.849 --> 00:27:33.119
from him of something that he said
that was powerful on somebody else's podcast and
359
00:27:33.240 --> 00:27:37.079
that lives on his desk and it's
just a like, I don't know,
360
00:27:37.279 --> 00:27:41.599
you know, that could end up
living on his desk forever, and that
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00:27:41.839 --> 00:27:45.990
did not require a lot of work. It required some empathy. What would
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00:27:45.990 --> 00:27:51.509
go into actually having somebody keep something
on their desk? Yeah, the actual
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00:27:51.670 --> 00:27:55.470
cost was pretty low. Yeah,
a hundred percent. And so another one
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that we did, this is actually
before my time, and engage you.
365
00:27:57.309 --> 00:28:04.180
Oh, we were selling business development
training courses and one of the courses specifically
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was around copywriting. On the Mug
we put kiss me I'm a copywriter and
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00:28:10.579 --> 00:28:15.089
people love that for something like a
simple message, right, but simple doesn't
368
00:28:15.130 --> 00:28:22.250
necessarily mean not effective. Actually,
the simpler it can be even more effective.
369
00:28:22.690 --> 00:28:25.970
And Yeah, we sent that out. People absolutely love the actually,
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00:28:26.009 --> 00:28:30.480
that was more of a direct response
piece and we said take this action,
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00:28:30.559 --> 00:28:32.839
felt this form and then we're going
to send this to you. We had
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00:28:32.920 --> 00:28:36.720
a ton of people who sent us, who filled out that form, we
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00:28:36.839 --> 00:28:38.960
sent that and then they took pictures
of the Mug on their desk. That
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00:28:40.000 --> 00:28:44.430
says kiss me on my copywriter for
just quick question for the bubble head thing.
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00:28:44.549 --> 00:28:48.109
What were the resources used for that? Was it? was that something
376
00:28:48.269 --> 00:28:52.950
that was an option from something like
Sendoso, or did you custom make all
377
00:28:52.950 --> 00:28:56.420
of that or how did you do
that? That specifical. We actually found
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00:28:56.500 --> 00:29:02.460
a vendor that all we do is
upload damage and then they create that.
379
00:29:03.099 --> 00:29:10.369
Then what we used here is in
turn. So we had all those sent
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00:29:10.490 --> 00:29:15.089
to our office. Our intern verifies
those addresses, packages those up and then
381
00:29:15.569 --> 00:29:18.970
sends that out when we actually sent
them. Otherwise, again, it was
382
00:29:18.089 --> 00:29:22.490
at dream force at the booth and
we it was come by the booth.
383
00:29:22.609 --> 00:29:26.400
We had we had the sales reps
use outreach and then they sent all of
384
00:29:26.440 --> 00:29:30.160
their target accounts. So we made
a bubblehead for a message that said,
385
00:29:30.759 --> 00:29:34.000
hey, check this out, come
by our booth, have a conversation and
386
00:29:34.079 --> 00:29:37.960
get your bubble head. Love it
all right, branded. The last thing
387
00:29:37.000 --> 00:29:41.269
I wanted to ask you about is
some of your best examples of one to
388
00:29:41.509 --> 00:29:45.950
one things that you did. So
one of them is this chocolate and wine
389
00:29:45.029 --> 00:29:48.869
play that you did. Can you
unpack your chocolate chocolate and wine play?
390
00:29:48.109 --> 00:29:52.900
Yes, a hundred percent. So
a lot of these one to one examples
391
00:29:52.299 --> 00:30:00.140
actually came from sales and marketings stand
ups that we have. But you know,
392
00:30:00.180 --> 00:30:03.900
so all of this really does require
sales and marketing to be aligned in
393
00:30:04.099 --> 00:30:07.450
beyond the same page. They were
meant to work together, to be honest,
394
00:30:07.490 --> 00:30:11.250
right, magic happens when they are
together. They were meant to be
395
00:30:11.369 --> 00:30:15.890
together, just like chocolate and peanut
butter were meant to be eaten together.
396
00:30:15.930 --> 00:30:19.289
Right. So sales and marketing meant
to be together. Now we have something
397
00:30:19.289 --> 00:30:22.640
that's called the sales and marketing stand
up. We do it every other week.
398
00:30:22.640 --> 00:30:29.279
We've seen companies do this successfully every
single week. But it's your rep
399
00:30:30.000 --> 00:30:33.039
your eighty are or recall a d
are You my calm bed are, my
400
00:30:33.200 --> 00:30:38.630
calmn st are, and then the
abium marketer get together and they say which
401
00:30:38.670 --> 00:30:44.390
accounts need work on, and the
REP can say, Hey, I am
402
00:30:44.630 --> 00:30:48.069
really having a hard time break into
my tier one account here. What can
403
00:30:48.150 --> 00:30:52.980
we do to actually get in front
of them and open that door? So
404
00:30:52.299 --> 00:30:56.619
they sit down. In this specific
case they did some research on social they
405
00:30:56.700 --> 00:31:03.019
sold that the CMO of this company
likes chocolate and wine. So my abm
406
00:31:03.299 --> 00:31:10.369
manager orders some chocolate and wine has
a handwritten note include some of our content
407
00:31:10.529 --> 00:31:12.089
in there. So in this case
we sent our clear, complete guy to
408
00:31:12.170 --> 00:31:17.809
abm analytics and then some other content
as well. Package that up the handwritten
409
00:31:17.809 --> 00:31:22.240
notes as cadbury and wine for five
minutes of your time. We send that
410
00:31:22.400 --> 00:31:26.079
out. They get that and then
at the same time we are we are
411
00:31:26.079 --> 00:31:30.039
also using outreach to kind of warm
this person up, get them ready,
412
00:31:30.160 --> 00:31:34.470
to get them excited to get that
in the mail. Then they open it
413
00:31:34.509 --> 00:31:38.430
up. We ended up getting that, getting that meeting. Then that turned
414
00:31:38.430 --> 00:31:42.829
into an opportunity, but again not
just the fun cool thing. It's providing
415
00:31:42.950 --> 00:31:48.660
value at the same time. Love
it, love it are what about this
416
00:31:48.859 --> 00:31:52.980
guy that was really into Malcolm glad
well, that's what I have in my
417
00:31:52.099 --> 00:31:56.339
notes. Yes, yes, so, I mean, I'll admit I'm really
418
00:31:56.339 --> 00:32:00.220
into Malcom and glad of myself.
But yeah, we saw that he was
419
00:32:00.259 --> 00:32:05.009
a big Malcolm Gladwelph and he had
just tweeted about it. So we're like,
420
00:32:05.369 --> 00:32:08.970
I know that Malcolm glad well just
came out with a book talking to
421
00:32:09.049 --> 00:32:14.089
strangers and that was one of the
books that we read add engage Oh for
422
00:32:14.369 --> 00:32:20.960
our book club, and we sent
him a bunch of Malcolm glad well all
423
00:32:21.200 --> 00:32:23.480
I see, all of Malcolm gladwells
books. There's about what six or seven
424
00:32:23.519 --> 00:32:29.640
of those at this point. And
then, of course, another handwritten note.
425
00:32:30.390 --> 00:32:34.470
And since we're sending books, why
don't we send engagels book, OUR
426
00:32:34.549 --> 00:32:37.190
CLEANING COMPLETE GUIDE TO ABM? We
sent a few case studies as well,
427
00:32:37.470 --> 00:32:42.630
and of course that got the meeting. And again, all this took was
428
00:32:43.470 --> 00:32:46.819
your sales marketing at the sales marketing
stand up. You, as a team,
429
00:32:47.259 --> 00:32:52.380
go which account needs work on right
now? It could be this account
430
00:32:52.420 --> 00:32:55.740
has gone dark. We've seen no
activity in the last seven days. All
431
00:32:55.740 --> 00:33:00.490
right, let's bump that up.
Or could be I've always had trouble breaking
432
00:33:00.529 --> 00:33:04.890
into this account. Let's do some
research, let's figure out what we can
433
00:33:04.930 --> 00:33:07.650
do. And another one I'll talk
about to is two stress balls. So
434
00:33:09.130 --> 00:33:15.160
one of my strs figured out that
their decision maker was really into stress ball
435
00:33:15.240 --> 00:33:21.000
so he went out on Amazon,
he ordered a bunch of very unique stress
436
00:33:21.039 --> 00:33:23.519
balls, had it sent to the
office, we package that up again with
437
00:33:23.640 --> 00:33:27.670
some kind dent and then we sent
that out. We got the meeting.
438
00:33:27.710 --> 00:33:31.150
And how much did that cost?
Me? Stress Balls cost but twelve fifteen
439
00:33:31.309 --> 00:33:37.710
dollars total for about a pack of
five. And it was that easy to
440
00:33:37.789 --> 00:33:42.539
get that meeting again because it was
something personal and relevant to them. Love
441
00:33:42.579 --> 00:33:45.180
it. What's the what's the find
your face play that you did? Yes,
442
00:33:45.380 --> 00:33:49.460
this is this is one of my
favorites. So this was for last
443
00:33:49.500 --> 00:33:55.089
year's serious decisions summit and what we
did is we took all the decision makers
444
00:33:55.130 --> 00:34:00.569
at our tier on accounts, we
found their headshot, we blew it up
445
00:34:00.210 --> 00:34:06.569
and then we stuck it to our
our booth and then on the back of
446
00:34:06.690 --> 00:34:10.480
it it was a prize. Could
be a twenty five Amazon Gift Card,
447
00:34:10.519 --> 00:34:14.800
which was what most of them had. It could be, you know,
448
00:34:15.039 --> 00:34:19.760
some bigger prizes worth a hundred dollars. The biggest one was beats headphones,
449
00:34:20.599 --> 00:34:24.150
and then beforehand we had, of
course, the reps reach out and say,
450
00:34:24.550 --> 00:34:29.110
Hey, we got something cool at
the booth. You could win Xyz
451
00:34:29.429 --> 00:34:34.349
if you found your face, and
then it was a picture of the booth.
452
00:34:34.789 --> 00:34:37.469
They come by, they so here's
what I loved about this one so
453
00:34:37.579 --> 00:34:42.940
much. is again a challenge with
these events as you don't know who's going
454
00:34:42.980 --> 00:34:45.940
to be there. You have a
good guess of WHO's going to be there,
455
00:34:45.179 --> 00:34:49.340
but you don't know hundred percent for
sure who's going to be there.
456
00:34:49.460 --> 00:34:53.449
So maybe it's so so this happened
a lot. The person who works for
457
00:34:53.610 --> 00:34:58.610
this CMO is walking by the booth
and it's like, oh, it's it's
458
00:34:58.610 --> 00:35:01.969
Joe's face on your is that really
joe? Like absolutely, the man Joe's
459
00:35:01.969 --> 00:35:06.090
not here, but can I take
that and take a picture of it?
460
00:35:06.530 --> 00:35:10.239
And then they either send it to
them or actually tweet about it. So
461
00:35:10.280 --> 00:35:15.039
we had a lot of people.
Decision makers were not there, but we
462
00:35:15.119 --> 00:35:19.199
still got in front of the decision
maker because someone else from the company was
463
00:35:19.239 --> 00:35:22.030
there and saw their face. Otherwise, yeah, we would still be hitting
464
00:35:22.070 --> 00:35:25.949
them up on social because it's easy
to take a picture, say find your
465
00:35:27.070 --> 00:35:30.670
face, tag them on social and
say the might be over a big prize
466
00:35:30.710 --> 00:35:34.269
at the end, like some beats
headphones. So that was a great way
467
00:35:34.829 --> 00:35:39.860
to do real like one toone ABM
for events, because it's just the standard
468
00:35:40.019 --> 00:35:45.940
is. Let's just invite decision makers
to take a meeting with us. That's
469
00:35:45.059 --> 00:35:51.090
that's the best that people do these
days with your like one toone ABM for
470
00:35:51.170 --> 00:35:53.050
events. That's all you really can
do. All Right, I love it.
471
00:35:53.170 --> 00:35:55.889
I love that example, Brandon.
I've got one last thing to ask
472
00:35:55.889 --> 00:36:00.489
you about, and that is,
you know, everyone knows about content for
473
00:36:00.650 --> 00:36:02.690
Demandin but a lot of people are
wondering, you know, how do you
474
00:36:02.730 --> 00:36:07.320
do content for ABM? They've got
some misconceptions about content for Abia ABM and
475
00:36:07.360 --> 00:36:12.119
I'd love to ask what some of
those misconceptions are. And and you did
476
00:36:12.159 --> 00:36:15.480
a really cool thing that you think
could be emulated at all the different tiers.
477
00:36:15.599 --> 00:36:19.949
So if you could unpack that for
us. Yes, so I get
478
00:36:19.989 --> 00:36:23.469
this question all the time. A
lot of people out there rely very heavily
479
00:36:23.550 --> 00:36:29.710
and content. They know the value
of content for demand Jen but they think
480
00:36:30.269 --> 00:36:35.460
creating a lot of stuff for ABM
is going to be really hard and they
481
00:36:35.500 --> 00:36:38.739
think I have to create all these
net new assets for my ABM program not
482
00:36:38.900 --> 00:36:45.579
necessarily. You can actually get up
and running with ABM content fairly quickly using
483
00:36:45.820 --> 00:36:52.690
what you already have created for the
man Jin so for example, and engage
484
00:36:52.690 --> 00:36:55.690
you. Oh, our best demandin
asset across the board is are clear and
485
00:36:55.730 --> 00:37:01.480
complete guide to a BM. Now
what I do with that is for our
486
00:37:01.559 --> 00:37:07.920
tier one ABM, I actually put
my target accounts logo on the cover.
487
00:37:07.679 --> 00:37:13.960
So the the subtitle is everything that
you need to know about getting an abium
488
00:37:14.320 --> 00:37:20.030
program up and running. Now it's
everything autodesk needs to know right and then
489
00:37:20.949 --> 00:37:27.789
inside of that I also include testimonials
from other companies like autodesk. And then
490
00:37:28.030 --> 00:37:31.699
after that I'm going to put a
little bit more about the rep that's on
491
00:37:31.860 --> 00:37:37.340
the auto desk account. So here's
his face so you get to know him
492
00:37:37.340 --> 00:37:39.940
a little bit more. Here is
his contact information so that you can get
493
00:37:39.980 --> 00:37:44.690
in touch with him directly. You
don't have to go onto the website and
494
00:37:44.769 --> 00:37:46.250
Phill it a form or anything like
that. If you want to talk about
495
00:37:46.250 --> 00:37:51.090
ABM and here's just a little bit
more about him. Makes the REP more
496
00:37:51.170 --> 00:37:53.969
human. It's not. This is
what school I graduated from and these are
497
00:37:53.969 --> 00:37:59.400
all the sales awards that I want
to actually hate that because it's basically saying
498
00:37:59.840 --> 00:38:01.719
I want all these awards, I'm
a really good seller. You should probably
499
00:38:01.760 --> 00:38:05.960
shouldn't talk to me if you are
trying not to buy right now. Right.
500
00:38:06.000 --> 00:38:10.519
I takee that from people. Make
your bios more human, because that's
501
00:38:10.559 --> 00:38:15.989
what people want. People need that
human oneto one relationship. So that's what
502
00:38:16.150 --> 00:38:23.510
we did for our our tier ones
and we also created content hubs for a
503
00:38:23.590 --> 00:38:28.019
tier ones. So we use UPER
flippers. There's a lot of other cool
504
00:38:28.059 --> 00:38:31.019
technology vendors out there who will do
this as well, but we have we
505
00:38:31.099 --> 00:38:37.099
also have this guide that has their
logo on the cover. That's the first
506
00:38:37.179 --> 00:38:40.260
piece of content that they see in
the content hub, and then we have
507
00:38:40.380 --> 00:38:45.730
a video as well, and the
everyone's probably seen the videos these days where
508
00:38:45.769 --> 00:38:49.250
it's a rep with a white board
that says their name on it. It's
509
00:38:49.250 --> 00:38:53.170
like hi, Timmy, right.
That's the first thumbnail video that they see.
510
00:38:53.610 --> 00:39:00.000
The CTA. There is talk with
Brett now and the CTA has breats
511
00:39:00.039 --> 00:39:05.320
face on it. So we create
these content hubs for our tier one accounts
512
00:39:06.360 --> 00:39:10.750
and then for our maybe tier to
scale. ABM. We print that guy
513
00:39:10.949 --> 00:39:15.869
just the regular guide and we send
it out to our tear twos and that's
514
00:39:15.949 --> 00:39:20.989
our standard gold package. It's got
guides, it's got a pair of socks
515
00:39:21.030 --> 00:39:27.099
because for some reason these days people
love socks. It's still our top requested
516
00:39:27.539 --> 00:39:30.139
piece of swag. Was Hey,
can I get those socks? But we
517
00:39:30.460 --> 00:39:35.179
also do is we find other people
on the team. So there's there's Jane
518
00:39:35.260 --> 00:39:39.489
the CMO, but maybe frank the
mops guys involved. So I'm the slap
519
00:39:39.650 --> 00:39:44.889
a sticker with Frank's name on it
and then maybe the you know, the
520
00:39:45.090 --> 00:39:51.489
field marketer and maybe the sales guys
to slap their name on some socks so
521
00:39:51.610 --> 00:39:53.960
that when the semo gets it,
it's like, Oh, this one's for
522
00:39:54.119 --> 00:39:59.079
frank, and then they'll go and
hand out my swag and then again I'm
523
00:39:59.079 --> 00:40:01.679
I'm earning some real estate. This
one's not necessarily on their desk, it's
524
00:40:01.800 --> 00:40:07.269
it's on their feet. Right.
Well, it love it. Did you
525
00:40:07.349 --> 00:40:09.670
cover one too many for that?
YEA, so for one too many.
526
00:40:10.469 --> 00:40:16.349
This was our best Abim ads,
but the stadium add was right right.
527
00:40:16.469 --> 00:40:20.670
Got It. Yeah, got it
all right. Brandon, we talked about
528
00:40:20.789 --> 00:40:23.940
so many different examples. We've talked
about so many different practical pieces of wisdom.
529
00:40:24.579 --> 00:40:29.380
Close this episode down by sharing the
number one thing that you want listeners
530
00:40:29.420 --> 00:40:35.059
to take away after hearing this episode. The number one thing that is I
531
00:40:35.619 --> 00:40:39.329
think that reps again might not necessarily
get right, is make sure you're providing
532
00:40:39.409 --> 00:40:45.889
value at every step. Abim is
not about the most cool, fun creative
533
00:40:45.969 --> 00:40:49.929
thing that I can do. You
have to connect what you do and the
534
00:40:50.000 --> 00:40:53.440
value that you bring with it,
because it's all about it's all about that
535
00:40:53.519 --> 00:41:00.079
value and building that relationship and being
that trusted advisor. And again, this
536
00:41:00.280 --> 00:41:04.750
takes a lot of energy and a
lot of effort and coordination with your team's
537
00:41:05.230 --> 00:41:08.309
but in the end it will pay
off awesome. Thanks for listening to this
538
00:41:08.429 --> 00:41:12.909
episode of B Tob Growth. Again, we've been talking with Brandon Red Linger,
539
00:41:12.949 --> 00:41:15.510
head of growth at engage. You, Oh, brandon, how would
540
00:41:15.510 --> 00:41:17.309
you like listeners to connect with you? That's way to connect with me,
541
00:41:17.860 --> 00:41:22.300
brandon at engage. YOUOCOM or find
me on Linkedin. I'm pretty active on
542
00:41:22.420 --> 00:41:28.940
Linkedin and you add a personal message
in your linked in request, I will
543
00:41:29.300 --> 00:41:36.489
most likely accept it. Awesome.
By one of the things we've learned about
544
00:41:36.489 --> 00:41:40.210
podcast audience growth is that word of
mouth works. It works really, really
545
00:41:40.250 --> 00:41:44.369
well actually. So if you love
this show, it would be awesome if
546
00:41:44.409 --> 00:41:46.760
you texted a friend to tell them
about it, and if you send me
547
00:41:46.800 --> 00:41:51.480
a text with a screenshot of the
text you sent to your friend, Metta,
548
00:41:51.639 --> 00:41:53.800
I know I'll send you a copy
of my book, content based networking,
549
00:41:54.000 --> 00:41:58.360
how to instantly connect with anyone.
You want to know my cell phone
550
00:41:58.360 --> 00:42:01.510
numbers. Four hundred seven, four
nine hundred, three hundred and three two
551
00:42:01.590 --> 00:42:02.869
eight. Happy texting.