Transcript
WEBVTT 1 00:00:00.120 --> 00:00:04.519 Want to expand the reach of your content, start a podcast, feature industry 2 00:00:04.519 --> 00:00:08.910 experts on your show and leverage the influence in reach of your guests to grow 3 00:00:08.990 --> 00:00:18.670 your brand. Learn more at sweet fish Mediacom. You're listening to BEDB growth, 4 00:00:19.109 --> 00:00:23.460 a daily podcast for B TOB leaders. We've interviewed names you've probably heard 5 00:00:23.500 --> 00:00:27.379 before, like Gary vanner truck and Simon Senek, but you've probably never heard 6 00:00:27.460 --> 00:00:31.699 from the majority of our guests. That's because the bulk of our interviews aren't 7 00:00:31.739 --> 00:00:36.289 with professional speakers and authors. Most of our guests are in the trenches leading 8 00:00:36.329 --> 00:00:41.170 sales and marketing teams. They're implementing strategy, they're experimenting with tactics, they're 9 00:00:41.210 --> 00:00:45.729 building the fastest growing betb companies in the world. My name is James Carberry. 10 00:00:45.810 --> 00:00:49.329 I'm the founder of sweet fish media, a podcast agency for BB brands, 11 00:00:49.490 --> 00:00:52.600 and I'm also one of the cohosts of this show. When we're not 12 00:00:52.719 --> 00:00:56.600 interviewing sales and marketing leaders, you'll hear stories from behind the scenes of our 13 00:00:56.600 --> 00:01:00.560 own business. Will share the ups and downs of our journey as we attempt 14 00:01:00.600 --> 00:01:04.549 to take over the world. Just getting well, maybe let's get into the 15 00:01:04.629 --> 00:01:14.629 show. Welcome back to the behind the curtain series of BB growth. I'm 16 00:01:14.709 --> 00:01:21.019 really pumped to be back into a somewhat regular rhythm of doing these with Logan 17 00:01:21.060 --> 00:01:23.700 Lyles, our director of partnerships. In my dear, dear dear friend, 18 00:01:25.459 --> 00:01:27.459 Logan, how you doing name? I'm doing fantastic, dude. I'm excited 19 00:01:27.540 --> 00:01:30.700 to see you next week, but I'm also excited that we're back in the 20 00:01:30.739 --> 00:01:36.049 rhythm of doing these episodes and sharing with people the lessons we're learning as we're 21 00:01:36.409 --> 00:01:38.489 building our own business here. Man. Yeah, it's super, Super Fun 22 00:01:38.849 --> 00:01:44.650 and looking. Today we're going to be talking about the math of sales. 23 00:01:45.010 --> 00:01:49.200 This is something that we have recently figured out for ourselves and something that I 24 00:01:49.560 --> 00:01:53.799 have been learning from Rex Bibberston and the guys over at the sales developers. 25 00:01:53.400 --> 00:01:57.760 See them talk about that a lot and so decided to try to figure what 26 00:01:57.959 --> 00:02:02.590 that is for us. And because of all the data that you've been collecting 27 00:02:02.790 --> 00:02:08.349 the last probably six to eight months, really being diligent in our crm and 28 00:02:08.990 --> 00:02:13.830 working with different folks on our sales team to get the right data input it 29 00:02:13.990 --> 00:02:15.740 so that you can see the right numbers in front of you, you've really 30 00:02:15.780 --> 00:02:22.259 been able to come up with a pretty comprehensive view of what it takes for 31 00:02:22.340 --> 00:02:25.460 us to get a deal across the finish line from someone that's a complete stranger 32 00:02:27.139 --> 00:02:30.129 that we do there, we're doing outbound with so take it from here. 33 00:02:30.210 --> 00:02:32.729 Tell us a little bit about the numbers that you've looked at and and really 34 00:02:32.770 --> 00:02:37.409 the benefit of knowing your numbers. Yeah, absolutely. I think I'll start 35 00:02:37.449 --> 00:02:39.729 with that second point and then we'll get into, you know, our specific 36 00:02:39.810 --> 00:02:44.560 sales process and the conversion points and the numbers that we look out specifically. 37 00:02:44.919 --> 00:02:47.240 But I think it's important. The first lesson that I really learned here, 38 00:02:47.400 --> 00:02:52.039 and I would, you know, advise for other sales leaders, especially if 39 00:02:52.039 --> 00:02:57.520 they're at early stage companies like ours, is find a way to understand the 40 00:02:57.800 --> 00:03:00.870 conversion points at the different steps in your sales process. You know, when 41 00:03:00.909 --> 00:03:06.110 I joined the team a year ago, we didn't really have a defined sales 42 00:03:06.150 --> 00:03:08.430 process. We weren't even tracking, you know, how many sales calls are 43 00:03:08.469 --> 00:03:12.629 we having, how many interviews are we doing? I mean you can see 44 00:03:12.629 --> 00:03:15.180 how many interviews we're doing with prospective customers and be to be growth feed, 45 00:03:15.259 --> 00:03:20.580 but it wasn't something that we were actively tracking in the crm. So I've 46 00:03:20.659 --> 00:03:24.340 done some tweaking in. What are the deal stages in our crm? We 47 00:03:24.379 --> 00:03:28.689 use hub spot crm. A lot of people use sales force and that's a 48 00:03:29.050 --> 00:03:35.689 common first step. But really looking at understanding the conversion points from one deal 49 00:03:35.770 --> 00:03:39.090 stage or one step in your sales process to the next. So what I 50 00:03:39.289 --> 00:03:43.719 started doing was, all right, we've got first sales calls, we've got 51 00:03:43.800 --> 00:03:47.680 follow up sales calls. We're usually initiating with new prospects, if it's outbound, 52 00:03:49.000 --> 00:03:52.479 through interviewing them on BB growth. So another, you know, sales 53 00:03:52.560 --> 00:03:55.830 activity type our interviews. And then looking at okay, what outreach does it 54 00:03:55.990 --> 00:04:00.310 take to initiate a conversation and an interview with someone that we would like to 55 00:04:00.389 --> 00:04:04.389 work with to interview them on the podcast? So that's what I started looking 56 00:04:04.430 --> 00:04:09.430 at, is working from the front end of the sales process backwards. So 57 00:04:09.550 --> 00:04:13.180 we looked at okay, we've got email outreach. How many emails do we 58 00:04:13.259 --> 00:04:17.100 typically send in order to get a reply and book someone to do an interview 59 00:04:17.139 --> 00:04:20.899 with us on our podcast? And then from there, how many of those 60 00:04:21.339 --> 00:04:27.649 turn into qualified sales opportunities where there's interest and timing, and we ask that 61 00:04:27.689 --> 00:04:31.129 question and they book a follow up sales call further folks that might be booking 62 00:04:31.170 --> 00:04:36.329 a demo or booking a qualification call based on cold outreach or telephone outreach or 63 00:04:36.449 --> 00:04:40.759 email or whatever it might be, and then looking at okay, what is 64 00:04:40.879 --> 00:04:45.720 the the conversion to close from there. So first I had to look at 65 00:04:45.759 --> 00:04:48.720 what are the stages, what are the steps in our sales process, and 66 00:04:48.800 --> 00:04:53.790 then look at the conversion points in between there. So that that's really where 67 00:04:53.790 --> 00:04:57.829 I started. And then we had to, you know, build different meeting 68 00:04:57.910 --> 00:05:00.949 types in our crm so that I could see, okay, how many have 69 00:05:00.110 --> 00:05:03.230 we done, you know, per week, per month? Here do some 70 00:05:03.350 --> 00:05:06.980 quick maths so that I could at least have a baseline of what those conversion 71 00:05:08.019 --> 00:05:12.220 numbers were. So what were some of those numbers? Yeah, so when 72 00:05:12.339 --> 00:05:15.860 we do email outreach to folks, we were seeing about a thirty two, 73 00:05:15.980 --> 00:05:21.209 thirty five percent response rate and getting them book to be a guest on the 74 00:05:21.329 --> 00:05:27.170 podcast. And then from there about half of those fifty percent we're turning into 75 00:05:27.649 --> 00:05:32.009 qualified sales opportunities where someone was at least interested in having a conversation about our 76 00:05:32.050 --> 00:05:36.319 service, either joining one of our collective podcasts or US helping them launch a 77 00:05:36.399 --> 00:05:40.560 show, or maybe US helping them, you know, produce a show that 78 00:05:40.600 --> 00:05:44.639 they already have. So kind of different opportunities, but usually a fifty percent, 79 00:05:44.920 --> 00:05:46.439 you know, which is really high. I mean, I would say 80 00:05:46.480 --> 00:05:50.870 for anybody listening, a big part of that is one Nikki, our primary 81 00:05:50.990 --> 00:05:56.230 cohost now, is just phenomenal at this. She does in an enormous amount 82 00:05:56.230 --> 00:06:00.110 of research on each guest and is looking at the content that they're putting out 83 00:06:00.189 --> 00:06:04.980 and and so when she starts that conversation at the end of the interview seeing 84 00:06:05.060 --> 00:06:10.259 if they're interested and possibly having their own show, it's very effective because she 85 00:06:10.379 --> 00:06:13.579 puts in a lot of work to make it that effective. There's also, 86 00:06:13.620 --> 00:06:16.699 I think, something to the fact that we're interviewing them on a podcast and 87 00:06:16.860 --> 00:06:21.970 our service happens to be podcasting. So the correlation of them being on a 88 00:06:23.089 --> 00:06:27.009 show and wanting their own show. You know, we probably weed out a 89 00:06:27.050 --> 00:06:29.930 lot of the people that just wouldn't be interested in having their own show by 90 00:06:29.970 --> 00:06:32.600 the people that don't agree to be a guest on ours. So I was 91 00:06:32.759 --> 00:06:36.240 really shocked at that fifty percent number, that fifty percent of our guests and 92 00:06:36.279 --> 00:06:40.680 up turning into sales conversations with you. So I just wanted to give that 93 00:06:40.800 --> 00:06:45.240 caveat. That is probably not a number you should expect if you're selling software 94 00:06:45.279 --> 00:06:49.110 or financial services or something something like that. Yeah, I think that's a 95 00:06:49.269 --> 00:06:53.069 really good point there. You know, two things. It's kind of Meta 96 00:06:53.470 --> 00:06:57.870 in our situation and then also, I think you know, we're very lucky 97 00:06:58.110 --> 00:07:00.939 in that the way that Nikki approaches, you know, what we call turning 98 00:07:01.019 --> 00:07:04.819 relationships into revenue and doing it in a way that feels natural, that doesn't 99 00:07:04.860 --> 00:07:10.459 feel like you're getting a timeshare presentation after every lunch and those sorts of things. 100 00:07:10.740 --> 00:07:13.500 Those are definitely things that you want to think about, you know. 101 00:07:13.540 --> 00:07:15.170 I think on the flip side, even though you're not having people on a 102 00:07:15.250 --> 00:07:19.649 podcast and then offering them podcast services like we are, you've just had a 103 00:07:19.769 --> 00:07:26.529 conversation with someone about high level trends in your industry, so you are more 104 00:07:26.970 --> 00:07:30.480 more equipped to have a better conversation with them about the challenges that they're facing. 105 00:07:30.560 --> 00:07:35.279 So if you are thoughtful and your sales process does include interviewing your prospects 106 00:07:35.560 --> 00:07:40.000 on a podcast, think about the questions that you're asking not only in the 107 00:07:40.079 --> 00:07:44.389 content that you create, but how you can understand your buyers better in the 108 00:07:44.470 --> 00:07:46.990 challenges they're facing, the solutions they're finding, those sorts of things. I 109 00:07:47.069 --> 00:07:49.990 think we get a lot of that by interviewing marketers about, you know, 110 00:07:50.110 --> 00:07:55.350 things other than just podcasting as well. So I think that's really good context, 111 00:07:55.389 --> 00:07:58.860 James. So moving on from there, you know I mentioned our email 112 00:07:58.899 --> 00:08:03.899 outreach. Thirty to thirty five percent between sales calls and then a five to 113 00:08:03.060 --> 00:08:07.980 ten percent close rate off of, you know, all sales calls that we're 114 00:08:07.060 --> 00:08:11.699 having. Now the next step in the process here that we're kind of dealing 115 00:08:11.740 --> 00:08:16.689 with or looking to tackle, is to break it down further, because what 116 00:08:16.889 --> 00:08:20.850 this allowed us to do here, now that we have these three conversion points 117 00:08:20.850 --> 00:08:24.490 in these three metrics, we can work backwards from a revenue goal. Okay, 118 00:08:24.810 --> 00:08:28.759 we know our average deal size is this. Okay, how many deals 119 00:08:28.800 --> 00:08:31.959 per month does it take to hit this goal? Okay, then we need 120 00:08:31.000 --> 00:08:33.960 to have this many sales calls. Then we need to have this many interviews. 121 00:08:35.039 --> 00:08:39.120 Now we need to do this much outreach, because we know those points 122 00:08:39.159 --> 00:08:41.070 along the way. So that has been a game changer for us, as 123 00:08:41.070 --> 00:08:46.309 opposed to just hey, let's set this goal and let's let's try and hit 124 00:08:46.350 --> 00:08:48.429 it and let's just work really hard, which our team has been doing a 125 00:08:48.549 --> 00:08:52.669 great job at. But now we have better leading indicators. To Borrow, 126 00:08:52.909 --> 00:08:58.019 you know, a phrase as we went through the four disciplines of execution a 127 00:08:58.500 --> 00:09:01.980 while back. What are those lead measures that are going to lead to the 128 00:09:01.059 --> 00:09:05.419 lag measures that we're trying to be just knowing, knowing, we need to 129 00:09:07.379 --> 00:09:15.370 find contact information for VP's of marketing at seven hundred accounts in a particular industry. 130 00:09:15.769 --> 00:09:18.929 So with our new model, with these collective shows we're doing, BEB 131 00:09:18.049 --> 00:09:24.250 sales show, industrial and manufacturing, crafting culture, these shows that are focused 132 00:09:24.250 --> 00:09:30.759 on very specific industries or roles in an organization or categories. We know, 133 00:09:31.080 --> 00:09:35.759 okay, we're going to go to seven hundred companies, knowing that thirty five 134 00:09:35.759 --> 00:09:39.110 percent of those people are going to say yes to being on the show, 135 00:09:39.669 --> 00:09:43.830 knowing that fifty percent of those people are going to turn into a sales conversation, 136 00:09:43.389 --> 00:09:46.669 knowing that five to ten percent of those people are going to end up 137 00:09:46.669 --> 00:09:50.870 becoming a cohost of one of these shows. So the having that number, 138 00:09:52.029 --> 00:09:56.580 seven hundred, makes equipping our research team that's building these lists for us jobs 139 00:09:56.620 --> 00:10:01.019 so much easier because we know, hey, we need to go find conferences 140 00:10:03.100 --> 00:10:07.490 that have, you know this, seven hundred different sponsors so that we can 141 00:10:07.690 --> 00:10:11.370 build list accordingly, or we need to find lists since some other way. 142 00:10:11.490 --> 00:10:15.970 But seven hundred is your stopping point, and so we're really in the beginning 143 00:10:16.009 --> 00:10:20.289 phases of taking it to this level. We haven't done this before, so 144 00:10:20.480 --> 00:10:24.720 we might mind that with selling collective shows, that takes a little bit more. 145 00:10:24.759 --> 00:10:28.600 Maybe it takes eight hundred or nine hundred. But I'm really excited to 146 00:10:28.720 --> 00:10:35.320 dive in and start using this this framework that you've allowed us to execute, 147 00:10:35.399 --> 00:10:39.429 because to me it just brings an enormous amount of clarity and focus around what 148 00:10:39.429 --> 00:10:43.029 we're doing. Yeah, absolutely, and I think you know a couple of 149 00:10:43.149 --> 00:10:46.309 things here in the next stage for us. I think you touched on a 150 00:10:46.350 --> 00:10:50.820 caveat there. Right now we're not entirely changing our business model, but we've 151 00:10:50.860 --> 00:10:54.139 layered on and new offering in the last four to five months. That is 152 00:10:54.659 --> 00:11:00.340 a very much a different go to market strategy. It has allowed us to 153 00:11:00.419 --> 00:11:03.970 be more account base, more targeted. We've narrowed in our ICP quite a 154 00:11:05.049 --> 00:11:07.730 bit. So one thing I'm keeping my eye on as as we've offered a 155 00:11:07.809 --> 00:11:11.409 new service and we've become more targeted as opposed to saying, hey, we 156 00:11:11.529 --> 00:11:15.490 tend to work with tech companies. We know are buyer persona as a VP 157 00:11:15.649 --> 00:11:20.840 of marketing, typically we know that fifty plus employees is kind of a ground 158 00:11:20.840 --> 00:11:26.240 level for US typically in that that account criteria. Now we're being more targeted. 159 00:11:26.320 --> 00:11:28.840 Okay, we're trying to find folks who want to get in front of 160 00:11:28.039 --> 00:11:35.070 HR or media facturing companies, and so we're taking that ICP that's been kind 161 00:11:35.110 --> 00:11:37.590 of loose and narrowing it down. And so I think one of the things 162 00:11:37.629 --> 00:11:41.029 here, not only for sales but for marketing, is the more you understand 163 00:11:41.029 --> 00:11:45.629 your ICP, the more you can hone in this math of sales. And 164 00:11:45.750 --> 00:11:48.860 Yeah, we're at the beginning stages of it. Admittedly, is as you 165 00:11:48.980 --> 00:11:52.179 point out there, James, but I think that's going to allow us to 166 00:11:52.779 --> 00:11:58.340 really test and and Ab test different things to see what's really effective, because 167 00:11:58.340 --> 00:12:01.490 the next steps for us here, and I was talking with with racks, 168 00:12:01.529 --> 00:12:05.049 that the sales developers about this, is he was looking at kind of our 169 00:12:05.169 --> 00:12:07.690 math of a sale. It was like, well, you know, you 170 00:12:07.850 --> 00:12:11.210 know your conversion point from interview to sales call and sales call the close. 171 00:12:11.490 --> 00:12:16.279 But what about the steps between that first sales call and the close? If 172 00:12:16.440 --> 00:12:20.360 you deliver a proposal, how does that Change Your conversion rate? Another thing 173 00:12:20.399 --> 00:12:24.399 I'm thinking about is, you know, I've tracked number of sales calls we've 174 00:12:24.399 --> 00:12:28.440 had over the last year and number of deals that we've closed and doing that 175 00:12:28.600 --> 00:12:31.710 simple math has given me that five to ten percent close rate. But I 176 00:12:31.870 --> 00:12:35.990 don't know definitively. Okay, if it's outbound it's five percent, if it's 177 00:12:37.149 --> 00:12:41.750 inbound it's fourteen percent. You know, those are two different sales motions. 178 00:12:41.750 --> 00:12:45.539 A lot of organizations are going to have a mixture of inbound and outbound. 179 00:12:45.580 --> 00:12:48.179 Now they might be different percentages, but most of us are going to have 180 00:12:48.460 --> 00:12:54.139 those two sales motions and I think understanding the percentages on both of those and 181 00:12:54.299 --> 00:12:58.730 isolating them a little bit can add a lot of value and, to your 182 00:12:58.809 --> 00:13:01.690 point, more clarity. So that's kind of the next step for me is 183 00:13:01.809 --> 00:13:05.769 figuring out these mini steps in the process. What are those conversion points? 184 00:13:05.090 --> 00:13:09.970 Because the value there is going to be not only more clarity but allow us 185 00:13:09.970 --> 00:13:13.240 to find Oh, maybe there's a small leak here and let's let's test how 186 00:13:13.360 --> 00:13:16.480 we do this or how we follow up after the first sales call or how 187 00:13:16.519 --> 00:13:20.480 we deliver a proposal that could to help us, you know, increase a 188 00:13:20.519 --> 00:13:24.039 little bit. And something I saw from Ethan Bawt at bombomb the other day 189 00:13:24.559 --> 00:13:28.149 is, you know, was very encouraging. Hey, if you increase, 190 00:13:28.350 --> 00:13:31.269 you know, five percent here, five percent here, five percent here, 191 00:13:31.269 --> 00:13:35.509 I five, all of a sudden you're at twenty five percent. Yeah, 192 00:13:35.909 --> 00:13:39.389 feel like you've made this massive shift and twenty five percent increase in your sales 193 00:13:39.429 --> 00:13:45.379 process feels like, you know, a massive task. Yeah, that's encouraging 194 00:13:45.539 --> 00:13:50.460 for this next stage and then being able to delineate inbound versus outbound so that 195 00:13:50.580 --> 00:13:52.460 you can you can build out your team accordingly. Do you want to go 196 00:13:52.980 --> 00:13:58.490 heavier outbound because you see that the economics of that in the the input that 197 00:13:58.610 --> 00:14:01.809 it takes, really works well? Or maybe inbound is just more economical as 198 00:14:01.850 --> 00:14:05.129 you understand the math of your sales, so you're going to invest even more 199 00:14:05.250 --> 00:14:11.360 in content. So it really educates your approach to building out operations, to 200 00:14:11.480 --> 00:14:13.480 building out marketing and all those sorts of things. Is something I you know, 201 00:14:13.639 --> 00:14:16.960 a quote that that I love especially, you know, heading up the 202 00:14:16.960 --> 00:14:20.039 sales team here at sweet fish. I was mentioning to build our co the 203 00:14:20.120 --> 00:14:24.389 other day. Nothing happens until someone sells something. Yep, and you know, 204 00:14:24.590 --> 00:14:28.190 the idea that, hey, I know what it takes to sell something 205 00:14:28.429 --> 00:14:33.830 so that I can plan for these other areas I think enormously valuable, and 206 00:14:33.230 --> 00:14:35.909 so it's been fun for me to work through this process. Yeah, the 207 00:14:37.269 --> 00:14:41.299 idea of, obviously that Aaron Ross made famous, with predictable revenue is just 208 00:14:41.460 --> 00:14:45.779 really exciting to me, as as we start to build out other parts of 209 00:14:45.820 --> 00:14:50.899 the organization and we're hiring people that can help us build audiences for the shows 210 00:14:50.940 --> 00:14:56.289 that we're building and and hiring videographers and social media folks and and writers and 211 00:14:56.610 --> 00:15:00.090 it all that. We can't do any of that stuff because we don't have 212 00:15:00.210 --> 00:15:03.570 ten million dollars in the bank from a, you know, venture capital firm. 213 00:15:03.049 --> 00:15:09.519 It knowing predictably, okay, we reached out to, you know whatever, 214 00:15:09.759 --> 00:15:13.200 three hundred and three hundred fifty accounts in the last two weeks. We 215 00:15:13.840 --> 00:15:18.399 know that statistically that should turn into this many new cohost for these collective shows 216 00:15:18.840 --> 00:15:22.590 and this many traditional shows. You know, six weeks from now or whatever 217 00:15:22.629 --> 00:15:26.870 the case may be. Being able to have that level of granularity in your 218 00:15:28.029 --> 00:15:33.870 in your forecasting and and reliability of your forecasting as we see these numbers play 219 00:15:33.909 --> 00:15:37.659 out, that you know moving forward. I think. I think bill, 220 00:15:37.860 --> 00:15:41.139 our CEOS, is going to love it, but it gives me, and 221 00:15:41.220 --> 00:15:43.580 it over, some amount of piece as well. Yeah, I love it, 222 00:15:43.620 --> 00:15:46.659 man. Well, hopefully this has been valuable for folks in just hearing 223 00:15:46.860 --> 00:15:50.169 us think through and share what we've been going through as we build out. 224 00:15:50.850 --> 00:15:56.049 What is the anatomy? What is the math of sales for us and how 225 00:15:56.169 --> 00:15:58.769 that affects, you know, the other parts of the business. Is, 226 00:15:58.929 --> 00:16:00.970 as you point out there with bill. It helps you know, with planning, 227 00:16:02.129 --> 00:16:04.320 with staffing plans and all those sorts of things, especially if you are 228 00:16:04.360 --> 00:16:08.279 a boots tramp startup. So for folks who haven't gone through this exercise or 229 00:16:08.679 --> 00:16:12.240 have kind of let their metrics just kind of sit and they haven't evaluated them 230 00:16:12.279 --> 00:16:15.639 lately, I hope this is a little bit of encouragement to dive back into 231 00:16:15.679 --> 00:16:18.870 that, because I feel like it's been helpful for us. Awesome, Sweet 232 00:16:18.990 --> 00:16:25.870 Logan, you are all over instagram these days. At I am Logan Lyles. 233 00:16:26.309 --> 00:16:29.990 I am at James Carbury on instagram. I've been up in my instagram 234 00:16:30.110 --> 00:16:33.740 game as well. Instagram as a channel that that we're starting to really go 235 00:16:33.940 --> 00:16:37.659 heavy on with the shows that we produce, with our collective shows that we 236 00:16:37.779 --> 00:16:42.899 mentioned. So industrial podcast, BB sales show, be tob growth show even 237 00:16:44.620 --> 00:16:48.730 starting to get really active on instagram. So make sure to at least follow 238 00:16:48.809 --> 00:16:52.490 Logan and I. I am Logan Lyles at James Carberry on instagram. We 239 00:16:52.529 --> 00:16:56.330 would love to connect with you there see a little bit more behind the scenes. 240 00:16:56.409 --> 00:17:00.850 If you're listening to this episode and you enjoy hearing Logan and I talk 241 00:17:00.009 --> 00:17:03.799 about this kind of stuff, see a lot more of it on instagram. 242 00:17:03.919 --> 00:17:07.279 So, Logan, man, thank you so much for dropping your brain on 243 00:17:07.400 --> 00:17:12.119 this episode and talking us through how you've verse engineered these numbers and and really 244 00:17:12.160 --> 00:17:18.990 excited to do this again. It awesome, man. Appreciate it. We 245 00:17:18.230 --> 00:17:22.269 totally get it. We publish a ton of content on this podcast and it 246 00:17:22.349 --> 00:17:26.470 can be a lot to keep up with. That's why we've started the B 247 00:17:26.589 --> 00:17:30.259 tob growth big three, a no fluff email that boils down our three biggest 248 00:17:30.259 --> 00:17:36.500 takeaways from an entire week of episodes. Sign up today at Sweet Phish Mediacom 249 00:17:37.180 --> 00:17:41.380 Big Three. That sweet fish Mediacom Big Three
