#BestOf2019: Reverse-Engineer the Perfect B2B Event

WEBVTT 1 00:00:05.200 --> 00:00:09.470 Are you trying to establish your brand as a thought leader? Start a PODCAST, 2 00:00:09.949 --> 00:00:15.029 invite industry experts to be guests on your show and watch your brand become 3 00:00:15.109 --> 00:00:21.030 the prime resource for decision makers in your industry. Learn more at sweetphish MEDIACOM. 4 00:00:25.899 --> 00:00:30.059 You're listening to be tob growth, a daily podcast for B TOB leaders. 5 00:00:30.660 --> 00:00:34.140 We've interviewed names you've probably heard before, like Gary Vander truck and Simon 6 00:00:34.219 --> 00:00:38.490 Senek, but you've probably never heard from the majority of our guests. That's 7 00:00:38.530 --> 00:00:43.130 because the bulk of our interviews aren't with professional speakers and authors. Most of 8 00:00:43.210 --> 00:00:47.770 our guests are in the trenches leading sales and marketing teams. They're implementing strategy, 9 00:00:47.810 --> 00:00:52.280 they're experimenting with tactics, they're building the fastest growing BTB companies in the 10 00:00:52.320 --> 00:00:55.840 world. My name is James Carberry. I'm the founder of sweet fish media, 11 00:00:56.079 --> 00:00:59.759 a podcast agency for bed brands, and I'm also one of the cohosts 12 00:00:59.799 --> 00:01:03.600 of this show. When we're not interviewing sales and marketing leaders, you'll hear 13 00:01:03.719 --> 00:01:07.230 stories from behind the scenes of our own business. Will share the ups and 14 00:01:07.390 --> 00:01:11.310 downs of our journey as we attempt to take over the world. Just getting 15 00:01:11.909 --> 00:01:18.469 well, maybe let's get into the show. Hey, everybody, logan with 16 00:01:18.549 --> 00:01:22.219 sweet fish here. Before we get straight into today's interview, I wanted to 17 00:01:22.260 --> 00:01:26.099 let you know about another podcast you might enjoy. If you were a regular 18 00:01:26.180 --> 00:01:30.780 listener of this show, you'll probably really like the B Tob Revenue Executive Experience 19 00:01:32.019 --> 00:01:36.569 With Chad Sanderson over at value selling associates. Chad is a good friend of 20 00:01:36.650 --> 00:01:41.090 ours here at Sweet Fish, a phenomenal podcast host. I really liked one 21 00:01:41.129 --> 00:01:45.689 of his older episodes from probably a year back, with Todd Capony, the 22 00:01:45.849 --> 00:01:52.040 author of the Transparency Sale. Great conversation about leveraging honesty, transparency and a 23 00:01:52.079 --> 00:01:57.719 value added approach in BB sales. Check out the B Tob Revenue Executive Experience 24 00:01:57.959 --> 00:02:01.150 With Chad Sanderson on apple podcast or anywhere you do your list. All right, 25 00:02:01.349 --> 00:02:07.510 now let's really get into the show. Hey, everybody, logan with 26 00:02:07.590 --> 00:02:10.349 sweet fish here. It's a new year and at new decade and we're celebrating 27 00:02:10.590 --> 00:02:15.430 by rounding up the top twenty episodes as we look back on two thousand and 28 00:02:15.430 --> 00:02:19.580 nineteen. Will be sharing them here throughout the month of January in our Hashtag 29 00:02:19.939 --> 00:02:23.460 best of two thousand and nineteen series. Today's episode is Number Nineteen in the 30 00:02:23.580 --> 00:02:28.780 countdown of our top twenty episodes from two thousand and nineteen. We talked to 31 00:02:28.939 --> 00:02:32.409 Sarah Varney, CMO over at Twilio, about reverse engineering the perfect be tob 32 00:02:32.530 --> 00:02:38.650 event. Welcome back to the BB growth show. I'm your host for today's 33 00:02:38.689 --> 00:02:42.449 episode, Logan Lyles, with sweet fish media. I'm joined today by Sarah 34 00:02:42.490 --> 00:02:45.599 Varney. She is the CMO over at twill Oh, Sarah, how you 35 00:02:45.639 --> 00:02:47.919 doing today? I'm doing great. Thanks for having me. Hey, thank 36 00:02:47.960 --> 00:02:52.840 you for joining us. You just got back from some international travel at the 37 00:02:52.919 --> 00:02:55.719 time of this recording, so I appreciate you making some time to join us, 38 00:02:55.840 --> 00:03:00.110 and we're going to be talking about something that is fresh on my mind. 39 00:03:00.150 --> 00:03:04.430 We just got done with a small event ourselves at sweet fish, putting 40 00:03:04.469 --> 00:03:07.710 together a customer mastermind group around podcasting, and today we're going to be talking 41 00:03:07.750 --> 00:03:13.300 about some things that you can do to reverse engineer the perfect event in Btb, 42 00:03:13.500 --> 00:03:16.460 how you want it to feel and how you can extend that community after 43 00:03:16.539 --> 00:03:20.139 the fact. But before we get into that, Sarah, I would love 44 00:03:20.180 --> 00:03:23.139 for you to share with listeners a little bit about yourself and what you and 45 00:03:23.219 --> 00:03:25.979 the team at twilio are up to these days. Absolutely. Yeah, as 46 00:03:27.060 --> 00:03:30.090 the men mentioned, I'm Sarah Barney. I'm the CMO here at tolio. 47 00:03:30.689 --> 00:03:35.810 I've spent the past twelve plus years focused on customer engagement. I was previously 48 00:03:35.889 --> 00:03:40.479 at SALESPORCECOM working on sales cloud, which is their flagship product. Now I'm 49 00:03:40.479 --> 00:03:46.039 at Tulio. Tolo is the leading cloud communications platform. We provide a series 50 00:03:46.080 --> 00:03:52.400 of communications apis and solutions to help you connect your customers via any channel that 51 00:03:52.680 --> 00:03:55.949 they want to connect to you on, if that's SMS or voice or video, 52 00:03:57.150 --> 00:04:00.629 even facts, any way they want to communicate. We have power developers 53 00:04:00.750 --> 00:04:04.669 to to build those connections. Yeah, Sarah, you'd you and I hadn't 54 00:04:04.669 --> 00:04:08.629 even talked about this, but I love that you mentioned facts. There you're 55 00:04:08.669 --> 00:04:14.539 talking to a recovering copy or salesman. So I've seen some industries where facts 56 00:04:14.580 --> 00:04:18.339 is still alive and well and being improved in certain ways, which is probably, 57 00:04:18.620 --> 00:04:21.899 you know, pretty surprising for most of our listeners. But I I 58 00:04:23.060 --> 00:04:27.250 love that. And the underlying theme that you mentioned is meeting customers where they 59 00:04:27.290 --> 00:04:30.569 are and how they want to communicate with us. I think that's so important, 60 00:04:30.610 --> 00:04:33.689 no matter you know what phase of growth you're in or what industry you're 61 00:04:33.730 --> 00:04:40.319 serving. Right, absolutely. I think there's a massive gap between customer expectations 62 00:04:40.480 --> 00:04:46.079 and what businesses deliver in reality. Today, customers have super high expectations with 63 00:04:46.160 --> 00:04:49.680 the explosion of APPs and devices and channels in terms of, you know, 64 00:04:49.959 --> 00:04:55.949 receiving the exact right message at the right time and there in the application where 65 00:04:56.310 --> 00:05:00.430 you know, they want to communicate, and Wilio helps brands today bridge that 66 00:05:00.550 --> 00:05:03.829 gap so that actually, you know, dovetails nicely. Maybe I'm stretching a 67 00:05:03.870 --> 00:05:06.139 little bit, but we're going to be talk about, you know, building 68 00:05:06.220 --> 00:05:13.220 meaningful relationships through events and as you're talking about building connections with your customers. 69 00:05:13.339 --> 00:05:16.139 So there were three specific things I know you wanted to touch on in talking 70 00:05:16.180 --> 00:05:21.290 about how you think about building your event and develop, you know, communication 71 00:05:21.410 --> 00:05:25.410 with guests after the fact. And the first thing is you and I were 72 00:05:25.490 --> 00:05:30.129 talking offline, Sarah. You mentioned thinking critically about the goal of the event 73 00:05:30.170 --> 00:05:33.889 and reverse engineering how you format at how you bring it together based on that. 74 00:05:34.009 --> 00:05:38.439 Tell us a little bit about your experiences there. Yeah, I mean 75 00:05:38.439 --> 00:05:41.199 I think first and foremost you have to think about who's the audience that you're 76 00:05:41.199 --> 00:05:45.839 trying to target. And if doing facetoface programming makes the most sense. You 77 00:05:45.920 --> 00:05:48.959 know, I think the place where you often see events really taking shape and 78 00:05:49.000 --> 00:05:56.750 driving pipeline is toward the the larger company size and at the market, if 79 00:05:56.750 --> 00:06:00.990 that's enterprise customers. I think that they find the most value in connecting with 80 00:06:01.269 --> 00:06:06.740 peers in similar roles, in sharing best practices across their companies. And you 81 00:06:06.819 --> 00:06:12.259 know, for me, thinking about market holistically, if I need to drive 82 00:06:12.339 --> 00:06:15.300 enterprise pipeline, that's where I'm going to focus a good amount of energy. 83 00:06:15.339 --> 00:06:20.410 Yeah, and we talked a little bit on thinking about making your event or 84 00:06:20.449 --> 00:06:24.810 or the theme, or at least the way you think about it. Do 85 00:06:24.889 --> 00:06:30.209 you want it to really be new prospect focus or problem focus? Tell us 86 00:06:30.209 --> 00:06:32.720 a little bit about this mental exercise you've gone through, as you've, you 87 00:06:32.800 --> 00:06:36.959 know, planned and executed a lot of events in your career. I think 88 00:06:38.000 --> 00:06:41.639 it's just got to be a give get relationship, and this speaks for all 89 00:06:41.680 --> 00:06:44.800 of marketing. I don't think that my strategy when it comes to events is 90 00:06:44.839 --> 00:06:47.350 all that different and how I think about content marketing, for example. So 91 00:06:47.709 --> 00:06:53.750 if you've got to earn the right to to talk to these prospects and I 92 00:06:53.910 --> 00:06:57.670 think that means you can't lead to heavily with your product right out of the 93 00:06:57.709 --> 00:07:01.740 gates and really be solving a higher order problem. For that prospect if it's 94 00:07:02.420 --> 00:07:08.860 driving more conversion, if it's, you know, helping improve ceasat and focusing 95 00:07:08.939 --> 00:07:12.139 on that higher level problem, is opposed to be in like a you know, 96 00:07:12.300 --> 00:07:15.089 buy this product tomorrow and you know your world's going to be saved. 97 00:07:15.129 --> 00:07:20.769 Yeah, absolutely. So let's move on to the next one that I know 98 00:07:20.850 --> 00:07:25.889 you wanted to touch on, Sarah, and that is how you think about 99 00:07:26.050 --> 00:07:29.410 your speaker lineup. What are some of the things people should be thinking about 100 00:07:29.490 --> 00:07:32.240 here, because no matter the type of event, there's usually some you know 101 00:07:32.720 --> 00:07:38.079 speaking component, either you know, the bringing it home with the keynote or 102 00:07:38.160 --> 00:07:42.160 breakout sessions. Tell us a little bit about how you think about speakers as 103 00:07:42.279 --> 00:07:46.790 you plan and craft events. I think that you've gotta craft a speaker lineup. 104 00:07:46.910 --> 00:07:50.110 That is going to sound obvious, but that brings something to the table 105 00:07:50.230 --> 00:07:54.949 that people haven't heard before, because if you think about the executives you're trying 106 00:07:54.949 --> 00:07:58.470 to target, they are a busy lives, they have families, they have 107 00:07:58.660 --> 00:08:03.500 worked obligations, and the speakers you bring to the table need to be compelling 108 00:08:03.540 --> 00:08:07.420 enough for them to take a night off from their family or to take a 109 00:08:07.500 --> 00:08:11.420 half day off of work and have to catch up at some other point. 110 00:08:11.860 --> 00:08:13.889 And often the people of that are going to be the biggest draw are not 111 00:08:15.009 --> 00:08:18.970 necessarily the people at your company, unless you're, you know, working for 112 00:08:18.009 --> 00:08:22.930 the lawyers. So I think you know, you got to think about you 113 00:08:24.009 --> 00:08:26.160 know who's going to be a draw, if that's a third party thought leader 114 00:08:26.199 --> 00:08:31.080 or if it's a it's a customer of you. It is doing something extraordinary, 115 00:08:31.399 --> 00:08:33.240 you know. I know it truly. Oh, people always want to 116 00:08:33.279 --> 00:08:39.639 hear about how we were built their application, how they are what they're approach 117 00:08:39.720 --> 00:08:45.070 is to messaging how airbmb thinks about community can with their customers using a variety 118 00:08:45.070 --> 00:08:50.990 of new channels, and so giving people access to those people who have really 119 00:08:50.990 --> 00:08:54.669 been destructors in the space can be a big draw. HMM. Yeah, 120 00:08:54.710 --> 00:08:58.419 and there's probably some added benefit there as well, because you're propping up your 121 00:08:58.460 --> 00:09:03.379 existing customers and giving them the stage and highlighting an opportunity for them to share 122 00:09:03.379 --> 00:09:07.740 their expertise. So that's even more of that get give with your customer that 123 00:09:07.820 --> 00:09:11.570 you're lining up as the speaker as well. Right, absolutely. I mean 124 00:09:11.570 --> 00:09:13.809 I think some people, some marketers, has to take to bring customers and 125 00:09:13.889 --> 00:09:18.649 prospects together because they think it'll turn into a venting session. But in my 126 00:09:18.809 --> 00:09:22.970 experience, in nine times out of ten, your customers are going to do 127 00:09:22.490 --> 00:09:26.159 the selling for you and if they're engaged enough to attend one of your events, 128 00:09:26.200 --> 00:09:31.039 they're normally on the the the positive side of the spectrum and going to 129 00:09:31.120 --> 00:09:33.200 be huge of angelist for you. Yeah, I love that. I think 130 00:09:33.279 --> 00:09:37.480 getting over that, that fear, that concern can there can be a lot 131 00:09:37.559 --> 00:09:43.149 of benefits on the other side and can be more effective than than you doing 132 00:09:43.269 --> 00:09:46.629 your selling, as you were pointing to there as well, Sarah. So 133 00:09:46.870 --> 00:09:52.179 let's talk about connecting clients together or connecting customers and prospects. You and I 134 00:09:52.259 --> 00:09:58.220 were talking about an event that you attended recently that really was crafted well in 135 00:09:58.340 --> 00:10:03.980 a Lott of different ways to create some some strategic connections for the people that 136 00:10:03.100 --> 00:10:05.779 were attending. Tell us a little bit about some of the things. I 137 00:10:07.250 --> 00:10:09.370 have to necessarily name names, but I know there were a lot of great 138 00:10:09.370 --> 00:10:13.169 lessons from that experience that you and I talked about last time that I think 139 00:10:13.169 --> 00:10:16.929 would be great for marketers in thinking about their own events. Yeah, you 140 00:10:18.049 --> 00:10:20.370 know, I fall into that category, as as many of you who are 141 00:10:20.370 --> 00:10:24.320 listening to, of the person who doesn't have enough time for everything that, 142 00:10:24.679 --> 00:10:28.120 you know, they're asked to do and has a family at home and all 143 00:10:28.200 --> 00:10:31.879 those things. But I had a former colleague reach out and said, you 144 00:10:31.960 --> 00:10:37.629 know, hey, we're having this this dinner with a set of select CMOS 145 00:10:37.710 --> 00:10:41.909 to talk about best practices and to, you know, just share lessons learned. 146 00:10:41.990 --> 00:10:46.110 And you know, they really created that that Fomo. I know I 147 00:10:46.230 --> 00:10:48.429 was like, Oh, this is something I don't want to miss. I 148 00:10:48.549 --> 00:10:50.179 want to you know, this is going to be a rare opportunity for me 149 00:10:50.299 --> 00:10:54.620 to commiserate with other CMOS about, you know, the challenges and B Tob 150 00:10:56.340 --> 00:10:58.940 and, you know, thinking full well the whole time, even you know, 151 00:10:58.980 --> 00:11:03.100 as a marketer I should cease through some of this, but thinking the 152 00:11:03.139 --> 00:11:05.850 whole time. You know, this is just more of kind of a community 153 00:11:05.850 --> 00:11:09.690 group as opposed to being backed by a vendor and it you know, I 154 00:11:11.090 --> 00:11:13.289 get to the event. It was a really nice dinner at a nice location 155 00:11:13.529 --> 00:11:18.570 and all those things that were also draw which is which is definitely, you 156 00:11:18.639 --> 00:11:22.759 know, don't underestimate the importance of that. And you know, the conversation 157 00:11:22.919 --> 00:11:26.320 was very open ended. It was basically everyone went around the room and said 158 00:11:26.519 --> 00:11:31.600 you talked about a time where they had failed. But it was genius in 159 00:11:31.720 --> 00:11:33.950 the back drop there. You know, this had been planned by a vendors. 160 00:11:33.950 --> 00:11:39.149 Vender worked really closely with Air VC firm and the BC firm happened to 161 00:11:39.149 --> 00:11:41.070 be connected to all these people and that was my colleague was at the BC 162 00:11:41.230 --> 00:11:46.029 firm. Would reach out and then it all kind of started to click together. 163 00:11:46.149 --> 00:11:48.539 But even though we ended up hearing a product pitch at some point, 164 00:11:48.580 --> 00:11:52.500 I got huge value out of that dinner. They had recruited a great set 165 00:11:52.539 --> 00:11:56.299 of people. I learned a lot about, you know, some of the 166 00:11:56.340 --> 00:11:58.899 other challenges my peers were facing, and so I didn't feel like it was 167 00:11:58.940 --> 00:12:05.009 a night where I'd been like bamboozled into wearing this product pitch. I had 168 00:12:05.049 --> 00:12:07.850 actually got something out of it. So, you know, they had really 169 00:12:07.929 --> 00:12:11.730 failed. That give get relationship and you know, I think there's a lot 170 00:12:11.769 --> 00:12:15.090 to be learned from that. Yeah, so it wasn't that time share presentation 171 00:12:15.129 --> 00:12:18.559 after the free lunch where they keep you locked up for two hours or anything 172 00:12:18.600 --> 00:12:22.000 like that. Yeah, they did a great job of repruvable of people and 173 00:12:22.039 --> 00:12:24.559 I think we all left getting something out of it. I love it. 174 00:12:24.720 --> 00:12:30.000 So you talked about recruiting the right people, so people that would actually be 175 00:12:30.149 --> 00:12:33.590 able to have a valuable conversation with their peers. So think about that. 176 00:12:33.750 --> 00:12:37.789 Not only you know the people you're trying to reach, but who would they 177 00:12:37.350 --> 00:12:41.950 gain value from talking with and then setting up the conversation. So don't just 178 00:12:43.070 --> 00:12:46.259 think about getting the people in the right room. Think about how can you 179 00:12:46.460 --> 00:12:50.419 kick off the conversation that's going to deliver value, and in this case they 180 00:12:50.539 --> 00:12:54.820 opened it up to talk about some failures and challenges. Right. Yeah, 181 00:12:54.860 --> 00:13:00.090 it just it made the audience all feel a little bit more open to just 182 00:13:00.250 --> 00:13:05.129 discussing problems and I think it just kind of broke down any kind of awkwardness 183 00:13:05.169 --> 00:13:09.289 or nervousness in the room because everyone realized they were on the same plane field, 184 00:13:09.289 --> 00:13:13.679 which I thought was was really smart. And you know, when I 185 00:13:13.720 --> 00:13:16.279 posted similar dinners I try to ask as open ended up a question as possible. 186 00:13:16.840 --> 00:13:22.480 If I'm hosting a dinner around let's say customer service, I might ask, 187 00:13:22.519 --> 00:13:26.080 you know, what is your customer service experience look like in the next 188 00:13:26.080 --> 00:13:28.750 five years, your ideal state, and that's it's just interesting to hear the 189 00:13:30.509 --> 00:13:33.070 different answers you might get based on the types of customers you have in the 190 00:13:33.110 --> 00:13:37.509 room, if they're in different industries, if they are looking at it from 191 00:13:37.509 --> 00:13:39.870 different angles, and you know, I think that that's that's the way to 192 00:13:41.460 --> 00:13:46.419 foster a conversation that doesn't feel forced and that people eventually you learn from each 193 00:13:46.419 --> 00:13:50.740 other as well. Yeah, and again it goes back to that piece here 194 00:13:52.220 --> 00:13:58.370 that you're delivering value by helping craft those meaningful conversations. Now, beyond the 195 00:13:58.490 --> 00:14:01.929 event we've talked a little bit about, you know, you can continue to 196 00:14:01.610 --> 00:14:07.570 deliver value to people who attend your event by helping people stay connected. So 197 00:14:07.929 --> 00:14:13.919 don't just leave it at crafting that meaningful conversation, but include some sort of 198 00:14:13.039 --> 00:14:18.120 ways, some avenue or method for those people who attended the event, got 199 00:14:18.200 --> 00:14:22.279 value from those connections to then extend those connections, because if you are the 200 00:14:22.320 --> 00:14:26.629 one who is continuing to facilitate that, then it rolls back to you right 201 00:14:26.789 --> 00:14:33.429 you're getting the value from those folks are seeing the perceived value that you're delivering 202 00:14:33.470 --> 00:14:37.820 because you're helping them continue those relationships that they began at the event. Right. 203 00:14:39.940 --> 00:14:41.460 Absolutely. I think it's a way to just build your brand beyond the 204 00:14:41.539 --> 00:14:46.220 event. Of course, all these people can get business cards or collect with 205 00:14:46.379 --> 00:14:50.940 people on Linkedin after the event, but if you're the the hub of that 206 00:14:50.500 --> 00:14:54.690 connection, you will just always be top of mine when that person engages with 207 00:14:54.809 --> 00:15:01.289 that other executive again. Yeah, absolutely. We've talked about this even recently 208 00:15:01.370 --> 00:15:05.169 at the event I just mentioned, in the way that podcast host can set 209 00:15:05.210 --> 00:15:11.440 up a channel community for guests of their podcast to be able to connect together. 210 00:15:11.799 --> 00:15:15.320 Now the challenge there is, if you're going to be the hub, 211 00:15:15.399 --> 00:15:18.120 you have to think about how am I going to curate that community? How 212 00:15:18.159 --> 00:15:22.990 am I going to facilitate engagement, those sorts of things, but I think 213 00:15:22.990 --> 00:15:26.590 there are some practical ways that that you can do that. Any other thoughts? 214 00:15:26.629 --> 00:15:31.070 They're on helping your guests of your small events to stay connected to each 215 00:15:31.110 --> 00:15:33.309 other. Before we let you go, Sarah, yeah, I mean I 216 00:15:33.389 --> 00:15:37.700 think you just have to be respectful of the channel. You don't want to 217 00:15:37.700 --> 00:15:41.259 be spamming them with every ebook you have, but if you do have something 218 00:15:41.340 --> 00:15:43.779 relevant based on the conversation that was had at that event, I think that's 219 00:15:43.820 --> 00:15:48.899 completely fair game and it's also a way to it's also creates a new channel 220 00:15:50.009 --> 00:15:54.090 that people might be more receptive to than in traditional means if they're, you 221 00:15:54.169 --> 00:16:00.450 know, sending all of their typical solicitation emails to spam or biling those away. 222 00:16:00.049 --> 00:16:03.090 You know, that can be a way to follow up on things like 223 00:16:03.210 --> 00:16:06.960 your annual use your conference and see if you can get that group together again 224 00:16:07.000 --> 00:16:11.759 add another one of your events so that they can continue to both the relationships 225 00:16:11.799 --> 00:16:15.159 with each other. Yeah, that's a great example there. You've got another 226 00:16:15.240 --> 00:16:18.509 event on the calendar that makes sense for that small group to get together, 227 00:16:18.629 --> 00:16:23.190 making sure that you reconnect them because, though, that first shared experience is 228 00:16:23.309 --> 00:16:27.830 only going to deepen in that second interaction. I think that's a great little 229 00:16:27.830 --> 00:16:33.820 nugget for people to think about, not just getting these large groups of people 230 00:16:33.259 --> 00:16:37.779 and the same people over and over to your your events, but within that 231 00:16:37.980 --> 00:16:42.899 where the little microcosms, these little small groups that you can connect together and 232 00:16:44.220 --> 00:16:48.409 really deliver value by helping them facilitate relationships with the folks in their space. 233 00:16:48.809 --> 00:16:53.129 I love that point that you're advocating there for as well, Sarah. Well, 234 00:16:53.250 --> 00:16:56.610 Sarah, if anybody listening to this would like to stay connected with you, 235 00:16:57.090 --> 00:17:00.840 learn more about what Tullio's up to, anything along those lines. What's 236 00:17:00.879 --> 00:17:04.000 the best way for them to reach out or to find you? Yeah, 237 00:17:04.000 --> 00:17:08.039 and anyone can reach out to me on Linkedin. I meet plenty of people 238 00:17:08.519 --> 00:17:14.359 through the network and I'm always happy to help people either navigate Tulio or also 239 00:17:14.559 --> 00:17:18.990 just answer general career questions about being a b Tob Marketer. And we are 240 00:17:19.109 --> 00:17:25.109 hiring it Fullio, so if you are on the market or looking for your 241 00:17:25.190 --> 00:17:29.430 next out oportunity, please reach out. I'm always looking to bring rock stars 242 00:17:29.470 --> 00:17:33.099 onto the team and would love to chat more. Awesome. I love that, 243 00:17:33.140 --> 00:17:36.660 Sarah. We've got a lot of smart marketers that listen to the show 244 00:17:36.740 --> 00:17:41.339 and have been guests on the show, so hopefully that message reaches someone where 245 00:17:41.380 --> 00:17:44.849 the timing might be right. You guys are doing great things on your team 246 00:17:45.130 --> 00:17:48.170 and we'll make sure we link to your linkedin profile right in the show note, 247 00:17:48.210 --> 00:17:52.130 sofabody's looking for that connection. Go ahead and reach out to Sarah. 248 00:17:52.329 --> 00:17:56.569 Definitely. Well, Sarah, this has been fantastic to talk with you again. 249 00:17:56.650 --> 00:17:59.960 Thank you so much for joining me on today's episode. Yes, thank 250 00:18:00.000 --> 00:18:04.960 you for having me hey, everybody, Logan with sweetfish here. If you're 251 00:18:06.000 --> 00:18:08.720 a regular listener of BB growth, you know that I'm one of the cohosts 252 00:18:08.759 --> 00:18:11.680 of this show, but you may not know that I also head up the 253 00:18:11.759 --> 00:18:15.269 sales team here, is sweetfish. So for those of you in sales or 254 00:18:15.309 --> 00:18:18.829 sales offs, I wanted to take a second to share something that's made us 255 00:18:18.950 --> 00:18:23.470 insanely more efficient lately. Our team has been using lead Iq for the past 256 00:18:23.509 --> 00:18:29.180 few months and what used to take us four hours gathering contact data now takes 257 00:18:29.220 --> 00:18:33.380 us only one. We're seventy five percent more efficient. We're able to move 258 00:18:33.539 --> 00:18:37.740 faster without bound prospecting and organizing our campaigns is so much easier than before. 259 00:18:38.220 --> 00:18:42.009 I'd highly suggest you guys check out lead Iq as well. You can check 260 00:18:42.049 --> 00:18:48.890 them out at lead iqcom. That's Elle, a d iqcom.