Transcript
WEBVTT
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It's the feeling that people have when
they work with you. For me,
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and for me that is absolutely everything. When you create and deliver a better
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buying experience, you're obviously setting up
a better customer experience overall. My name
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is ethanbued welcome back to the CX
series here on BB growth. That is
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our topic today and I've got with
me Josh Feedi, who is the founder
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of sales reach, a buyer enablement
and buyer experience platform. It's got a
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video components. are going to be
talking a little bit of video. We're
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going to be talking about buyers remorse. We're going to be talking about how
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to leverage your customers to improve your
product or service, two ways to personalize
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not just the customer experience in general, but each of your messages in particular.
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We're talking about how to turn people
into evangelists and how those help the
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experience for your other customers as well. My name is Ethan butwed. I
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host the CX series here on the
show. I'm chief evangelist at bombomb coauthor
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of Rehumanize Your Business. You can
see video clips of this episode short write
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ups of every episode at Bombombcom Slash
podcast. But for right now, let's
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join Josh Feedie of sales reach.
The customer experience often starts at or near
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the buying experience, so today we're
going to be talking about creating and delivering
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better buying a experiences. Our guest
brings more than twenty years of sales and
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marketing experience in digital marketing in tech, most often as director of business development,
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but also as a two time company
founder. So why did he found
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his latest company, sales reach?
In his words, because buyers have changed,
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sales people matter and marketing shouldn't have
all the fun. Josh feedy,
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welcome to the customer experience podcast.
Hey, thanks for having me on youth
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and you did your homework before this
one. That was good. Well,
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Linkedin makes it easy and you know, I do spend time in advance,
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like I want to have good conversations
and I want to feel a little bit
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like I know you before we start
talking. A It's a show of respect
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to you for sharing your time and
expertise with me and listeners. But be
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it makes it a little bit more
fun and, well, some ways,
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easier to do as well. So, yeah, thank you for noticing.
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Yeah, and it's easier than ever
it's srecially for someone like you. Was
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Publishing a lot, which brings me
to collect before we get into CX,
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before we get going, I was
watching episode four of your new video series
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on the rocks, yeah, and
you mentioned a few people I really like,
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Chris Lindall, todd hockenberry and a
previous guest on this podcast, Dan
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Tire. Yeah, Spot. So
I thought just to warm it up,
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could you tell me a story about
one of those guys? Yeah, and
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bonus points if it has a CX
angle. It doesn't have damn tire is
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one of my favorite people in the
world. If I'm being totally honest,
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and I've said this before, some
people probably really think all that, Josh,
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he's a he's a broken record,
but I believe in giving respect for
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respect is do. I would not
have started the business that I started today
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without Dan Tire, and I mean
that with every ounce of my being.
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He was the person that was giving
me the sales training on the hub spot
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platform. I was going through Dan
Tires Lily in boot camp. I can't
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remember the exact name of it,
but he was super inspiring and as we're
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going through all this training, it
brought to light a product that I had
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created many years ago for myself with
no intentions of ever product tizing it.
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Didn't really see that there was a
need for it in the market place.
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But as I was going through the
training through hub spot, I realized that
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the thing I had created was a
huge gap in the market place. It
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wasn't something that hub spot was offering. I started digging around to see who
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else was making it and at the
time no one was really making it.
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And so I flew out to Boston
and asked an I said, look,
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I just need fifteen, maybe thirty
minutes with you. I just want to
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show you the MVP of what I
had built ten years ago and I want
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to tell you what I planned to
do with it. I just need someone
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to validate this one and that meeting
did a lot for me. He validated
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the idea almost immediately. He did
not agree to be an investor, which
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was fine because it also taught me
how to properly try to raise money very
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quickly. But he has stayed available
to me ever since that day, just
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over two years ago. I have
his link to his calendar. He's made
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it very clear I can grab any
time with them whenever I want to talk
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to him and I've used that to
my benefit to continually utilize him as an
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unofficial advisor in my business, and
it's been it's been invaluable. Honestly,
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that's awesome. I'm so glad I
ask that and he is definitely one of
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those guys that walks his talk.
Of course he's got a mountain of energy.
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He's like, probably needs you on
his calendar just to burn some of
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that energy off. Yeah, absolutely, absolutely, what a good dude.
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So let's get into CX and we'll
probably get into that product idea as well.
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I do want to know more about
it, but let's start just to
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set the scene. When I see
customer experience, what does that mean?
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Do you Josh? Yeah, it's
the feeling that people have when they work
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with you. For me, and
for me that is absolutely everything I want
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to be. I want to be
memorable, I want to be deliberate,
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I want to be intentional, I
want to be strategic. I want people
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to walk away from any interaction I
have with them feeling that way. Nice
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and talk about those feelings. I've
been thinking about this a lot and I
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did a short self episode on it. It'll release just before just after this
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conversation, and I blow the whole
thing down to the same thing. It's
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how we make people feel, and
the angles on it, like is,
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of course, how they feel about
us, but then there's also like,
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how do they feel about themselves by
spending time with this? There's so many
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like you, like the feeling just
goes in a variety of directions. Yeah,
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that's a super important clarification that you
just made there, because you do
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need to be looking at it.
In my opinion, and it sounds like
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yours, in both ways, it
is not just how they feel about the
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sales professional or the company that they're
moving forward with, but the feeling that
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they're empowered, that they made the
right decision after moving forward. The most
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human the most human thing is buyers
remorse. The second we buy anything,
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every single one of us has a
certain amount of buyers remorse it. No
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matter what we're purchasing, there's always
the question of did I need that?
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Did I need did I need the
turbo on this car that I just bought,
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or could I have gone with the
s version of this car right?
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Why did I why did I have
to get that version? It could even
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be a pack of gum at the
Home Depot on your way out? Did
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I really need to buy that?
Fires aremorse sets in immediately, and so
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it's honestly, all customer facing teams
need to really step things up, because
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the buying experience is not just me
as a sales professional. There's going to
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be a handoff to the onboarding,
implementation, customer success team, whoever comes
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next in that line of command,
and that's almost the most, in my
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opinion, the most critical time to
make sure that, like, everything is
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turning on all cylinders here, because
the second of ball is dropped, after
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that money changes hands, that's when
that buyers remorse goes into the red zone
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immediately. And we've all had that
experience where, immediately after landing the deal,
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someone comes running in the room and
says, Hey, take it off
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the leaderboard. You, you lost
that deal. Why didn't? Why did
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I lose that deal? Did I
overpromise? WHO Under delivered? What happened
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here? But that buyers remorse is
real and we need to find find ways
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to make people feel empowered in the
decision they're making so that they move forward
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with less regret. Yeah, really
good buyers remorses super powerful. I feel
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like you know, depending on the
price point in the product of the service
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and the anticipated impact, you know
you're on the clock as soon as that.
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You know that invoices signed or the
credit card is swiped or whatever the
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case may be. And so in
some cases you know you're on the clock
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in the next seventy two hours and
other cases you're on the clock over the
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next three weeks or maybe even three
months, but that clock is moving in
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managing the confidence, you know,
all the excitement that they had going into
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this start of the clock there needs
to be sustained. So sales reach.
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I assume that that is the idea
that you had it. I was obviously
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coming out of a felt need that
you were experiencing at the time. Maybe
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that was a little bit of that
arc. I guess I was going to
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initially go in with like, you
know, who is your core customer and
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what are you solving for them?
But I have a feeling if you kind
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of tell the story a little bit, it sounds like there's a story there
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that I would love to hear that
that might emerge naturally out of that.
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Yeah, I mean, so the
arc where this came from was when I
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owned my first business I had a
marketing agency. I knew enough about coding
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to be slightly dangerous, and every
single day I was becoming more and more
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dissatisfied with my sales process. This
was years ago. This is before sales
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force was a household name, before
hub spot even existed. This was years
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ago, so I didn't really see
that this was something other people would need.
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But what the problem was was that
I was falling into this call and
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response with my prospects. They would
ask me for things, I would send
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them those things, I would feel
like I did my job, but then
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they'd always be this confusion. They'd
come back to me months later. Hey,
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we're about to go in front of
the review team. I can't.
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I could have sworn. You sent
me something about this. I can't find
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it. Can you resend it for
me? Yeah, no problem. I
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resent it. And it was then
that I've realized that I'm making your life
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challenging. Why am I doing this? I know enough about putting to make
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something better for you. So what
I started doing was just making simple wordpress
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web pages that I would stand up
for every single prospect that I had spoken
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with and when they needed something for
me, I would load it on to
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that page. It was very rudimentary, but it made it simple for them
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to have one source of truth for
everything they needed to share with their team.
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That's where it started. And then
the advent of things like personal branding
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and started popping up and video based
sales, one to one sales efforts,
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and you know all about that.
And that's where I started seeing, hey,
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there's a need for the core product
of what I built with some additions,
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for the modern sales professional to meet
the modern buyer the way they want
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to interact. We live in this
world right now where the same consumer on
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Amazon is your consumer right now as
well, and everything is so simple for
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them in that digital space. They're
comfortable in that digital space. They don't
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have to be put up, you
know, you know, in a corner
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where they have to, you know, talk to this salesperson that's telling them
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what they need there they're making decisions
on their own. So why are we
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pulling them out of those spaces?
That's when I decided to, you know,
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pull together a team, start building
this, validate it with some early
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customers, see if pulling all these
components together, your personal branding, personalizing
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the materials that you're sending to somebody, organizing this process for them so that
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when it's brought to the decisionmaking table, they have everything in one source of
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truth, and then infusing it with
personalized video as well, so that you
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can help narrate the situation. However, you need to at every stage of
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the sales process, in your own
words. Love it. So how much
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more like from an experiential standpoint,
like I can visualize a very, very
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simple wordpress page. Yet maybe a
little headline in a link, headline,
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link, headline, link. Yeah, what does it feel like now to
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visit one of these one of these
days? And when, in the relationship
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do you start building one of them? Yeah, so first question. What
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does it look like? It's a
I like to say it's a visual dropbox
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essentially. Right. DROPBOX is a
great way to send a whole bunch of
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information, as somebody, but there's
things that get in the way. Before
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they can look at the documents,
they have to download them. There's nothing
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visual about it. All it is
is a title of a material that you're
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setting them. So there's a very
visual component to this whole thing. The
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beauty of the visual portion of this
is that it is locked down by marketing
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teams. So what we've created as
a software that marketing teams can kind of
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set it and forget it. It's
the Ron who peels chicken friar methodology,
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right. So I didn't forget it. Handed after your sales team. You
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don't need to worry, worry anymore, because they're enabled now to put whatever
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they need on the page. It's
already been approved by you. The design
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is already set in stone. They
can't change the color scheme on the page.
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It's all locked in on your branding
element. So that's you know,
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that's kind of how it is.
It's just it's a visual crm. Is
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What it is at the end of
the day. What was the second question?
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Again on that? Like when,
when in the relationship, are your
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customer setting these up? Because I
can see us being incredibly useful like like,
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way, way, way, at
the beginning of the journey. And
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then, of course, you know, is the account continues to grow in
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the relationship matures, I can see
an account manager or CSM having a lot
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of value in it as well.
Yeah, you already get it. You
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can. You can use this product
whenever you want, even know but that
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you set it up right from day
one. There's no reason not to.
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You can actually use this on more
of a you should never do a cold
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outreach, but you should. You
can set this up on a warm outreach
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very early on. The page builds
as you need it to build, so
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you never you don't have to send
out a page with literally all the bells
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and whistles on it. It could
be as simple as a way to get
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on your calendar, a personalized video
to you know, let him know why
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you want to meet with them.
Maybe a lupold materials, but for sure
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your bio so they know who they
are going to be talking to. And
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then, as the relationship grows,
you add to this page. The page
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auto updates. No matter how you
change the things in the asset library,
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the page auto updates. You can
change it dynamically throughout all the conversations.
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And then where I was talking about, all customer facing teams. That's really
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who uses this product. It's not
just a business development tool. It then
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turns into a client relationship management tool
or an onboarding and training portal or even
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recruiting. We've seen some of our
customers use it in their recruiting efforts to
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make the recruiting process even more personalized. So it's been pretty cool to watch
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that. Yeah, that's that is
a really fun thing and I would say
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we've had a similar experience here at
bombomb where you know you have the you
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know this. This software was built
in the company was built in part out
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of same thing, felt me by
one of our cofounders in a sales role.
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Wanted to get faced face more often. Had too many clients spread over
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two wide to geography. Let's recording, send videos and Oh, by the
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way, I guess a lot of
other people could use this too for the
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same days and that I did.
And then all of a sudden you turn
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it loose into the world and customers
start doing things that you didn't anticipate and
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it's just delightful. And the recruiting
layer, by the way, makes perfect
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sense. I've been teaching a lot
about video across essentially a bowtie funnel,
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you know, a customer journey against
a bow tie funnel. Yeah, or
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life cycle, and and you can
map the exact same thing. The employee
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life cycle is exactly the same as
the customer life cycle. Just some of
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the terms are different, but it's
the exact same thing. If you're doing
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it well and I'm currently working out
in my head, by the way,
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is the same thing, but for
like a personal network thing right, like
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like yeah, this isn't a sales
relationship, it's not an employee relationship,
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but there's some point in yours,
in my relationship Josh, where we have
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some kind of a level of commitment
and then this positive thing or if fades
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out in the beginning. We're not
going to go that way. I just
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feel that. But you know some
thing about a personal network to not that,
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not that your product would be necessarily
be appropriate for it, but I've
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bet someone could apply it to some
of their personal relationships as well. So
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obviously alignment is a big theme on
the show. I imagine it's something that
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you have a lot of thoughts and
experience around. We've already talked about the
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the alignment of communicating with a client, you know, marketing, maybe in
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the early stages in two sales be
DRS drae handoff to CSM account management.
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Like, when I say alignment,
what comes to mind? Is it a
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played out terms? It actually like
fundamental to the success of any business.
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Like what do you think about alignment? Two things. A yes, it's
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fundamental to the success of any business
and be it is the most misunderstood thing
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in the entire world for companies and
it's painful to watch and I've been I've
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worked in enough companies in an enough
different roles where I've seen misalignment and so
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many different ways. And even being
in all those different positions, I don't
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have the answer for how do we
better alive? Are So but what I
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believe the answer is right now is
that we need to find technologies that we
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can utilize throughout the customer life cycle
that make it simple, and the core
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word is simple, because we tend
to make things way more complex than they
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actually beat need to be in companies
and many times the best answer is the
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simplest answer. Right. There's no
there is no magic to it. When
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you see misalignment. Give me like
one or two stories, and I mean
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like unpack horror stories. It include
the names, but like yeah, just
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so people can feel that, oh, yeah, yeah, yeah, okay,
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so this has happened the probably the
worst case that this has ever happened
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in my personal life. Names will
not be mentioned. I can't mention name.
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Please don't. Yeah, but will
protect the innocent on this one regardless.
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Big Deal closed a big deal.
It took many, many months to
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wrap up this deal. It was
a large contract for a large price tag,
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and so so I involved many members
of the organization I was at while
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this proposal was being created. I'm
a big believer in making sure that everyone
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understands exactly what we're selling in here
before we move forward. However, I
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do not think that the respect was
given to the review process of our agreement
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before we put it in the customers
hands, because immediately after landing that deal,
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we it was within about a month, the customer started asking questions.
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Well, when are we going to
get to this piece? Well, when
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are we going to do that?
Josh said we were going to do that
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and the team was coming back and
saying, Oh, no, no,
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Oh, I don't think Josh said
that. I kept getting pulled forward and
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I pull out the agreement. I'd
say, guys, it's right here,
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it's right on the agreement here.
Yes, I promised this and this is
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part of what we say we do
here, so we should probably be doing
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this for these people. This is
what they paid us for. This is
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why it cost so much money to
move forward in this contract. At the
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end of the day, that deal
was salvaged. However, there were some
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discussions about potentially having to do it
have legal teams intervene, and I don't
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think that I left that place before
that deal to see what ended up at
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transpiring with that deal. It was
just part of an ongoing issue that I
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had to get out of there,
but I don't think that you can ever
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really salvage a relationship that starts off
that way. People will always have that
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in the back of their minds and
honestly, it could have been alleviated by
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a better review of what we were
actually delivering to these this customer before we
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move forward. Be I learned that
I probably should have done on a better
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job when it went from sales to
on boarding and the customer support team,
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properly communicating. This is exactly what's
going on here because instead down that deal
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specifically, my process was you've already
reviewed this agreement in detail. Correct,
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yes, awesome, here's the signed
agreement. Move Forward. I'm onto working
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on the next deal. Big Mistake
on my head. Yeah, I like
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that you said properly communicating. I
think you know, as you were sharing
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that I kept thinking, like I
feel like just clear communication. But there's
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it's more than that. It's shared
values, it's a it's maybe this is
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where I've seen some miscommunication and misalignment
is around kind of like one off stuff
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that that is like it. You
know, it's not repeatable. You're going
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to wind up doing like we work
each time. You do a unique deal.
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That just doesn't make a lot of
sense. So here's another term that
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I think. Do you call alignment
misunderstood? Yes, absolutely. Okay.
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Here's another term that I think is
misunderstood that I feel really confident that you
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have something interesting to offer on and
that is personalized. Like what is a
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posonalized experience? Yeah, in your
view, like yeah, yeah, it's.
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Look, there's two different ways to
look at personalization in your process,
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and I think that this is where
the confusion happens. There is infusing yourself
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and your personal character and who you
are, what you stand for, your
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personal brand, infusing that into your
process. That's half of personalization in my
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mind. But the other half,
the most important half, is where you
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stop talking about yourself and you start
delivering materials that are personalized to the person
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that you're sending it to to address
their unique challenges. And if you don't
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do both of those things, you
don't say you don't build a trust,
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because they don't know who you are, they don't care who you are.
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That's it's just a thing. But
if you don't deliver what they actually ask
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for, what they actually need.
Amazon does a great job of this.
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There is a there's a very good
reason why, every time you go to
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Amazon and you select anything, it
says customers that bought this also bought this.
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Are you interested in that? That's
how they help personalize this. That's
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how they let you know we understand
you. You're purchasing a mop. You
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might also need a bucket and you
might also need some soap, because everyone
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else, the bottom up, did
to. We're going to be helpful here.
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We're going to make a guess that
this is what you need. Right.
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Sales people need to be strategic in
that same way. If somebody reaches
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out to you and says this is
what I need, you need to dig
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into it a little bit more.
And and what if you just use the
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Amazon model? Well, the last
customer I spoke with that needed that also
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needed this in this. Could you
also use that? Oh Wow, I
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could actually I wasn't even thinking about
that. Well, there you have it
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right. So Chris Lind Al,
who you know, who's a big fan
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of bombomb and, is going to
be on my podcast here soon. I
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love that guy. He's great.
He was just on my friend Nicklivador's podcast
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called coffee and closers. He said
something absolutely profound. He said that he
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loves to look at industries outside his
own when he's trying to decide how to
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move forward, how to innovate,
how to truly innovate in his space,
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and I thought that was absolutely profound. I think a lot of us do
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this without really thinking about it.
But I think the sad reality is that
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a lot of us don't do this. A lot of us just kind of
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look at our exact competitors and go
well, bomb I's doing this, then
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whiskey is should be doing this,
and if we Stey, then twenty three
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should also be doing none. Why
don't we look at why don't? Why
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don't we, as Bob I,
look at Uber? What could uber teach
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us about the customer experience? Because
I guarantee there's something there. We just
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have to be willing to pay attention
to it and dive a little deeper and
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think a little bit more intentionally.
Yeah, really great. I love that,
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in addressing personalization, off the top
there, that you went to Amazon,
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because what I what I think a
lot of people go to in their
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heads, is, oh my gosh, I have to do all this work
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and it's not enough just to slug
in the variable data of their company name
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and their perfect their first name in
their industry name. I actually need to
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go read a linked in profile and
maybe see if they were a guest on
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a podcast. So I have something
personal to talk about. And that's true.
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But there's also and I'll tie alignment
back in here too, is something
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I was imagine as you walk that
out, is you know there's information because
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this, Oh, you bought them
up, maybe you need a bucket,
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and so you have that curiosity for
starters, as a word that came to
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mind, this curiosity to say,
oh, that's interesting. Why do you
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think you need that? Oh well, maybe you need this in that.
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But then also kind of closing that
loop, because you know the customer success
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or customer support, customer service,
Account Management as or sorry, account manager's
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Am's. Yep, have information about
customers that have fedback up earlier in the
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process is going to teach sales and
marketing a lot more about how this actually
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pans out. And so personalization isn't
it is scalable in a lot of ways
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and it doesn't just mean spend a
bunch of time doing a bunch of research
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and figuring out, you know,
what their favorite coffee cake is so you
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can send it to their office on
a Wednesday morning and to light them.
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That's not a bad thing to do
either. No, you don't know,
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but the personalization doesn't have to be
completely time consuming and manual. Yeah,
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and what I would throw out there
as well, as long as we're thrown
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out words right and riffing off of
words, the word that I like is
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visibility. Visibility throughout the organization is
what helps you be more intentional and personal
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in your efforts to deliver more value
with every interaction. Because, look,
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if I'm just in a sales capacity, my job is to find leads,
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land deals, past them on Rinse
and repeat all day law, and many
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organizations keep the salesperson doing that all
day. Law. Now that you've handed
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this off, your out. Now
we have a custom success manager. This
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is their role. Don't, don't, don't get in the way. Don't
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do that. That's the worst thing
you can possibly do, because if I
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don't have visibility as to what happens
next after I've handed that off, that's
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where you have issues, like the
story I told earlier. Right, I
375
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don't know that I need to explain
this more intentionally to my internal team.
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If I don't know, you've already
been having issues doing the things I've been
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selling in at this company. You
need to give me the visibility to do
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that. Additionally, though, on
the good side, I need visibility to
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the good things that happen as well
post sale, because that's how I can
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double down preemptively bring in bigger dollar
amounts, because I know that if I
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land this person that does this,
there's a ninety percent chance that they're going
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to also need this of this.
I might as well make it part of
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a package right now, so they
don't feel like we're like continuably upselling them
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but after the deal, yeah,
or that we misunderstood them and we held
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back opportunities and whatever what it's better
for everybody. Yeah, that'solutely. It's
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really good. And before I before
we move on to another topic, I'll
387
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just double down and say yeah,
Chris Lindell. I've I've always regard him
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as like a kind of a marketing
genius or savant. Might be too far,
389
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and I think the way the the
what you offered there is more of
390
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an illustration of the genius, because
he does have like a lot of natural
391
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instinct there, but this idea of
intentionally seeking out new influences and new voices
392
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and new perspectives to broaden that like
that. The creativity happens in taking too
393
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seemingly disparate things, but somehow they
just collide together in your brain, which
394
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is part of where the genius and
creativity happen. But the more you vary
395
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your input, I think, the
more interesting the outputs going to be,
396
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at least from a learning and development
creativity stand point. How let's talk briefly.
397
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Go to market. You know,
are you all would you? Are
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you more product led, sales led, marketing led? Like, how do
399
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you regard that? You think a
lot about it or did you know?
400
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How did you so? And I'll
just back it up one more step.
401
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Yeah, you had this idea,
it was validated, it was clearly a
402
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good idea. You had a clear
use case for it. So you're like
403
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now we're going to bring it to
market. Like, how did you think
404
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about all of that? Yeah,
I was. I was very intentional with
405
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our go to market strategy. It
was all about storytelling. So I suppose
406
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that you could say it. We're
a marketing let organization. However, I
407
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would say that sales people should also
be sales storytellers today. So we're a
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00:26:56.950 --> 00:27:00.230
sales and marketing let organization. I'm
super proud of the product that we've created
409
00:27:00.460 --> 00:27:04.220
and the product proves itself every single
day. So when when I tell the
410
00:27:04.380 --> 00:27:07.579
story about the benefits that this is
going to bring your organization, when I
411
00:27:07.660 --> 00:27:11.660
tell the story about the challenges that
you're likely facing and the reason we created
412
00:27:12.180 --> 00:27:15.890
this, the product has to make
good on that story and that promise,
413
00:27:17.049 --> 00:27:21.329
and so we've been really, really
blessed in that we have not had the
414
00:27:21.410 --> 00:27:26.410
churn rate that many SASS companies have. When people come in it becomes part
415
00:27:26.450 --> 00:27:30.680
of the grain of their company pretty
quickly. We started as a sales tool.
416
00:27:30.680 --> 00:27:33.960
That's why we called it sales reach
and I thought this is just a
417
00:27:34.039 --> 00:27:38.240
sales tool. That was my own
ignorance. My customers were the ones that
418
00:27:38.400 --> 00:27:42.039
decided. This was for all customer
facing teams, because our customers were the
419
00:27:42.079 --> 00:27:45.589
ones that started using it and all
these other divisions and then coming back to
420
00:27:45.670 --> 00:27:48.269
us and saying, did you know
what works well for this, and I'd
421
00:27:48.269 --> 00:27:52.390
say now I didn't what you can
you tell me about that? Then they'd
422
00:27:52.430 --> 00:27:56.630
explain it to me. My customers
have made this product something that I think
423
00:27:56.990 --> 00:28:00.500
can be a very valuable company,
not me. I didn't do it.
424
00:28:00.700 --> 00:28:03.019
I was the visionary that thought we
could build a sales tool, but turns
425
00:28:03.019 --> 00:28:07.740
out it's for any customer facing team. It responds to a lot of different
426
00:28:07.779 --> 00:28:11.140
needs and we keep finding more and
more and more people using it in more
427
00:28:11.180 --> 00:28:15.609
unique and interesting ways. We just
the other day, just real quick story,
428
00:28:17.009 --> 00:28:19.569
with all of this covid nineteen scare
going around, but by the time
429
00:28:19.609 --> 00:28:23.210
you release this, hopefully that scares
over and we have moved on, but
430
00:28:23.289 --> 00:28:27.000
I kind of doubt we will have
by then. Unfortunately, regardless, we
431
00:28:27.079 --> 00:28:32.480
were watching all these conference is getting
canceled. All of these sales teams for
432
00:28:32.599 --> 00:28:36.240
our customers were calling us up and
saying, not only is our conference canceled
433
00:28:36.440 --> 00:28:38.599
in our trade shows are canceled,
but we've been grounded. We cannot fly
434
00:28:38.680 --> 00:28:44.789
anywhere right now. We don't want
to meet with customers facetoface, because WHO's
435
00:28:44.910 --> 00:28:49.069
legally responsible if we get someone really
sick and they die? What? What?
436
00:28:49.269 --> 00:28:52.710
Then? What do we do?
And so we were brainstorming in the
437
00:28:52.789 --> 00:28:57.940
office and thinking, Wow, could
our products help with these events that are
438
00:28:57.940 --> 00:29:03.900
now canceled, to do more of
a digital conference? And so within two
439
00:29:03.940 --> 00:29:07.099
hours we used our product as it
stands right now and created our own digital
440
00:29:07.140 --> 00:29:11.690
conference just as a proofpoint and MVP
of could it work for this? And
441
00:29:11.930 --> 00:29:15.569
it does. It's really simple to
do it actually. So now we've had
442
00:29:15.690 --> 00:29:18.930
some of these event places reaching out
to us saying hey, how did could
443
00:29:18.930 --> 00:29:22.329
we use that for ours? We
combine up our speakers on your just like
444
00:29:22.450 --> 00:29:23.640
that too. Right, yeah,
how long we to take a bunch?
445
00:29:23.880 --> 00:29:26.200
Two hours. I can have a
going Oh wow, okay, that's simple.
446
00:29:26.440 --> 00:29:30.640
So, you know, I think
the covid nineteen thing, I don't
447
00:29:30.680 --> 00:29:32.920
want to say it's going to be
good for business at all, but what
448
00:29:33.039 --> 00:29:34.720
I do think it's going to be
good for is I think that it's going
449
00:29:34.720 --> 00:29:40.509
to for sales professionals to double down
on the tools that they've likely had access
450
00:29:40.589 --> 00:29:44.549
to all along, that they really
haven't invested enough time in because we're going
451
00:29:44.549 --> 00:29:48.109
to have to find ways to be
more personal and intentional in our efforts without
452
00:29:48.190 --> 00:29:52.059
the facetoface, and this is where
companies like bombomb and sales reach really,
453
00:29:52.180 --> 00:29:56.740
honestly, are probably going to win. Yeah, I agree. I you
454
00:29:56.819 --> 00:30:00.299
know, I haven't found a really
t tasteful way to make that argument,
455
00:30:00.380 --> 00:30:04.259
but it's it's right there to be
had. Honestly, it is the reason
456
00:30:04.299 --> 00:30:07.410
we get on airplanes and spend all
this money and stay in hotels is to
457
00:30:07.450 --> 00:30:11.970
get facetoface with our customers and our
future customers. And so you know with
458
00:30:12.369 --> 00:30:15.410
I love your use case there,
and of course zoom comes to mind.
459
00:30:15.450 --> 00:30:18.089
It's what we're using right now,
something that we use all the time here
460
00:30:18.130 --> 00:30:22.160
at bombomb, and then for the
Asynchron of stuff, of course bombomb helps
461
00:30:22.200 --> 00:30:26.480
fill that gap. I love this
idea of learning from your customers. I
462
00:30:26.559 --> 00:30:32.200
think it is certainly something a founder
or an early team member someone needs to
463
00:30:32.240 --> 00:30:36.990
be building those relationships really early on
to create that intense feedback loop. So
464
00:30:37.230 --> 00:30:41.190
for you, and there's a CO
creation element. I just love for you
465
00:30:41.269 --> 00:30:42.750
to talk a little bit about what
do you think it was that made these
466
00:30:42.789 --> 00:30:48.029
customers so eager to share back with
you or your team members. You know
467
00:30:48.349 --> 00:30:52.500
what they're doing and like we've always
had that here. It's essentially been kind
468
00:30:52.500 --> 00:30:55.940
of a key part of my role
as the as the early marketing person here,
469
00:30:56.099 --> 00:30:59.299
is like how we're actually people using
this word. Are The stories that
470
00:30:59.420 --> 00:31:02.059
we can share? Can We?
Will they give us permission to share their
471
00:31:02.140 --> 00:31:03.730
videos? Would they come on and, you know, talk with a couple
472
00:31:03.730 --> 00:31:07.289
of us about what they're doing?
It just seemed instinctual. But I think
473
00:31:07.289 --> 00:31:11.970
they're or companies. It people inside
companies right now where it's not maybe normal
474
00:31:11.049 --> 00:31:15.130
behavior or they don't have those the
nature of relationship that maybe you do with
475
00:31:15.210 --> 00:31:18.960
your customers that I know you do
talk a little bit about how you cultivate
476
00:31:19.039 --> 00:31:23.559
those relationships and maybe some of the
upside benefits of that, that that relationship
477
00:31:23.680 --> 00:31:30.279
and that cocreation of the product.
Yeah, so where it starts is it
478
00:31:30.559 --> 00:31:36.349
starts in being available. It starts
in creating not the illusion but the the
479
00:31:36.549 --> 00:31:41.470
knowledge that you are available. There
are so many organizations that exist right now
480
00:31:41.750 --> 00:31:45.789
that are great companies and I can't
name the CEO, I can't name them,
481
00:31:45.950 --> 00:31:48.940
I don't know who he or she
is. They aren't on Linkedin,
482
00:31:48.980 --> 00:31:52.619
they aren't on any channels, they're
not making any noise anywhere. They are
483
00:31:52.779 --> 00:31:56.819
not accessible to me. And the
worst part about those organizations that usually if
484
00:31:56.859 --> 00:32:00.299
the CEO isn't accessible, neither are
the employees, because all of this personal
485
00:32:00.450 --> 00:32:06.809
branding and social sharing and and bringing
communities together around your company and around the
486
00:32:06.849 --> 00:32:10.170
mission and vision that starts at the
top. The top has to make it
487
00:32:10.730 --> 00:32:15.089
something that other people in the organization
embrace and say, Oh, that's okay.
488
00:32:15.170 --> 00:32:16.440
If if he or she is doing
that, then I can do that
489
00:32:16.559 --> 00:32:20.279
too. Right, that's where it
starts. And so for me, I
490
00:32:20.440 --> 00:32:22.960
was very, very intentional. Right
from the ghetto. I said storytelling already,
491
00:32:23.160 --> 00:32:27.359
but I wanted to tell my story
and I wanted people to know that
492
00:32:27.559 --> 00:32:31.950
I truly believe my central mission is
that I'm not successful unless we're all successful.
493
00:32:32.309 --> 00:32:36.430
There's no reason for me to try
and do all these great things and
494
00:32:36.549 --> 00:32:39.509
keep it in a back human keep
it to myself, because bomb you guys
495
00:32:39.549 --> 00:32:43.509
can be as successful as you want, it's not going to take anything away
496
00:32:43.509 --> 00:32:45.859
from me. And it's the same
way back and forth. Right, we
497
00:32:45.940 --> 00:32:50.579
should all be cheering each other on
and being accessible. And when you are
498
00:32:50.579 --> 00:32:54.420
accessible, there's kind of a double
edged sword to this, because your customers
499
00:32:54.460 --> 00:32:59.250
expect you to be the one that
responds to them. We use drift on
500
00:32:59.329 --> 00:33:04.210
our website and so we created Josh
Bot, is our BOT, and that
501
00:33:04.329 --> 00:33:07.849
was kind of tongue in cheek because
people were coming onto the chat and they're
502
00:33:07.849 --> 00:33:09.049
like Hey, is Josh there?
And it's like well, yeah, but
503
00:33:09.410 --> 00:33:13.160
he's our CEO. And Yeah,
I want to talk to Josh. I
504
00:33:13.240 --> 00:33:15.559
see all his videos. He seems
like I want to talk to well as
505
00:33:15.559 --> 00:33:16.799
let's just make a Josh Fot,
you know, and then I can shim
506
00:33:16.920 --> 00:33:21.759
in if I have time, and
that works great right, but it builds
507
00:33:21.799 --> 00:33:28.230
a evangelist faster than anything in the
world, and evangelists are the easiest sales
508
00:33:28.309 --> 00:33:32.390
team you can possibly create because if
a lead comes in through a passionate evangelist
509
00:33:32.470 --> 00:33:36.430
of your organization, you don't even
have to work on that deal. Some
510
00:33:36.509 --> 00:33:39.670
of the biggest deals that we've landed
here at sales reach are from evangelist that
511
00:33:39.789 --> 00:33:43.940
have just sent out a page to
one of their customers and their customer comes
512
00:33:43.980 --> 00:33:45.460
back and says what the heck was
that and they say, Oh, here's
513
00:33:45.500 --> 00:33:49.180
Josh is in fall and to copy
me on it and I see the whole
514
00:33:49.259 --> 00:33:52.180
email chain and I just follow up
and say here's a page just for you,
515
00:33:52.339 --> 00:33:54.700
but it's done. We just landed
it. It was that easy.
516
00:33:55.089 --> 00:34:00.009
You can't do that without passionate advocates
and there's no reason for your customer to
517
00:34:00.130 --> 00:34:05.529
Teut your product for you unless they
feel like they want to. And that's
518
00:34:05.569 --> 00:34:09.800
how you build that. I love
it. I love the the evangelism and
519
00:34:09.880 --> 00:34:15.679
that or the fanaticism or the advocacy. There I found that people not only
520
00:34:15.719 --> 00:34:20.440
will basically sell the deal for you, but they'll also oftentimes train it and
521
00:34:20.599 --> 00:34:22.360
on board it for you. To
you know, it's like yeah, because
522
00:34:22.440 --> 00:34:27.349
it's like you know this, you're
selling, I assume nationally of course,
523
00:34:27.389 --> 00:34:30.230
but probably internationally as well. Yes, right, and so in you're probably
524
00:34:30.269 --> 00:34:35.429
doing training, some self serve,
probably some zoom calls or those other types
525
00:34:35.469 --> 00:34:38.420
of things, but you know the
person that sold and probably lives down the
526
00:34:38.460 --> 00:34:42.659
street or works upstairs in the office
tower or whatever the case may be,
527
00:34:42.860 --> 00:34:45.139
and so they're just even more available. Of course that's a value add to
528
00:34:45.219 --> 00:34:52.929
it's really interesting. I've seen a
number of our customers selling in teaching bombomb
529
00:34:52.010 --> 00:34:55.329
to other people as a value add
to the other person, like as as
530
00:34:55.369 --> 00:35:00.570
a benefit to the so it's when
you can get there that's really powerful.
531
00:35:00.570 --> 00:35:04.170
Well, look, this is thought
leadership, this is personal branding, one
532
00:35:04.530 --> 00:35:08.039
and one. So the best thing
you can possibly do is bring something of
533
00:35:08.159 --> 00:35:13.320
value to another person. And it
shouldn't matter if it puts money in your
534
00:35:13.360 --> 00:35:16.679
pocket every time, because what it
actually does as guarantees that it's going to
535
00:35:16.719 --> 00:35:20.840
put the right dollars in your pocket
at the right time, and that's the
536
00:35:21.000 --> 00:35:24.789
important thing we should all be focusing
on. If we discover something and becoming
537
00:35:24.829 --> 00:35:29.949
evangelist our self for that company.
Right. For many, many years I
538
00:35:30.110 --> 00:35:34.909
was a sab evangelist before, unfortunately, they filed bankruptcy and I couldn't buy
539
00:35:34.909 --> 00:35:37.739
it an I saw anymore right.
But I drove nothing but sobs from the
540
00:35:37.820 --> 00:35:40.780
age I was thirteen years old when
I bought my first sap. I bought
541
00:35:40.860 --> 00:35:45.099
SOB, sobs of I had eighteen
of those things. Everybody knew me as
542
00:35:45.099 --> 00:35:47.139
the guy that owned a sob.
That's how they knew me. It became
543
00:35:47.260 --> 00:35:51.010
part of and so when someone asked
me, well, what do you think
544
00:35:51.010 --> 00:35:52.489
about sobs, it's a you should
definitely buy us ob it's the best car
545
00:35:52.530 --> 00:35:55.369
I've ever owned, and they would
buy us all and then it would break
546
00:35:55.409 --> 00:35:59.289
down and they'd realize how expensive it
is repair and then they hated me.
547
00:35:59.489 --> 00:36:01.570
So I learned a valuable lesson in
communicating what's going to happen down the road
548
00:36:01.570 --> 00:36:05.960
as well. With the Evangel it's
yeah, don't oversell it. It's,
549
00:36:06.000 --> 00:36:07.639
you know, a great experience.
You might spend a little more money,
550
00:36:07.800 --> 00:36:12.960
but that's that's how it works though, right. Yeah, yeah, it's
551
00:36:13.000 --> 00:36:15.079
really good. Even before we wind
down too much, I'd love for you.
552
00:36:15.119 --> 00:36:19.909
You are obviously understand the power of
video. You use it. I
553
00:36:20.070 --> 00:36:22.989
just talk a little bit about video, how you got going with it in
554
00:36:22.070 --> 00:36:25.190
some of your favorite ways to use
it. Yeah, so video for me
555
00:36:25.389 --> 00:36:30.750
started in a very rudimentary way.
I started putting videos onto proposals that I
556
00:36:30.789 --> 00:36:35.179
would send the people to kind of
narrate the process of here's what you're looking
557
00:36:35.179 --> 00:36:37.260
at, here's where you're going to
have questions, here's what I didn't put
558
00:36:37.300 --> 00:36:40.699
in this proposal and why I didn't
put it in, in hopes that it
559
00:36:40.739 --> 00:36:45.300
would help a keep them higher up
on the proposal. So they didn't do
560
00:36:45.539 --> 00:36:47.090
just do the scan to the price
so I could explain myself a little bit
561
00:36:47.130 --> 00:36:50.369
before they saw the price. It
seemed to work pretty well for that,
562
00:36:50.730 --> 00:36:52.610
but they also seem to like the
narration of what they were looking at.
563
00:36:52.969 --> 00:36:57.730
That's how I started with video and
I was very uncomfortable when I started doing
564
00:36:57.849 --> 00:37:00.329
the video. I was an actor, I wasn't myself. I was,
565
00:37:00.519 --> 00:37:04.199
you know, I was the newscaster. That's what I looked like and it
566
00:37:04.519 --> 00:37:07.960
wasn't great. Then when I decided
to start this business, that's when I
567
00:37:08.119 --> 00:37:13.559
decided I need to start speaking more, I need to start doing the right
568
00:37:13.679 --> 00:37:16.670
things to build my credibility, to
bring my thought, to build my thought
569
00:37:16.710 --> 00:37:21.949
leadership, and I was not seeing
anything as powerful as video at that time.
570
00:37:22.349 --> 00:37:27.190
So I absolutely doubled down. Doubling
down as an understatement. I immediately
571
00:37:27.550 --> 00:37:30.579
I didn't even know how to use
any of the equipments, but I ordered
572
00:37:30.659 --> 00:37:32.820
the best. That's just the way
I am, that's the way I'm programmed.
573
00:37:32.860 --> 00:37:37.500
I don't want a fifty lens when
there's a two Tho lens that's going
574
00:37:37.500 --> 00:37:40.300
to make me look really, really
amazing. I don't want a USB powered
575
00:37:40.420 --> 00:37:45.210
microphone when I can have Mike's hanging
all over the place. And I can
576
00:37:45.289 --> 00:37:49.090
have a broadcasting microphone like this.
I can have a wireless papel like we're
577
00:37:49.090 --> 00:37:52.409
right now. I can run this
thing through preamps and filters and all kinds
578
00:37:52.449 --> 00:37:54.849
of stuff. I'm big on getting
the best quality I possibly can and I
579
00:37:55.010 --> 00:37:59.519
just get really passionate about this stuff. And what I will say is that,
580
00:37:59.760 --> 00:38:02.760
making that investment, I spoke with
my lead investor before I did it
581
00:38:02.800 --> 00:38:07.440
and I explained the thought process around
it. kind of got his blessings before
582
00:38:07.480 --> 00:38:09.079
I went jot dropped this amazing amount
of money. But I told him,
583
00:38:09.079 --> 00:38:12.599
I said look, Hey, if
I do invest in this, I'm going
584
00:38:12.599 --> 00:38:15.349
to be even more motivated to use
it because I do not want to throw
585
00:38:15.389 --> 00:38:19.269
all that money away. Be If
I can produce at a higher level,
586
00:38:19.269 --> 00:38:22.110
I think I can get a higher
reach with organic contents then I can with
587
00:38:22.510 --> 00:38:28.420
inferior product with paid so let's just
try this out and see what happens.
588
00:38:28.460 --> 00:38:30.260
See if I buy the right equipment. I can tether it to all my
589
00:38:30.340 --> 00:38:34.219
other technology. I don't need to
have a shoot hooter and an editor.
590
00:38:34.340 --> 00:38:36.579
I can do all this stuff.
I could learn all this. So I
591
00:38:36.699 --> 00:38:39.659
shoot all my own videos, I
edit all my own videos, I the
592
00:38:39.780 --> 00:38:43.289
content that I produced. I don't
think about it too much. I'm one
593
00:38:43.329 --> 00:38:45.489
of those guys are it's like,
Hey, I have this thought or I
594
00:38:45.610 --> 00:38:47.130
just saw this and this is my
thought, my take on it, I'm
595
00:38:47.130 --> 00:38:50.730
going to hit record. I have
everything I need right next to my desk
596
00:38:50.730 --> 00:38:52.250
all day long. Might as well
just make a quick video about it.
597
00:38:52.650 --> 00:38:55.960
And so I think that to start, you have to just get started.
598
00:38:57.239 --> 00:39:00.920
You just have to get started and
you have to battle through the incomfortableness.
599
00:39:00.159 --> 00:39:04.400
I deal with this all the time
with my customers. Video is a critical
600
00:39:04.440 --> 00:39:07.360
component of our software and when they
start using it, they go, oh,
601
00:39:07.440 --> 00:39:10.829
we were so excited because we saw
your videos and your videos were great
602
00:39:10.829 --> 00:39:14.710
on this page, and I can't
make them like you. Can you make
603
00:39:14.750 --> 00:39:16.590
my videos? I say no,
I'm not spokesperson, I'm not billy may
604
00:39:16.989 --> 00:39:21.110
write. I do jump around and
scream all the time that I'm not billy
605
00:39:21.190 --> 00:39:22.750
May. I can't do that for
you. You're going to have to learn,
606
00:39:23.030 --> 00:39:25.780
and the only way to do that
is to make like thirty or forty
607
00:39:27.059 --> 00:39:30.659
absolutely horrible videos and to force yourself
to share them with somebody so that you
608
00:39:30.739 --> 00:39:36.340
get used to that. And then
guess what you get better because you learn
609
00:39:36.420 --> 00:39:38.090
to act, and by learning to
act I mean you learn to just be
610
00:39:38.170 --> 00:39:42.530
yourself when a camera is turned on
your face, and that's when the magic
611
00:39:42.610 --> 00:39:45.929
starts happening. It's awesome. Okay, so so much good stuff. They're
612
00:39:46.570 --> 00:39:52.250
especially, especially around getting out of
the newscaster mindset and just becoming yourself.
613
00:39:52.369 --> 00:39:54.920
It does it practice, is the
only way, and I mean around poll
614
00:39:55.000 --> 00:40:00.559
peel and a billy may reference in
the same episode. Like really peeking here.
615
00:40:00.599 --> 00:40:04.400
I see a lot to about.
I got another interview tomorrow, but
616
00:40:05.920 --> 00:40:08.630
we've really set a high bar here. This has been awesome. If folks
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00:40:08.789 --> 00:40:14.110
you know, Josh referred to a
couple of the microphones. He swung one
618
00:40:14.110 --> 00:40:15.710
of them in front of his camera. If you want to see video clips
619
00:40:15.789 --> 00:40:20.269
and you want to get highlights of
these episodes, I do write them all
620
00:40:20.349 --> 00:40:25.699
up at Bombombcom podcast. It's just
the word bomb twice podcast and and you
621
00:40:25.739 --> 00:40:29.260
can see some of the stuff that
we're talking about. If you were primarily
622
00:40:29.300 --> 00:40:30.659
a listener, you might want to
drop in for some of those video clips
623
00:40:31.059 --> 00:40:35.659
in the blog post. Josh,
this has been awesome. We could probably
624
00:40:35.699 --> 00:40:38.250
just word drifted for an hour.
Yeah, yeah, I love it and
625
00:40:38.570 --> 00:40:44.289
real quick with the equipment. I
have a video that explains a whole bunch
626
00:40:44.329 --> 00:40:46.090
of the equipment that I use.
I'll send you a link to that and
627
00:40:46.130 --> 00:40:49.969
if you want to share that with
your fingers as well that that'd be a
628
00:40:50.039 --> 00:40:52.639
great one for them to just kind
of see all the different things that I
629
00:40:52.800 --> 00:40:55.239
personally use in my equipment. Awesome. I will absolutely take that. I'll
630
00:40:55.239 --> 00:40:59.840
look for that and I will absolutely
add it to the post. At bombacom
631
00:41:00.119 --> 00:41:04.469
podcast, Josh, relationships are our
number one core value here at Bombam and
632
00:41:04.550 --> 00:41:07.070
down the show, and so I
always love to give you, before we
633
00:41:07.309 --> 00:41:10.190
part, a chance to think or
mention someone who's had a positive impact on
634
00:41:10.309 --> 00:41:15.510
your life or your career. Yeah, so I already think think Dan tire
635
00:41:15.590 --> 00:41:16.789
at the beginning, so I'm not
going to do that one again. I'm
636
00:41:16.789 --> 00:41:22.579
going to thank the other most important
person in this business, outside of my
637
00:41:22.699 --> 00:41:28.059
wife and family of course, which
was my lead investor, who is not
638
00:41:28.739 --> 00:41:31.860
we don't list him publicly anywhere right
now, but his name is also Ethan.
639
00:41:32.409 --> 00:41:37.050
He was the one that he gave
me everything. Honestly, he was
640
00:41:37.090 --> 00:41:42.130
the one that that invested in a
dream and an idea. It was nothing
641
00:41:42.289 --> 00:41:45.409
really more than a Napkin sketch when
I shared it with him, and without
642
00:41:45.769 --> 00:41:50.599
that support early on, we could
have never, never been here, and
643
00:41:50.760 --> 00:41:54.960
he's been a critical, critical component
ever since that day. He's doubled down
644
00:41:55.000 --> 00:41:59.719
on his investments. He's helped lead
the sea round that we just closed.
645
00:42:00.000 --> 00:42:04.269
It's been an absolutely incredible relationship and
he's been a solid resource for me,
646
00:42:04.510 --> 00:42:07.829
as have all of my investors.
I was very intentional and selecting investors.
647
00:42:07.869 --> 00:42:13.190
Anyone listening that's a founder that's thinking
about starting a business, I can't stress
648
00:42:13.190 --> 00:42:16.179
enough to be very intentional with the
investors that you allow in and really treat
649
00:42:16.179 --> 00:42:20.179
it that way that you're allowing them
in, because these are people that are
650
00:42:20.219 --> 00:42:23.579
either going to help you succeed or
push you towards failure faster. And in
651
00:42:23.739 --> 00:42:30.449
my case, my investors and I
are on a text message basis. We
652
00:42:30.570 --> 00:42:34.929
are constantly in communication. For the
most part there's a lot of encouragement and
653
00:42:35.050 --> 00:42:38.409
support, but there's also hard conversations
when they need to be there, and
654
00:42:38.530 --> 00:42:42.849
that's been really, really critical.
But it all started with my first investor,
655
00:42:42.929 --> 00:42:45.400
Ethan. That's awesome. I love
the answer, and a really good
656
00:42:45.440 --> 00:42:49.840
tip in there too for folks that
are thinking about raising some money and it
657
00:42:50.039 --> 00:42:52.559
really is an opportunity and a gift, even though you might not feel that
658
00:42:52.599 --> 00:42:54.800
way when you're in the position.
Like, seriously, I really need that
659
00:42:54.920 --> 00:43:00.750
cash. How about give me a
mention of a company that you really respect
660
00:43:00.789 --> 00:43:04.389
for the way that they deliver for
you as a customer? Oh Man,
661
00:43:04.510 --> 00:43:08.469
I mean there's there's so many right, but there is. There is a
662
00:43:08.550 --> 00:43:14.420
salad place. I don't know if
they've spread outside of Minnesota yet, but
663
00:43:14.460 --> 00:43:17.380
they're called green and grain. I
think that it's just a Minnesota company right
664
00:43:17.420 --> 00:43:21.699
now. I'm telling you, man, these these people have it down.
665
00:43:21.900 --> 00:43:23.860
Every time I go in there to
order to salad, all everything is perfect,
666
00:43:23.900 --> 00:43:28.570
everything smells amazing, everything is clean. I'm a bit of a Germaphobe,
667
00:43:28.610 --> 00:43:30.690
so I have a hard time eating
out, so restaurants need to be
668
00:43:30.809 --> 00:43:34.650
clean for me and I love when
I can see the food being prepped even
669
00:43:34.690 --> 00:43:36.889
better, and that's kind of the
way this is. It's like Chipotle,
670
00:43:36.889 --> 00:43:40.329
a, only all salad stuff.
Green and grain doesn't absolutely incredible job.
671
00:43:42.000 --> 00:43:44.639
Awesome. I will look for them
in my travels. They are not here
672
00:43:44.760 --> 00:43:47.320
in Colorado right now to my knowledge, but I'll look them up. Cool.
673
00:43:47.400 --> 00:43:52.119
Thanks to hey if I'm sure people
enjoy this episode, enjoyed the energy
674
00:43:52.199 --> 00:43:55.590
obviously the knowledge that you bring.
If someone wants to follow up and connect
675
00:43:55.630 --> 00:43:58.989
with you, Josh, or with
sales reach, where would you send people?
676
00:43:59.389 --> 00:44:01.349
Yeah, I'd love it for anybody
to send me a connection request on
677
00:44:01.429 --> 00:44:06.909
Linkedin. I love connecting with people
on Linkedin and having meaningful connections. They're
678
00:44:06.989 --> 00:44:10.139
having conversations there. You can always
reach out through sales reach DOT ioh as
679
00:44:10.219 --> 00:44:13.980
well. We have a like a
said drift bought on there that you can
680
00:44:14.019 --> 00:44:15.460
talk with me or anyone on the
team, or you can just fill out
681
00:44:15.460 --> 00:44:19.900
the form on there as well.
But linkedin is is the best way if
682
00:44:19.900 --> 00:44:22.900
you want to have a conversation or
get more involved in what we're doing here
683
00:44:22.940 --> 00:44:25.849
or vetted out for your company some
reach out to me on Linkedin or the
684
00:44:25.889 --> 00:44:31.449
website awesome. Look for Josh Feedi
and Ethan butte on Linkedin. Add a
685
00:44:31.530 --> 00:44:35.690
note to your request. It just
makes us so much easier to say yes.
686
00:44:36.489 --> 00:44:38.519
Just a little bit of context goes
a long way, and so,
687
00:44:38.599 --> 00:44:42.840
Josh, I just so appreciate your
time. This is absolutely a pleasure for
688
00:44:42.920 --> 00:44:45.800
me and sure listeners are going to
enjoy it too, and I hope you
689
00:44:45.840 --> 00:44:47.599
have a great afternoon. I hope
you do two and thanks so much.
690
00:44:47.679 --> 00:44:51.400
This have been an honor being on
this podcast, honestly. So thank you
691
00:44:52.309 --> 00:44:57.429
for you founders out there. What
great advice from the founder of sales reach
692
00:44:57.510 --> 00:45:00.349
at the end of that episode when
he gave his investors a shout out.
693
00:45:00.630 --> 00:45:04.550
That was Josh feedy of sales reach. My name is Ethan Butt I welcome
694
00:45:04.630 --> 00:45:09.940
your direct feedback about these conversations.
Email me, Ethan etch an at bombombcom.
695
00:45:09.980 --> 00:45:14.539
Hit me up on Linkedin. I'm
pretty sure I'm still the only Ethan
696
00:45:14.739 --> 00:45:19.619
butte Bee ute at a note to
that connection request and let's get into linkedin
697
00:45:19.699 --> 00:45:22.530
messages together. Or, of course, you can learn more about this episode
698
00:45:22.610 --> 00:45:30.170
in every other one by visiting bombombcom
slash podcast. That's bomb bombcom slash podcast.
699
00:45:30.489 --> 00:45:38.639
Thanks for listening to the CX series
here on BTB growth. Is Your
700
00:45:38.719 --> 00:45:43.679
buyer a BTB marketer? If so, you should think about sponsoring this podcast.
701
00:45:44.079 --> 00:45:46.760
BB growth gets downloaded over a hundred
and thirty thousand times each month and
702
00:45:46.920 --> 00:45:52.030
our listeners are marketing decision makers.
If it sounds interesting, Sin Logan and
703
00:45:52.110 --> 00:45:53.590
email logan at sweet fish, Mediacom