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Welcome to the Revenue Rebels podcast, hosted by Alan Zhao, Co-Founder of Warmly.ai.
We feature B2B SaaS revenue leaders who have challenged traditional methods to achieve remarkable results.
In each episode we cut through the fluff and dive deep into modern tactics used to achieve success: intent-based outreach, social selling, B2B Netflix, video marketing, warm calling, customer led sales, influencer marketing and more.
On the show you can expect episodes with those who create demand - marketing experts, partnerships gurus and social media superstars and those who capture demand - outbound and inbound sales experts, leaders, and practitioners.
Our goal is to shine a light on modern, effective and unique revenue generating methods and equip you with the insights you need to unlock your next strategic advantage.
We're huge proponents of signal-based selling and signal-based, data-driven B2B go-to-market as a whole. Ask us what "Autonomous Revenue Orchestration" means and we'll be more than happy to shine a light on our vision of what the field of B2B revenue will become.
For more content, check out our YouTube page and LinkedIn newsletter!
Ryan Staley: [00:00:00] Like when I looked at the numbers side by side, the 100, 000 deal basically closed in nine months, whereas the 22, 000 a month deals were closing on an average of 12 months. So my question was like, okay, why aren't we focused on that vertical where the deals are five times the size, but closing 75 percent of the time, look at the deals that are on your non ICP list.
Ryan Staley: The deals that, that you lost that are the biggest deals you lost the hardest to close that took the most time that one of the most resources. Cause then you have like almost a Like two levels, right? You have the stuff that you stay, you move towards the stuff. You're like, Hey, we got to stay away from that.
Ryan Staley: Cause I've been us in the book before we see all these methodologies. We see medic band, we see challenger. We see all these different sales methodologies, but like the one thing that most of them are missing is that they're all internal looking. So they're all looking at the process you need to do for you.
Ryan Staley: They're not really focused on an emotional process around your prospects.
Alan Zhao: Welcome to the revenue rebels podcast brought to you by warmly. On this show, we cut straight through the [00:01:00] fluff and dive deep into the specific tactics that B2B revenue leaders across sales and marketing are using to find success in today's environment.
Alan Zhao: I'm your host, Alan Zhao. All right. Super excited to have on here, Ryan Staley. He's the founder and CEO of Whale Boss, a consultancy that helps CROs and sales professionals leverage AI to work 10 hours a day. Less weekly and two extra performance. He's also the host of the scale up show, a top 2 percent podcast where he deconstructs how the top SAS CEOs in the world grow their companies repeatedly and predictably.
Alan Zhao: Here's why you should pay attention. He's done this all before. Ryan scaled a sales org from zero to 30 million in ARR in five and a half years with just four people and no funding. He's talked to 200 tech CEOs and taught over 800 revenue leaders. And so today we're going to go over some of the most effective AI sales strategies that can be implemented in your organization today.
Alan Zhao: Thank you for joining us, Ryan. Thanks for having me on, Alan. Looking forward to it, man. Alright, let's go through a quick background about [00:02:00] yourself, and why did your path lead you to WhaleBoss?
Ryan Staley: So, my, it's funny, I, I had every, I don't want to say every job, but if you look like up the revenue ladder from Entry level to what is now called an SDR.
Ryan Staley: Effectively for me, it was working in a boiler room where I had to make 250 a day, and that was like the minimum level of expectation all the way to mid market and then enterprise, and then took some of the similar path in terms of the leadership, ship option as well. And so I became a partner, a leader, had equity, exited a couple of times with different companies personally.
Ryan Staley: And. What happened was like, I just got sick of it every year. My quota going up and my income going down effectively is now that didn't happen every year, but there was a pretty continuous trend. And eventually, like I looked around the room and I didn't want my boss's job. And I want my boss's job of some of the places that I work.
Ryan Staley: So I'm like, I just got to forge my own path. And so I started working with companies and basically helping them share. What I [00:03:00] did to grow from zero to 30 with a team, a really small team that was inexperienced and five and a half years with only four salespeople, but you mentioned, and I did some unconventional things.
Ryan Staley: I did some things that probably most people don't even think about today and that are not very mainstream. And so I've been helping companies deploy that about a year and a half ago. I got obsessed with integrating AI into sales and go to market and marketing because I saw. What it could do and what it was capable of.
Ryan Staley: And basically it was an unlock that I never had before that gave me skills, usage, time, everything that I wanted to do more with less that was never available and now it's available to pennies on the dollar. So now that's what I'm helping companies deploy and set up through AI scale transformation.
Alan Zhao: That's amazing. I always think that when you want a two extra company, you just hire more people and you follow the same process. When you want a 10 X, you have to completely change the mindset of how you're approaching the problem. Yeah. It seems like you're leveraging yourself through AI, through automation, some of the plays that probably we're going to talk [00:04:00] about today.
Alan Zhao: So what is, let's talk about how you did it. Zero to 30 million in five and a half years. That is already an incredible feat in and of its own right. But you did it with four salespeople and no funding. Can you talk about the story of how that happened?
Ryan Staley: Yeah, here's what I would say is like props to my team.
Ryan Staley: Cause they busted their butt to make it happen. So it wasn't like, I was just like. Sitting out there waving a magic wand or anything like that. Like I did a lot of hard work. They did a lot of hard work. They worked really good, made a good living off it. And so I think it was, it all started where that actually happened out of a failure, believe it or not.
Ryan Staley: So I was working, I was getting results with the team and I was getting pressed really hard from our CEO. And then I was getting some flack from my team as well, because of the fact that we didn't really have a lot of processes or systems built out at the company I was at. And so like my option was just like, all right, let's just work harder.
Ryan Staley: Let's just work harder. And so eventually they got like frustrated with me because I was pressing them so hard and probably wasn't probably was a dick to be around, to be [00:05:00] honest with you. But that was because I had no life outside of work. I was working really long hours and so I was not happy. And so basically they're like, Hey.
Ryan Staley: We like, there's some really good things that you're doing. You're hitting your results. However, we need you to start over and create a team from scratch. And we want you to move up market. Cause that's what you're really good at in terms of strategic thinking. And so I would say the one big domino and I like, it's crazy.
Ryan Staley: Cause I actually gave a talk at the SAS open. And 45, I'm sorry, I think it was 45 out of 46 or 44 out of 45 SAS executives did not know the top 20 percent of their ICP, like what the annual contract value was. And so that was one of the areas where I started is I'm like, all right. And somebody just looking at my ICP of what the company was doing.
Ryan Staley: Where do we have success in that top 20%? I looked at it along the lines of time to close. I looked at it in terms of deal size and I looked at it in terms of effort. Like those are the three legs of the stool come to find out later. It's the same strategy that Vista [00:06:00] equity uses to 1 billion to 3 billion in three years.
Ryan Staley: And then the same thing that snowflake used to scale really fast. However, like I wasn't even aware of those companies at the time. So all it really is effectively doing is taking your ICP and refocusing time, time, energy, and. Even if you have a horizontal solution niching down into three or five verticals that have that fast sale cycle that are really easy to close that are the asymmetrical deal size.
Ryan Staley: I can go deep right, but I'll just pause for a second because it's a little bit of a long rant that I just went on. No, that's fantastic.
Alan Zhao: Actually,
Ryan Staley: how do you go about
Alan Zhao: finding that ICP?
Ryan Staley: It was funny. So I'll give you, I'll give you real tactical examples of what I did. So it was funny. I looked at all the large, I'm like, okay, if we want to move up market, the number one thing we need to do is look at where the patterns exist of the largest customers.
Ryan Staley: And so I looked at that and I'm like, all right, let's look at the. Top, I think it was like the top 40 deals we won out of top 200 and this is company wise, this is other divisions and everything, but it [00:07:00] was only the top 20. It was only the top 20, actually. So top 20 out of a hundred, what's the criteria for top revenue?
Ryan Staley: Total revenue. Yeah. So I looked at the top 20 biggest deals. I looked at the top 20 fastest deals in terms of time to close. And if, like, even if you guys, I know you're doing really well, you're growing fast, you can do it with your top five. Or your top 10, like it doesn't have to be 20. It's basically just the top 20 percent of your customers is what you want to look at.
Ryan Staley: And what I saw is from a deal size, there was certain like verticals that we focused on that had really strong results and others that had even better results that we weren't focused on. So give you a little example. So we had an average deal size and our number one top priority was the legal services vertical.
Ryan Staley: This was a managed services solution. And so the average deal size would be about 23, 000 a month. And MRR. Right. Come to find out there's this like weird outlier that somebody got, like on accident, like they got a customer for, I think it was like. 15, 000 a [00:08:00] month, and they got acquired by another customer.
Ryan Staley: Uh, and then the deal ended up being 100, 000 a month. Right. But the deals closed really fast for those two. So I was like, okay, come to find out, like when I looked at the numbers side by side, the 100, 000 deal basically closed in nine months. Whereas the 22, 000 a month deals were closing on an average of 12 months.
Ryan Staley: So my question was like, okay, why aren't we focused on that vertical where the deals are five times the size, but closing 75 percent of the time. And so what we did is we parsed out the general ICP and narrowed in on the sweet spots of the organizations that really got a lot of juice out of our solution and focused on there from an event led growth.
Ryan Staley: From a live events, from a cold outreach perspective and everything else. So then effectively that's what started to take things off. So what it did is it doubled our gill size every year while making our deals close faster every year as well. So it was like a flywheel that kind of happened. And I did this exercise every year.
Ryan Staley: Going to have to implement that for [00:09:00] ourselves. You should. It's it like, it takes a few hours, but you won't believe nobody does it. So many people don't do
Alan Zhao: it. That's incredible. I'm actually going to do this. So is there a CSM component to this where you close the deal and then those guys also retain, did you look at those metrics on the CSM side?
Ryan Staley: You could look at, yeah, you could look at like LTV or you could look at like for you, like with your offering, you could look at like the. Rate of product, uh, adoption or usage as well. You can look at data like that on the SAS side. So our solution was a managed service, so we didn't really have some of those components, but yeah, I would look at it.
Ryan Staley: I would look at total contract value. You could look at it like in three segments, you could look at total contract value, right? So who are the ones that stay and spend the most? What's the, the biggest deal sizes. And then the other is what are the fastest to close? The other thing that I would recommend doing is the complete opposite of that too.
Ryan Staley: Look at the deals that are on your non ICP list. The deals that, that you lost that are the biggest deals you lost, the [00:10:00] hardest to close, that took the most time, that wanted the most resources. Cause then you have like almost like two levels, right? You have the stuff that you stay, you move towards the stuff.
Ryan Staley: You're like, Hey, we got to stay away from that. Cause that bit us in the butt before. That's one of the most effective things that most people don't have is like a non ICP.
Alan Zhao: Yes. Okay. Got to remember that one as well. Then once you figured out your ICP and non ICP, how did you orchestrate that to the rest of your go to market?
Ryan Staley: Yeah. So really what to do is like from there, I, we had the name account approach with our team so that they stayed hyper focused. That was like phase one as, and then what happened is that naturally we also encourage them to do functional specific events for those people. So for example, if we were targeting.
Ryan Staley: Retail. We wouldn't just target like CIOs and CIOs. We wouldn't just target CIOs in general. We would target a CIO in retail and this specific sub niche of retail and like the grocery and supermarket area, for example. So we niche down and then what happened is we built out names for ourselves, accelerated a referral engine, and then at the [00:11:00] same time we attacked.
Ryan Staley: The board members, and I might say attacked. I mean that like nicely, not like physically attacked, but we went after them as customers and would target board members of those event groups because they have massive clout. Otherwise they wouldn't get to the board. And then that also helped accelerate it as well.
Ryan Staley: So down the road, after the team matured, what we started to do is more segmentation in terms of effectively verticalizing different reps across two or three verticals, as well as geographic.
Alan Zhao: Basically restraints on 'em as well. Got it. So the 10 x was still finding the ICPs and then the rest of it was more optimization plays.
Alan Zhao: Any other 10 x plays that you would recommend to get to the zero to 30?
Ryan Staley: The here's one that like, it's so funny 'cause you see so many sales methodologies out there and it's funny, I was even talking to someone, I'm not gonna say what name of the company it was, but they were an executive at like a hundred million dollar plus methodology company organization, if you will.
Ryan Staley: So let's just keep it at that. [00:12:00] And I'm like, you know what, like I, we see all these methodologies. We see medic band, we see challenger, we see all these different sales methodologies. But like the one thing that most of them are missing is that they're all internal looking. So they're all looking at the process you need to do for you.
Ryan Staley: They're not really focused on an emotional process around your prospects and the political orchestration of that. And so that's more relevant, obviously, with bigger deals. Yeah. But I think that's one of the things that's missing. And so we focused on that and had not just like a, just like you would like in CS, like you got to probably relationship rankings that you're targeting for, or looking at with your existing customers.
Ryan Staley: Right. We would do that along the sales process and identify gaps in relationships. We had very early and even almost grade them. So that we could qualify or disqualify out deals pretty easy. And I know people are like, Oh yeah, there's a, the relationship aspect or the coach it's much deeper than that.
Ryan Staley: It's like understanding the [00:13:00] KPIs and the emotional components. Of every player involved in
Alan Zhao: the deal, not just vertically, but horizontally. Okay. And so you want to sign like VP of marketing is, has this KPI. We couldn't get a call with him for the past. This deal is at risk. Things like that.
Ryan Staley: Yeah. Cause like here's the easiest relationship grading scale that I could give anybody is okay.
Ryan Staley: Basically is a one is they won't return your calls or they won't meet with you one on one, right? A three is they'll return your calls, they'll meet with you, they'll give you ideas. And then a five is they'll invite you to their kid's birthday party, right? Or since we're more virtual now, maybe it's something along the lines of you're in a texting relationship with them.
Ryan Staley: Where you text back and forth, you have personal connection with them. I think most people miss that five and there's weird, like weird results I've seen from people that do that versus don't do that, which we could talk about if you want, or we can go in a different direction as well.
Alan Zhao: No, I really liked that.
Alan Zhao: Actually. There's this constant battle of, is sales just following a process or is it relationship driven? Like you said, as a challenger sales driven, but you're bringing it back. [00:14:00] It's, there is a component relationship here. Still from zero to five with four salespeople. What did these salespeople do that was so much more efficient than having a team of 20 to get to the, the revenue?
Ryan Staley: Like I said, I think I told you about the targeting. So think about that. That's step one. So if you have that targeting that I told you. And you're like, let's just compare two people. Let's say person one is doing it the old way and person two is doing it with that optimized targeting where the size is five times the size and it closes in 75 percent of the time.
Ryan Staley: Like if your funnel or your pipeline is all those people and not the shit, even if you have way less, you're going to exponentially outperform. Uh, those other ones, we did that on our survival because we had to self source appointments and get those through events and other areas. So if we didn't crush it, once we were in front of someone and get to the right people and be hyper efficient with our time, there's no way.
Ryan Staley: We would be able to [00:15:00] do that. And the other thing that I think is really good, there's a couple of things that I would tap into today. Like I've gotten a lot of customers from my podcasts. Like you could do an amazing job of getting customers for your podcasts and then like systemizing referrals from existing customers.
Ryan Staley: Like I've done a lot with that too. And that works really well. So those are a couple of areas that you could look at, but I would say the targeting step one, The other is really connecting at an emotional level and going deep with the people that you have and then keep reiterating and refining that over and over and over and as simple as it sounds that will get you really good results if you just Do that alone and on top of it bust your ass
Alan Zhao: if you're a fan of the revenue rebels podcast Please leave us a review on Spotify and Apple podcast your support goes a long way in helping us bring on more amazing guests Thank you.
Alan Zhao: Bust your ass. Okay, that's the x factor. You can't take that away You
Ryan Staley: Yeah, there's factors if you're looking at a team too, in terms of what you got to do to motivate them to put in that grit and effort. So I can give you a few ideas on that as well, if that's [00:16:00] helpful.
Alan Zhao: I want to come back to systematizing referrals.
Alan Zhao: Is there like a quick one minute summary of how you approach this?
Ryan Staley: One minute's pretty quick on it, but I can give you an example. So it's just like long story short is really deeply care just as much as you care about getting the deal, about the customer getting the result. So that's step one. Step two is having a, just like you would a sales process, a point in time where you ask when they're in a peak emotional state, right?
Ryan Staley: That could be after they just bought, that could be after they had like a huge win from your product, and then basically just track it like you would any other prospecting or KPI metric. I don't know if he, I had Mark Robert on my show, I mentioned a couple of weeks ago and on my podcast scale of show.
Ryan Staley: And one of the things he talks like his whole science of scaling is really interesting. If you go deep in his work on it, one of the things he identifies is you should have a 30 percent referral rate is basically a key indicator of like product market fit. And go to market fit. [00:17:00] So if you actually track that, like you do with other success metrics, then it becomes a focus.
Ryan Staley: The organization becomes a focus, the organization, then they do it and track it. And then you start to get the results just like you would refine like a sales process. If that makes
Alan Zhao: sense, it makes sense. I like that metric as a proxy for product market fit and go to market fit, shifting gears over to the AI sales.
Alan Zhao: AI use case within sales companies and teams. What is a 10 X use case that you've seen that has been highly effective and would welcome a story if you have one?
Ryan Staley: Yeah. So there's kind of two ways to look at it, man. I can give you one from a leadership perspective because I know there's leaders on the line, but it's either, if you're looking at the profession of sales and this relates to marketing, or even if you're a CEO, like what, like let's just take sales.
Ryan Staley: You have effectively, and I mapped this out like 24 different jobs to do. Like really 24 different types. And to be really good at those skill sets, you have to hit every type of personality ranking on the personality [00:18:00] matrix. And the only people that have that ability. Are either like non existent or they're CEOs.
Ryan Staley: Right. So what usually happens is it's like death by a thousand paper cuts. And then what I think AI can give you is life by a thousand power ups. So instead of getting all those like time sucking piranha, Energy, or I should say energy piranhas, like sucking at your life. If you find a way to streamline it, you could effectively free up all that noise and garbage in your closet and have something really clean and effortless and focus on the four to six things.
Ryan Staley: So that's like kind of the big picture, how I would look at it. And if you look at this, isn't anything new, this is what happened with Ford when the model T right. Same thing, 800 and 16 hours to create a car. One person did it. It was called the craftsman. Then they shifted the assembly line and that went down to 250, 300 bucks.
Ryan Staley: And they made the car in 63 minutes. So it's the same, it's the same way, but with white collar work. And then the use [00:19:00] case, like kind of the way I would look at it. And I'll give you an example of a leader. And this one's more around like deep work. Right? So you have the ability to do things that most people just look at as like summarizing email or doing high level things.
Ryan Staley: But do you know what Sam Altman's favorite use case for chat GPT is? Yeah. So Sam Altman, I heard him on the Lex Friedman podcast, his favorite use case for AI, like using chat to BT is a brainstorming partner, which sounds like weird or not like a big deal, but if this is how you could use it for sales, so effectively what you can do, like as a sales leader, I'm like, all right, let's, I was on my way to Turks and Caicos.
Ryan Staley: We were going for a family vacation. I had 20 minutes to kill. And I'm like, all right, let me see what this thing can do. So I'm like, all right, let's see if I can create a whole sales department from scratch in 20 minutes. And so effectively what I did is I created a comp plan. I created the KPIs that they were evaluated on.
Ryan Staley: I created a monthly like management cadence and weekly cadence on a hold them to those KPIs. [00:20:00] I created a tech stack for under fifteen hundred dollars. Actually, the AI came back with one for four hundred dollars. And then on top of it, a job description, uh, that was in the voice of Tesla's, like, basically mission, vision and value statement.
Ryan Staley: Right? And then on top of it, there was a couple other things I did, but I did all that in 20 minutes and was it perfect? No, but it got me 95 percent of the way there. If I tried to do all that manually. That would take me like eight hours, right? And I did it in 20 minutes. So that's one micro use case that I see that could be replicated across a lot other jobs to be done in any kind of sales or marketing
Alan Zhao: motion.
Alan Zhao: If you will, you have to provide the air a lot of context in the beginning and you start like a chat GPT instance and you have to see it with all this information. Is it, are you able to take this context and apply it for other organizations? This is the prompt you guys should use. Is that how you're utilizing this?
Ryan Staley: Yeah. So what I do is I help companies with AI skill transformation, specifically when they go to marketing side. And what I'm doing is I'm effectively like, [00:21:00] first of all, like they have to understand how it's different. It's like an alien life form. It's not like a SAS software tool. You have to talk to it like a human and it doesn't work consistently.
Ryan Staley: It's like a heartbeat monitor in terms of what it does good versus what it sucks at. So that's step one is knowing what you're using. Step two is treat it like you would like an intern, but imagine you have 50 different interns to do everything like a copywriter, an image creator, a strategic thinker, and then contacts.
Ryan Staley: Like you can give it any kind of context you want. You could do an individual example, like an actual person, like a celebrity, a business leader. I just did a video on. Actually YouTube on my YouTube channel about like how to think in first principles, like Elon Musk, how to do the same thing with Jeff Bezos and disrupt a company, how to do the, how to present like Steve jobs that you could tap into anybody and customize it for the job that you need to be done.
Ryan Staley: You just need to leverage imagination as well as just. Recognize that it's there. Most people just forget to use it. You know what I mean? So I think those are a [00:22:00] couple of examples of how you can implement it. And really like when I work with companies, the number one thing I do is focused on two areas.
Ryan Staley: How could we double the selling time, uh, that they have and then double the quality of the interaction of that selling time. That's really what my core focus is. Cause this is the worst AI that we're ever going to use. Things are going to get weird in the next few years. And so if you don't know how to use it now, you're going to be like trying to run around the neighborhood and like stilts when everybody else is on like jet packs.
Ryan Staley: Right. It's just going to be weird. So you got to learn it now. Otherwise you're going to get left in the toast.
Alan Zhao: Oh, that's incredible. Yeah. The Stiltz analogy. I totally see that in some certain industries who are not using outreach, still doing cold calls, still a hundred, 800 people yet, and then people use AI, or it's just exponential.
Alan Zhao: They go to the moon. What are some of the biggest things that people get stuck on? And then how do you surmount that? Like for me personally, it's, I just don't even know what to write to the AI that it produces me like a wrong result. I'm like, this isn't going to work. So that's my example for myself, but curious to hear from your perspective.
Alan Zhao: Yeah. Yeah. Absolutely. [00:23:00]
Ryan Staley: You know, here's what I would say. This is like the recommendation I get for anybody that's trying to like really unlock it is like, how much time do you spend using it a day? It depends on what it is. If it's coding, like all the time. Okay. So you have like, you do coding. Okay. So let's just say you're thinking about it for, here's the way I look at it.
Ryan Staley: Like the tools I use are like I have ChachiBT, Copilot, Claude, Perplexity is really good for real time research. Okay. But if someone's trying to get acclimated and know how to use it, step one is just instead of using Google, use this for 15 minutes and try it because most people don't want to put the time debt in to understand how to use it.
Ryan Staley: Although it could free up so much time if you do. So that's step one. Step two is like, at the end of the day, when you close up your computer, before you close up your computer, write down what you used it for, and then just write down like any ideas you have of what else you could potentially use it for.
Ryan Staley: And just keep it in like a sheet stock or an Excel doc and just do that daily. And then in terms of [00:24:00] customization, just remember, like the way that the AI models are designed, like the large language models is like, there's thing that there's so much information. You have to point its attention on who you want it to be and how you want it to act.
Ryan Staley: So what I would say, if I were you, and let's say you wanted to, you're building out a customer success department. I think it was at Kelly Capote over at Gainsight is very well recognized in that space. He's a chief customer officer that that's someone I think is pretty well in the space. So you can say, I want you to act like Kelly, right?
Ryan Staley: And give me five ideas on how I could grow our NPS score specifically at, say, we're at 1. 5 or 2 million in revenue. We want to go to. 10 million in the next two years. What would you do to accelerate that through existing customer revenue? And then it's going to give you some ideas, right? So that's step one.
Ryan Staley: The next thing is then ask and drill down, like focus on one idea and say, okay, go deeper on this and keep going [00:25:00] deeper. And then you'll see like really good results. That's a really simple way to do it.
Alan Zhao: How does it plug in to know what Kelly would do it? Do you guys use like a plugin or, cause I think the information.
Ryan Staley: No, basically it's like, so there was a paper of folks that started and it says like attention is all you need. So instead of the large language model, looking at all the texts, the same, when you call it out on what to focus on, that's when it, that's what it focuses on. So that's what makes it more powerful than just taking the average of everything that it has.
Ryan Staley: It's like, all right, I'm going to focus on the stuff that all the content I have from Kelly. So it doesn't work if you don't, if there's someone with no online presence or hasn't had it. But for example, in perplexity, you could look up, okay, what is, I looked this up the other day. I go, what is Sam Altman known for?
Ryan Staley: What is his like expert skill? And then it gives a whole bio on what his expert skill is and his history. You could then plug that in and say, okay, I want you to act like this with this expert skill and do this for me. That's another way you can leverage it.
Alan Zhao: Yeah. This is super powerful. [00:26:00] Once you get plugged into all the data sources, it's going to give so many much better answers than what we have today.
Alan Zhao: Like you say, it's only going to be exponentially better in the coming days, years, decades. Ryan, it's been a pleasure. Thank you so much for coming on the pod. How can people find out more about you?
Ryan Staley: Yeah, man, I have the podcast called the scale up show. I am probably going to change the name of it and update it so it's more in line with the AI focus that it has, but right now it's called the scale up show.
Ryan Staley: I also publish daily on LinkedIn, so you can grab my content there. Send me a direct message and say, Hey man, I heard you on the show. Uh, give me a shout out there and let me know if you have any questions. That's probably the best way to reach me or my email is ryan at whale selling system. com.
Ryan Staley: Fantastic. Thank
Alan Zhao: you so much.
Ryan Staley: No problem,
[00:27:00] man.