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Interviews with top marketers sharing tactical tips, strategies, and lessons learned to help you grow your business. Hosted by Dave Gerhardt, founder of Exit Five, former CMO, and author of Founder Brand. Learn more at exitfive.com
Dave [0:00:01]: You're listening to The Dave Gerhardt Show.
Dave [0:00:17]: Here we are.
Dave [0:00:17]: The Blitz.
Dave [0:00:18]: The Blitz is live.
Dave [0:00:19]: We're one we're one minute early, and I I feel like there's there's also sometimes some some people rolling in.
Dave [0:00:24]: So give me a shout.
Dave [0:00:26]: If you're here here right now, give me a shout.
Dave [0:00:28]: Marissa here.
Dave [0:00:29]: Produced Mercer.
Dave [0:00:30]: She's has, you know, done an amazing job pulling this together.
Dave [0:00:32]: The Exit Five crew is here.
Dave [0:00:35]: I love that.
Dave [0:00:35]: Making the teacher how...
Dave [0:00:37]: The teacher happy, Jessica, good to see you.
Dave [0:00:39]: Chris is in Charlotte.
Dave [0:00:41]: We love that.
Dave [0:00:42]: Emily Lord What's up, shout out to you, Dan Murphy's in the house organizer.
Dave [0:00:46]: Hello.
Dave [0:00:46]: Cha, hey Hey, hey.
Dave [0:00:49]: What's popping?
Dave [0:00:49]: It's bumping in here Houston Toronto.
Dave [0:00:51]: Shout out to the, my, greatest album of all time Ice man.
Dave [0:00:55]: We could talk about that later.
Dave [0:00:56]: Alright.
Dave [0:00:57]: So, look, we have a we have a busy.
Dave [0:00:59]: This is gonna be a crazy hour.
Dave [0:01:00]: I didn't have a tu, but I'm in, I'm in my suit, looking great.
Dave [0:01:04]: Blue really brings out my my hairline, and I'm really excited to be here.
Dave [0:01:09]: We had in this idea, maybe, ten, fifteen days ago.
Dave [0:01:12]: We wanted to do something different.
Dave [0:01:13]: So we know that the number one thing you all care about if you work in marketing it's like, especially now because of all the Ai stuff.
Dave [0:01:19]: It's like, show me real examples from real humans who are actually doing this, And so that's what we have today.
Dave [0:01:25]: We have nine marketers with us.
Dave [0:01:27]: Each one is gonna get exactly two minutes on the clock to share the best play they've run this year.
Dave [0:01:33]: This is all about real tactics, real results.
Dave [0:01:35]: We just did the prep all backstage.
Dave [0:01:36]: Just gonna be awesome.
Dave [0:01:37]: I have this little buzzer, a aka, instant wrap air horn dot com.
Dave [0:01:42]: My favorite shout out to them, not a sponsor, just giving them a shout out.
Dave [0:01:46]: So everyone's gonna come up.
Dave [0:01:47]: Well, they got two minutes, when the timer hits zero, we're gonna kick them off the stage.
Dave [0:01:50]: We'll do a quick intro get the next person up.
Dave [0:01:52]: Then after the first round, we're gonna vote, and we have four minutes for the next round of five.
Dave [0:01:58]: At the end, everyone's gonna vote for one winner.
Dave [0:02:01]: We want one winner here for favorite overall play.
Dave [0:02:03]: I'm gonna make a five hundred out, I should be...
Dave [0:02:06]: It should be five.
Dave [0:02:06]: Thousand dollar donation with this suit on.
Dave [0:02:08]: But for for right now, it's gonna be five hundred, five hundred dollar donation to it the charity of their choice on me, Dan Fyi that's gonna go on the Am mx.
Dave [0:02:16]: You'll see that later.
Dave [0:02:17]: But first, I know a bunch of you here, know about this, but Just wanna plug this really quickly.
Dave [0:02:22]: So, our big event drive is coming up September eighth through tenth twenty twenty six here in Vermont where I am Stove vermont.
Dave [0:02:30]: And today, we wanna...
Dave [0:02:31]: We wanna load this thing up with incentives.
Dave [0:02:33]: We don't...
Dave [0:02:34]: You know, why are you gonna hang out with us for an hour when you can talk to Claude alone in your apartment.
Dave [0:02:38]: So we're gonna give away three tickets to drive right now, these are, like, fifteen hundred dollar tickets.
Dave [0:02:43]: We're gonna give them right now in this session.
Dave [0:02:45]: So if you don't have a ticket to drive yet, and you want one.
Dave [0:02:48]: Just put in the chat, Dan and Allison are gonna be in slack and in this chat right now.
Dave [0:02:52]: Go and just say, like, yes, I wanna go to driver.
Dave [0:02:55]: Yes, drive ticket and put that in the chat right now.
Dave [0:02:57]: I'll give you...
Dave [0:02:58]: I'll give you a second to do that.
Dave [0:02:59]: Do you wanna a ticket to drive today could be the day?
Dave [0:03:02]: Yes.
Dave [0:03:03]: Okay.
Dave [0:03:03]: There we go.
Dave [0:03:03]: Boom boom boom boom boom boom boom boom boom We love that.
Dave [0:03:06]: Alright.
Dave [0:03:07]: So Dan and Allison will...
Dave [0:03:08]: We're gonna pick three people.
Dave [0:03:09]: They'll they'll give me that list by the end of the webinar, and we'll shout that out.
Dave [0:03:12]: But here's the catch engagement hook.
Dave [0:03:13]: I learned this from you mister Beast.
Dave [0:03:15]: Now I'm just kidding.
Dave [0:03:15]: We we we just made this up.
Dave [0:03:17]: You have to be here.
Dave [0:03:18]: So if you are one of those people that want to drive Trick.
Dave [0:03:20]: It.
Dave [0:03:20]: There's gonna be three of them, but you have to be here for the duration of this webinar, not webinar, live session.
Dave [0:03:26]: We're gonna end it in fifty, you know, fifty eight minutes from now.
Dave [0:03:30]: So you gotta be there.
Dave [0:03:31]: And then real quick, my business partner.
Dave [0:03:33]: My partner in crime.
Dave [0:03:34]: The swag man in.
Dave [0:03:35]: You got some in a show.
Dave [0:03:36]: Did you get a package out there in Arizona this morning.
Dave [0:03:39]: I wasn't giving any lines, but I was
Drew [0:03:41]: told just a model.
Drew [0:03:41]: Hold on.
Drew [0:03:42]: Let me try.
Drew [0:03:42]: Okay.
Drew [0:03:43]: I'll go
Dave [0:03:44]: Well, our line...
Dave [0:03:44]: In in our dock right here, in our doc it says, and Dan, m dash did the package arrive, and you're supposed to hold up the swag box and you're supposed to say, it did.
Dave [0:03:53]: These are the drive swag.
Drew [0:03:55]: Look.
Drew [0:03:55]: It's hair.
Dave [0:03:57]: These are the drive swag boxes and we're gonna be sending a fuel bag.
Dave [0:04:00]: It's real.
Dave [0:04:00]: Okay, It's not made up.
Dave [0:04:01]: Right we're gonna we're we're gonna send this out.
Dave [0:04:04]: So in addition to the drive tickets, one of the cool things about doing these is, like, it's all marketers talking to marketers and the chat.
Dave [0:04:09]: I kinda feel like a twitch streamer sometimes when we do these, the chat is go...
Dave [0:04:13]: The chat is awesome.
Dave [0:04:14]: We're also gonna pick out a couple of the most engaged people, and we're gonna send you these swag boxes.
Dave [0:04:20]: So all around goodies all around, thank you to instant wrap air horn dot com for this session, gonna be awesome just kidding a ton of drive love.
Dave [0:04:30]: And, yeah, look, hey, we got some time back.
Dave [0:04:31]: Marissa, it's only twelve o four and and I'm cooking.
Dave [0:04:34]: So are we we ready to to do this today?
Dave [0:04:37]: Do you wanna pull up the the lineup up here real quick?
Dave [0:04:39]: And, like, it's let's just do this format again already.
Dave [0:04:42]: I've already decided this feels like a like a live show.
Dave [0:04:44]: If this is like, is this Tb VPN.
Dave [0:04:46]: What is this?
Dave [0:04:47]: Alright.
Dave [0:04:47]: So we got Jeff Cook.
Dave [0:04:48]: She's gonna kick us off.
Dave [0:04:50]: We got these nine.
Dave [0:04:51]: I'll give you a quick intro on each one.
Dave [0:04:52]: Let's do it.
Dave [0:04:53]: I got my I got my water.
Dave [0:04:55]: I got my electrolytes.
Dave [0:04:55]: I got everything, Jessica Cook.
Dave [0:04:57]: Alright.
Dave [0:04:58]: Quick name.
Dave [0:04:59]: Quick title.
Dave [0:04:59]: What are you gonna talk about and then we're off the races here Kid.
Jess [0:05:02]: What's up update.
Jess [0:05:02]: I am Jeff Cook on VP of marketing and Vector, and I'm gonna show everyone how we six acts our engagement on podcast promotions just with a simple format flip.
Jess [0:05:13]: So I will pull up my screen.
Jess [0:05:17]: Alright.
Jess [0:05:19]: So I am VP marketing vector, we have a podcast there called this meeting could have been a podcast.
Jess [0:05:26]: In that podcast, my CEO and I, it's basically, like you're getting dropped into our one on ones.
Jess [0:05:32]: We talk about decisions we've made together, and disagreements we've had and how we kind of came to a a decision.
Jess [0:05:38]: And it's a ton of fun.
Jess [0:05:39]: And and they come out every other week, and we were posting video clips to promote each episode every time it came out.
Jess [0:05:47]: And we just weren't seeing the the reach that we were really hoping for, and which is...
Jess [0:05:53]: You know, really disappointing.
Jess [0:05:54]: We put time and effort into choosing these clips and getting them just right.
Jess [0:05:57]: You know, we did the whole, like, mobile friendly thing.
Jess [0:06:00]: We thought we were, like, really gonna gonna crush it.
Jess [0:06:02]: And we just weren't seeing the reach that we wanted.
Jess [0:06:05]: And I was not going to, like, let that be kind of the benchmark for us.
Jess [0:06:10]: I wanted to do better.
Jess [0:06:11]: And one day, like, a good millennial.
Jess [0:06:13]: I was scrolling on Instagram, and I took notice at how Amy Poe promotes her podcast, good hang with Amy Polar on Instagram, And she gonna crazy these little comics where she finds a moment that has kind of a funny punchline, and she drops the the, kind of quick version of it in three frames, sometimes two times sometimes four into a comic.
Jess [0:06:35]: And it gets you very, like, intrigued to want to watch the clip and usually on Instagram, you can scroll and then immediately watch the clip.
Jess [0:06:42]: So I took that same recipe, and I started posting our, our own version of these comments.
Jess [0:06:49]: So I would find a moment that I would have normally taken a clip from, and I found kind of the crux of it.
Jess [0:06:56]: Right?
Jess [0:06:56]: Like, the three scene version of it, and I started creating these sometimes four as you can see in the middle.
Jess [0:07:01]: Start creating these little comics.
Jess [0:07:02]: And so you can see now the incredible bump in impressions here.
Jess [0:07:07]: We're talking an average of 6x x, more engagement,
Dave [0:07:12]: She's gone.
Dave [0:07:12]: Am I right?
Dave [0:07:14]: I don't know what happened.
Dave [0:07:15]: Diane.
Dave [0:07:17]: That was it?
Dave [0:07:17]: Is she done?
Dave [0:07:18]: Does that two minutes?
Diane [0:07:20]: That was aggressive.
Diane [0:07:20]: You cut.
Dave [0:07:23]: Love it.
Dave [0:07:23]: Alright, Diane.
Dave [0:07:24]: On you.
Diane [0:07:25]: Alright.
Diane [0:07:25]: Let's go.
Diane [0:07:26]: So my play is all about this strategy work behind the scenes, right?
Diane [0:07:30]: How to take your core messaging further and actually adapt it across different segments, so it actually lands.
Diane [0:07:36]: So this year, I've been working on messaging.
Diane [0:07:38]: For a number of enterprise, multi vertical B2B companies that have the same challenge.
Diane [0:07:43]: Right So they're selling complex products into multiple industries or segments.
Diane [0:07:47]: So after simplifying the core overarching messaging strategy, more on that, it might drive workshop, by the way, The next question always becomes how do you roll that out consistently across segments that act and bi differently.
Diane [0:08:01]: Right?
Diane [0:08:01]: Beyond the usual capabilities, pain points, benefits.
Diane [0:08:04]: The problem is is that most vertical messaging is either too simple.
Diane [0:08:08]: Right?
Diane [0:08:08]: So it doesn't help you write?
Diane [0:08:09]: Targeted copy or it's way too complex to ever get used.
Diane [0:08:13]: So instead of asking the kind of plastic, hey, what pain does each segment have and how do we solve it?
Diane [0:08:18]: We asked what was going on in their world that led them to look for a solution in the first place.
Diane [0:08:24]: So we're starting to focus on the buying trigger, we use real voice of customer language from interviews, and then we maps that trigger across, along the buying lens, the mindset must have outcome, messaging killer and entry point.
Diane [0:08:38]: So if I can get my zoom to work, I'm gonna show you what this framework actually looks like in action.
Diane [0:08:44]: So we've got that same product, same call messaging underneath right, but there's a different way in per segment.
Diane [0:08:50]: In terms of what this strobe, I'm not gonna claim pipeline Nc, like messaging, you know, there's too many variables at play, but it did give us customer for messaging, per segment aligned with the brand messaging strategy.
Diane [0:09:01]: We then use that to build copy.
Diane [0:09:02]: Across assets beyond the homepage, and that's the play.
Diane [0:09:06]: If we get five minutes, I'll share a example.
Diane [0:09:08]: Alright?
Diane [0:09:09]: Peace.
Dave [0:09:10]: Yeah.
Dave [0:09:10]: I love it.
Dave [0:09:11]: I forgot the.
Dave [0:09:11]: That was all me, Just Cook, and I'm talking to my team in the chat.
Dave [0:09:14]: They're like no. That's the point.
Dave [0:09:15]: You want.
Dave [0:09:15]: Want people wanting more so we can vote and then see who's gonna come back.
Dave [0:09:19]: Alright.
Dave [0:09:20]: Let's go Drew You're on you're on the tee.
Dave [0:09:21]: You're on you're on the first tee in, twenty six minutes.
Dave [0:09:24]: So
Drew [0:09:24]: you right.
Drew [0:09:25]: I gotta get you ready.
Drew [0:09:25]: Hey.
Drew [0:09:26]: My name Drew Joe.
Drew [0:09:27]: And I run Buried wins.
Drew [0:09:28]: It's a Wim loss agency and what most people get wrong is that it's just academic.
Drew [0:09:33]: It doesn't do anything it doesn't tie to an ROI, but it should.
Drew [0:09:36]: Win rate improvements and one of the fastest wins you can have is tying it into pipeline recovery.
Drew [0:09:41]: Because when loss research can resurrect dead pipeline.
Drew [0:09:43]: Why can it do so?
Drew [0:09:45]: Well, a meaningful amount of your lost deals or lost to reasons that no longer hold.
Drew [0:09:50]: So you've got product fixes that you have improvements you've made to the product.
Drew [0:09:55]: You've got perceptions that have we're flawed from the beginning.
Drew [0:09:58]: You can identify this through by our interviews.
Drew [0:10:00]: Competitor intel that you now have about their weaknesses or your competitive advantage over them or timing and budget that's changed.
Drew [0:10:07]: So they're still interested.
Drew [0:10:08]: So you could win those deals back and here's the quick path to do so.
Drew [0:10:12]: The playbook from one of my clients.
Drew [0:10:14]: They were a private equity backed to B Saas company and aviation maintenance, seventy five million plus.
Drew [0:10:19]: They took three hundred deals that they had lost in the past year and a half.
Drew [0:10:24]: They mapped it against the research they had and segmenting into cohorts of lost We then gathered evidence for their right to win.
Drew [0:10:31]: These are new pro proof points they had.
Drew [0:10:33]: These are product improvements they've had integrations.
Drew [0:10:36]: They develop messaging per cohort and then re engage those accounts.
Drew [0:10:40]: They're calling, texting an email.
Drew [0:10:42]: And generated twenty four Sql out of lost deals that were just left for dead and Nobody was doing anything with.
Drew [0:10:48]: That's eight percent conversion.
Drew [0:10:49]: So incredible success to actually get direct ROI from your Wim loss work.
Drew [0:10:54]: If you get want the four minute version that comes next, I will show you how to get people to show up to the damn interviews, four steps to pipeline recovery and a sample eight minute sequence, I think that I am out.
Drew [0:11:05]: Good to talk to you.
Dave [0:11:07]: Oh, that's Love that.
Dave [0:11:08]: Good segue.
Dave [0:11:09]: We're cooking, We're cooking.
Dave [0:11:11]: Yeah a webinar that's not a webinar where you actually want more, a more, a alive in.
Dave [0:11:17]: Good job Drew.
Dave [0:11:18]: Alright.
Dave [0:11:19]: Who's next?
Jonathan [0:11:20]: What's going on?
Jonathan [0:11:21]: What's up?
Jonathan [0:11:22]: Sure.
Dave [0:11:23]: Long time No c.
Jonathan [0:11:24]: I know.
Jonathan [0:11:24]: I'm missed you so.
Jonathan [0:11:25]: So, yeah.
Jonathan [0:11:26]: I'm gonna speak and I drive about go to market engineering, which is a combination of big data, Ai and automation.
Jonathan [0:11:32]: So I wanna to share a little play that we've been using this been very successful at Hologram grammar are on the vice president of market.
Jonathan [0:11:38]: So it's all about unlocking the voice of the customer.
Jonathan [0:11:41]: Right?
Jonathan [0:11:41]: We talk about this a lot of marketing, like, really understanding, like, how our customers think and talk about our products and services.
Jonathan [0:11:47]: Right?
Jonathan [0:11:47]: So a lot of us use different call recording software at Hologram use Gong.
Jonathan [0:11:52]: Right?
Jonathan [0:11:52]: So it has Api access.
Jonathan [0:11:54]: And you can do a lot with this now.
Jonathan [0:11:56]: So one of the things that I've love that we built in the in the last six months is full blown Mc server using Gong.
Jonathan [0:12:04]: Right?
Jonathan [0:12:04]: So what we did was we took all of our calls historically, push them into super base, which allowed us to build Scp sap into clause.
Jonathan [0:12:11]: Right?
Jonathan [0:12:12]: Daily cro jobs, so this thing was updated every single day.
Jonathan [0:12:15]: What does that actually allow us to do.
Jonathan [0:12:16]: Right?
Jonathan [0:12:17]: We can test messaging.
Jonathan [0:12:17]: We can inform the product roadmap, not based off of anecdotal information, but hard data.
Jonathan [0:12:23]: Like, how many times to receive feature requests from prospects and our customers.
Jonathan [0:12:26]: Right?
Jonathan [0:12:27]: I think dig give you deeper into channel performance.
Jonathan [0:12:29]: Right?
Jonathan [0:12:29]: So I can see every single conversation that we had a lead that came in from Sem, for example and see like a little bit deeper than, hey did this go to an opportunity did it become pipeline.
Jonathan [0:12:39]: Right?
Jonathan [0:12:39]: And then the competitive intel part.
Jonathan [0:12:41]: Right?
Jonathan [0:12:41]: Is this something that we heard from one person saying that this competitor does this poorly?
Jonathan [0:12:46]: Or can we see this across multiple coils?
Jonathan [0:12:48]: Across multiple years.
Jonathan [0:12:50]: Super super helpful in that perspective.
Jonathan [0:12:52]: Now, also, there's a big win there with sales at Enable bit.
Jonathan [0:12:55]: Right?
Jonathan [0:12:55]: So we have this large database that's critical and usable from all your call recordings, you can do some fun thing Right?
Jonathan [0:13:02]: So we've been able to build out a voice enabled customer simulator based on persona.
Jonathan [0:13:08]: So chunks every single persona based up.
Jonathan [0:13:11]: Right?
Jonathan [0:13:11]: And then you gonna actually have a conversation with this as a Bd r or an Ae, to do a better job of.
Jonathan [0:13:16]: Based off the actual conversations that we've had with people from that job function.
Jonathan [0:13:21]: Right?
Jonathan [0:13:21]: Similarly, built out a real time objection handler using the Gong data.
Jonathan [0:13:26]: So get a really deep and weeds question, I'm gonna slack my Sc.
Jonathan [0:13:30]: Really, you're querying how we've actually gone over this of jackson positively in the past in getting an answer back in real time.
Jonathan [0:13:37]: And with that said, I'm out.
Dave [0:13:40]: Yeah.
Dave [0:13:40]: Good job.
Dave [0:13:41]: Cooking.
Dave [0:13:42]: That's why we had Jeff Cook go first so we could just be cooking this whole time.
Dave [0:13:46]: Alright hunter.
Dave [0:13:47]: You're back.
Hunter [0:13:48]: I'm here.
Hunter [0:13:48]: Okay.
Hunter [0:13:49]: Let me screen share this time because I forgot that last time.
Hunter [0:13:51]: It's so nerve wracking.
Hunter [0:13:53]: I didn't start yet.
Hunter [0:13:54]: Right?
Hunter [0:13:55]: I'm hunter everyone.
Hunter [0:13:56]: I'm the director of demand gen at tech metric.
Hunter [0:13:58]: And the most underrated demand gen channel in your company is hiding in plain sight won't pause.
Hunter [0:14:05]: What is it?
Hunter [0:14:06]: What is it?
Hunter [0:14:07]: It's not paid search.
Hunter [0:14:08]: It's not your chatbot.
Hunter [0:14:09]: It's your internal team.
Hunter [0:14:10]: And this is the channel that we use to make our inaugural industry event t a success.
Hunter [0:14:16]: So what most marketers miss before we ran a single targeted external campaign, we marketed to our internal teams.
Hunter [0:14:23]: Every month, our brand and demand team sent one update to the entire company our wins are setbacks, where we needed help, no fluff, no cheer, just what I called bread crumbs, constant little updates each month.
Hunter [0:14:36]: Sales started mentioning T on on our discovery calls, our product team put it on our login screen, our CEO was personally walking into shops to invite shop owners in their teams to come to T tonic, and this happened because everybody felt like they c owned it.
Hunter [0:14:50]: The play, treat your internal org like a channel with a content calendar of cadence in a job to do, Your best distribution network is already on payroll and teams usually never activate it.
Hunter [0:15:03]: We launched our first ever industry conference this year.
Hunter [0:15:06]: Eight hundred and fifty two attendees, ninety four point five percent show rate ninety seven percent earned media share of voice, and in September, my brand counterpart and I are unpacking the full brand demand playbook, the templates, the scorecard, the whole system, and we like for you to come build it with us.
Dave [0:15:24]: That was so fast.
Dave [0:15:25]: I'm talking to produce some marissa in the chat.
Dave [0:15:27]: Alright.
Dave [0:15:27]: Good job.
Dave [0:15:27]: Air horn.
Dave [0:15:28]: We got...
Dave [0:15:29]: We we got some time.
Dave [0:15:30]: We got some time back.
Dave [0:15:31]: Alright.
Dave [0:15:32]: So now, here's where this gets interesting.
Dave [0:15:34]: We're off to a hot start sixteen minutes engagement.
Dave [0:15:36]: Is popping.
Dave [0:15:37]: I hope you tell somebody on linkedin about this, by the way, at some point.
Dave [0:15:40]: Right now though, that...
Dave [0:15:41]: So that was five.
Dave [0:15:42]: Right now, we are going to vote for one, like survivor or whatever show you watch these days.
Dave [0:15:47]: I'm a big summer house guy.
Dave [0:15:48]: Myself shout out to Bravo.
Dave [0:15:50]: So here's what we're gonna do.
Dave [0:15:52]: We're gonna roll a poll, Producer Putting together the poll right now.
Dave [0:15:55]: We just need you to pick one person here?
Dave [0:15:57]: Who do you wanna hear more from?
Dave [0:15:59]: Who peaked your interest?
Dave [0:16:00]: Was it just cook because we, you know, apparently we kicked her off too early?
Dave [0:16:03]: Was it Diane?
Dave [0:16:04]: Was it Drew?
Dave [0:16:04]: Was it Jonathan?
Dave [0:16:05]: Mining calls me the Api.
Dave [0:16:07]: Was it hunter a tidy minute thirty there on the Ai A o, chatbot who was it?
Dave [0:16:12]: I'd need some music.
Dave [0:16:14]: Oh, boy, Jess Cook and Diane.
Dave [0:16:16]: I wonder if the order...
Dave [0:16:18]: You know, wouldn't the marketers say the order of this poll is is bias this and some somehow, but okay.
Dave [0:16:24]: Ladies and gentlemen, the votes are in.
Dave [0:16:26]: Can I get confirmation in my Slack here from from our team?
Dave [0:16:29]: Just cook.
Dave [0:16:32]: Just cook.
Dave [0:16:32]: Congratulations.
Dave [0:16:33]: You've survived.
Dave [0:16:34]: You've made it on to the next round where we we will let you finish their presentation.
Dave [0:16:39]: Alright.
Dave [0:16:40]: We're gonna keep on that That's part.
Dave [0:16:42]: Number one.
Dave [0:16:43]: We will have more.
Dave [0:16:43]: We have one, two, three four.
Dave [0:16:45]: We have another group of four speakers.
Dave [0:16:47]: We're gonna kick this off with Hayley.
Dave [0:16:49]: She is VP of revenue marketing at Sprout Social.
Dave [0:16:51]: So let's let's...
Dave [0:16:53]: Are we are we ready to run this again, producer Marissa, the the busiest lady in B2B marketing this morning behind the scenes.
Hailey [0:17:00]: What is up, Exit Five.
Hailey [0:17:02]: How's it going?
Hailey [0:17:02]: Okay.
Hailey [0:17:03]: I...
Hailey [0:17:03]: Like Dave said, I'm Hayley Mcdonald them the VP revenue marketing from sprouts social, and I'm just gonna get into it.
Hailey [0:17:09]: So one of the biggest problems that I see marketers making is kind of just basing campaigns around whatever you're doing, not about who you're selling to.
Hailey [0:17:19]: So we have a product launch coming.
Hailey [0:17:20]: We have a big event that we're doing, and the campaign plan just starts with the wrong question.
Hailey [0:17:25]: And so the audience becomes this kind of distribution decision, not really a strategic one tied to revenue.
Hailey [0:17:32]: And then what happens is ROI becomes something that you're trying to explain after the fact in chasing rather than having it planned.
Hailey [0:17:39]: There's a better way and it starts before you even touch a campaign brief.
Hailey [0:17:43]: So today, I'm gonna share a little bit of a framework.
Hailey [0:17:45]: It's a matrix in the center of gravity for how I plan.
Hailey [0:17:48]: One access, you have your solutions or your products on the other access.
Hailey [0:17:53]: You have your Ic segments.
Hailey [0:17:54]: So every cell gets a priority rating.
Hailey [0:17:56]: Typically, it's modeled after hopefully, something that's tied to revenue.
Hailey [0:18:00]: So, like your Lt tv, revenue signal, Lt tv fit, velocity data.
Hailey [0:18:04]: It's not built by marketing alone, but it's built with kind of revenue operations, generally partnering with product marketing.
Hailey [0:18:10]: Every segment gets a percentage allocation that ties directly back to your revenue targets.
Hailey [0:18:14]: And when you do this, you stop spreading your budget evenly across campaigns, there's willy nilly, and you start putting the weight where the signal is.
Hailey [0:18:21]: And so this isn't so much a priority so prioritization exercise.
Hailey [0:18:26]: It's a planning system.
Hailey [0:18:27]: So you start with your revenue target, you're allocating it by segment, and you're building pipeline target by segment, and then you build your...
Hailey [0:18:34]: And then you build your campaign strategy and your budget, Not the other way around.
Hailey [0:18:38]: So this works regardless of what Gt motion you're doing, enterprise Ab x mid market velocity, product led, same framework different activations.
Hailey [0:18:46]: So if you woke me up, I will share some examples and how this actually looks when you play it out for a year.
Dave [0:18:51]: Heck, yeah.
Dave [0:18:51]: What a Cta?
Dave [0:18:52]: If you vote me up, I will do blank.
Dave [0:18:54]: If so you can blank.
Dave [0:18:55]: Love that.
Dave [0:18:56]: Great guy.
Dave [0:18:56]: Right?
Dave [0:18:57]: Good call and Tiffany with me in the chat.
Dave [0:19:00]: Haley, great job.
Dave [0:19:01]: Casey's up.
Dave [0:19:03]: You got it.
Dave [0:19:03]: Let's rob.
Casey [0:19:05]: Marissa is crushing it.
Casey [0:19:06]: Dave crushing it.
Casey [0:19:06]: Well also take a deep breath.
Casey [0:19:08]: Okay.
Casey [0:19:09]: I'll be speaking to drive about hand handcrafted marketing and using Ab.
Casey [0:19:12]: And we're making our prospects and customers feel special, but we don't just make our prospects and customers feel special.
Casey [0:19:17]: We partner closely with our internal product marketers to test their messaging and make them feel special by delivering them results so that they can go out and find their messaging.
Casey [0:19:26]: I'm going super productive basics here, AB testing.
Casey [0:19:29]: Anyone can do it, and everyone's probably trying to sell Ai.
Casey [0:19:32]: It's really important to test the messaging that is resonating with Ai because we don't quite know what the the end benefits is gonna be to our our customers.
Casey [0:19:42]: So we add some hypothesis we wanted to prove out.
Casey [0:19:45]: On the right, you'll see product heavy messaging.
Casey [0:19:47]: It's abstract.
Casey [0:19:48]: It asks the buyer to do a lot of heavy lifting and figure out what the result is, like, all your knowledge, when trusted enterprise.
Casey [0:19:55]: What's an enterprise agent.
Casey [0:19:56]: We have to kinda of refine it down to what the benefit is.
Casey [0:19:58]: So we've flip the script on the left, we pivoted to outcome live messaging.
Casey [0:20:02]: With a tangible value first hook, stop waiting, start knowing.
Casey [0:20:06]: No one wants to wait for things.
Casey [0:20:08]: Everyone wants to know everything.
Casey [0:20:09]: That shift delivered a huge eight x lift, skyrocketing our Ct.
Casey [0:20:13]: And beyond the numbers, this is a massive win for our product marketers.
Casey [0:20:16]: By partner with Ab apm to run these tests.
Casey [0:20:18]: Pm gets instant real world...
Casey [0:20:20]: Real world data about which value props actually resonate with their target accounts, and then they can go optimize before they go up broadly to the market.
Casey [0:20:28]: So when you partner with your product marketing team, not only your sales team benefits, not only your Ab team benefits, but your overall brand benefits, and I'm excited to talk about Roy Drive or in the next couple minutes.
Dave [0:20:40]: Well, yeah.
Dave [0:20:40]: Let's go Call your call your shot a little bit.
Dave [0:20:42]: I'm not a math guy, but the one on
Dave [0:20:44]: the left is definitely better.
Dave [0:20:46]: Alright.
Dave [0:20:46]: There's the buzzer can someone get my air producer, Marissa, do we wanna go to our guy sp right now or we we're where at.
Dave [0:20:53]: We got time.
Dave [0:20:54]: We're gonna go to Anthony.
Dave [0:20:55]: I could sing for you?
Dave [0:20:58]: I agree with this.
Dave [0:20:59]: I this my favorite comment that other day, the Raw is what makes it great.
Dave [0:21:02]: Love these sick ups.
Dave [0:21:03]: Alright.
Dave [0:21:04]: But how are we doing?
Drew [0:21:06]: Hey.
Drew [0:21:06]: Got it.
Drew [0:21:06]: I'm back.
Drew [0:21:06]: So most Is still glorified cold outreach.
Drew [0:21:09]: Hot take.
Drew [0:21:10]: You run ads.
Drew [0:21:11]: You send emails, you show up at events, but every touch point seems to feel disconnected.
Drew [0:21:16]: So the play that's working for us to change this is simple.
Drew [0:21:19]: We use our Aes who have sales conversations at scale before sales conversation ever happens instead of, you know, putting the brand in the ad, we put the Ae in ad, typically in long form, like video podcast style.
Drew [0:21:32]: Same person who will eventually run the deal is teaching, educating and sharing opinions with target accounts on Linkedin months before the first meeting even happens.
Drew [0:21:41]: And here's the key.
Drew [0:21:42]: The Linkedin video isn't the campaign.
Drew [0:21:45]: It's the anchor.
Drew [0:21:45]: Everything else we build around it.
Drew [0:21:48]: Organic hosts, outbound events, direct mail, gifting sales calls, every touch point reinforces the same person, the same message and the same expertise.
Drew [0:21:56]: So instead of prospects experiencing five disconnected channels, they experience one continuous relationship.
Drew [0:22:02]: When it works, we see things like this show up.
Drew [0:22:04]: I see your videos everywhere.
Drew [0:22:05]: I feel like I already know you.
Drew [0:22:07]: This all...
Drew [0:22:07]: We hear on sales call.
Drew [0:22:08]: That's not brand awareness.
Drew [0:22:09]: It's familiarity at scale.
Drew [0:22:12]: Here's some more results that we're seeing ninety two percent of accounts that engage on outbound had ad touch likes that like this before outreach.
Drew [0:22:20]: One ten minute Linkedin video, we did generated five discovery calls in two weeks on four k spend, and we've seen roughly fifty to one pipeline to add spend efficiency.
Drew [0:22:30]: So we think the future of seller led media served to their target accounts and exact buyers.
Drew [0:22:35]: Your best sales reps, already know the objections.
Drew [0:22:38]: They already know the pain points.
Drew [0:22:39]: They already know the language buyers use.
Drew [0:22:41]: Go turn those conversations into content and create familiarity before the first reply.
Drew [0:22:46]: Before the first meeting and before the first sales call and do it with the exact person who's going to close the deal.
Dave [0:22:52]: Nailed it people in chat, like sp the goat.
Dave [0:22:54]: They know they know they know you.
Dave [0:22:56]: This is great.
Dave [0:22:56]: I love real people, especially right now.
Dave [0:22:58]: It's the other reason on Jess Cooks thing the podcast clips don't work is because they see you would with the mic.
Dave [0:23:03]: Alright.
Dave [0:23:03]: Anthony, the guy with the plan on the Linkedin ads, Europe.
Dave [0:23:07]: Alrighty.
Speaker_10 [0:23:08]: I don't know how we've had a B2B marketing webinar.
Speaker_10 [0:23:10]: No one said the word cloud code yet.
Speaker_10 [0:23:12]: So we're gonna talk about cloud code a little bit.
Speaker_10 [0:23:14]: Here.
Speaker_10 [0:23:14]: So we're talking about Ai powered Linkedin ads.
Speaker_10 [0:23:17]: Step one of that is we wanna connect cloud code to help manage and analyze our Linkedin ads.
Speaker_10 [0:23:23]: Best way to do that is go through the Linkedin ads Api because then you have full access to everything here There's some Mc p's out there, but if you go through the Api, you can do anything you can possibly imagine.
Speaker_10 [0:23:33]: So, yes, Piss...
Speaker_10 [0:23:35]: This is preview into our drive webinar this...
Speaker_10 [0:23:38]: Our our drive workshop that we'll have.
Speaker_10 [0:23:40]: This is the foundation, and we're gonna go a lot deeper at drive.
Speaker_10 [0:23:43]: So real quick, how to set this up.
Speaker_10 [0:23:45]: First, you need to create your Linkedin developer app.
Speaker_10 [0:23:47]: You just create create an app.
Speaker_10 [0:23:49]: It's free.
Speaker_10 [0:23:49]: It's easy.
Speaker_10 [0:23:49]: It takes one to two days to get approved, get that created.
Speaker_10 [0:23:52]: To be able to push changes, not just data it, but push changes to your linkedin out account.
Speaker_10 [0:23:56]: You need to go in and enable your specific ad account.
Speaker_10 [0:23:59]: Get that enabled.
Speaker_10 [0:24:00]: I like to download the Api docs so that I don't need to go make a bunch of requests every time I I ask it to do something, tell claude to build an Api tool so that it sets up all those functions for you.
Speaker_10 [0:24:11]: You're gonna log in, it's gonna pull in your your ad accounts that you have access to and then you can get started.
Speaker_10 [0:24:15]: So now what are some plays you can do once you have that connected.
Speaker_10 [0:24:19]: One of my favorites is automatic bid management and budget pacing.
Speaker_10 [0:24:23]: So if you're managing Linkedin ads or you're running Linkedin ads.
Speaker_10 [0:24:25]: Bids fluctuates over the course of a month and a quarter and a year, your budget pacing might get off on the weekends and during busy and less busy times.
Speaker_10 [0:24:34]: So having this prompts, setting it this up, So that cloud can help you analyze your bids, keep your budget budgets on pace is a very effective strategy that you can do.
Speaker_10 [0:24:44]: So this habit it run a couple times a week, analyze your Linkedin ad account, pull bid and budget recommendations.
Speaker_10 [0:24:51]: So for bidding, if your campaigns are fully spending, recommend lowering your bid if they're under spending, recommend raising your bid, pacing, keep on track for your monthly budget and take out account weekends.
Speaker_10 [0:25:02]: Also, what you wanna do is log these changes so that Claude can continue to learn every time you adjust your budgets, and then send yourself a Slack message.
Dave [0:25:11]: Bam.
Dave [0:25:11]: Instant rap horn.
Dave [0:25:12]: Instant wrap air hold.
Dave [0:25:13]: Noise.
Dave [0:25:14]: Nice.
Dave [0:25:14]: Anthony is great.
Dave [0:25:15]: Anthony has been running all of our Linkedin ads by the way, for the last two years.
Dave [0:25:19]: He knows what he's doing.
Dave [0:25:20]: Okay.
Dave [0:25:21]: Pull two.
Dave [0:25:22]: Here we go.
Dave [0:25:22]: Let's roll them.
Dave [0:25:23]: Go dave.
Dave [0:25:24]: Producer Immerse says go dave plug the pull.
Dave [0:25:26]: So that was now we're gonna rate the next four, please, and we're gonna vote for them.
Dave [0:25:34]: I think our producers are telling me that a moving on to the next round so far is Just Cook.
Dave [0:25:39]: Diane Rear do.
Dave [0:25:40]: And now we got we got three of these folks are gonna are gonna move on.
Dave [0:25:44]: If it was my music, it would be.
Dave [0:25:49]: It would be bumping, but it...
Dave [0:25:51]: It's not...
Dave [0:25:51]: Alright.
Dave [0:25:52]: I wish I could vote.
Dave [0:25:54]: Okay.
Dave [0:25:54]: Sp technical difficulties aside.
Dave [0:25:56]: He came in with with the heat.
Dave [0:25:58]: So, where are we at?
Dave [0:26:00]: Sp.
Dave [0:26:01]: Hayley, Anthony.
Dave [0:26:02]: Casey.
Dave [0:26:03]: I'm sorry.
Dave [0:26:04]: I'm sorry.
Dave [0:26:05]: I'm sorry.
Dave [0:26:05]: Casey.
Dave [0:26:06]: Here's the thing though.
Dave [0:26:07]: Let me tell you this.
Dave [0:26:07]: Casey, we gotta let you go.
Dave [0:26:09]: You have, like, the most the second most popular podcast episode maybe ever, the...
Dave [0:26:13]: It's on Youtube, The Ab when I had you on like, a month ago is, like, still buzzing.
Dave [0:26:17]: You should go check that out.
Dave [0:26:18]: So you're you're getting a lot of loves I don't feel bad about letting you go here, Lindsay and the chats.
Dave [0:26:22]: As I love that podcast.
Dave [0:26:23]: See.
Dave [0:26:24]: People listen our podcast, Dan You see that, Casey was great.
Dave [0:26:26]: Alright.
Dave [0:26:27]: So here we go.
Dave [0:26:28]: Jess Diane Anthony.
Dave [0:26:29]: Sp.
Dave [0:26:29]: Hayley, we got more time for you now.
Dave [0:26:32]: Just Cook.
Dave [0:26:32]: Welcome back to the show.
Dave [0:26:33]: Now you got four minutes.
Jess [0:26:37]: That was so aggressive, and I was so nervous, and I'm so so glad to be back.
Jess [0:26:41]: Alright.
Dave [0:26:42]: Still want.
Dave [0:26:42]: You still did it.
Jess [0:26:45]: Oh, man.
Jess [0:26:46]: Amazing.
Jess [0:26:46]: I'm well, thank you all for voting for me.
Jess [0:26:48]: Okay.
Jess [0:26:49]: Let me bring this back up here.
Jess [0:26:50]: Let me hit slideshow again.
Jess [0:26:52]: Let me get to where we were.
Jess [0:26:55]: Oh, no.
Jess [0:26:55]: Okay.
Jess [0:26:56]: Okay.
Jess [0:26:56]: What I was gonna say is not only did we get six x impressions and reach.
Jess [0:27:01]: Thank but people genuinely love these, clips.
Jess [0:27:05]: I have all kinds of screenshots like this to lift me up when I'm having a rough day.
Jess [0:27:09]: But this one is just actually from this week, from good friend Jen Allen News, good friend of Exit Five, and all of our friends, General News.
Jess [0:27:17]: Who says that these promo images are one of her favorite things she sees in her feet.
Jess [0:27:20]: So just really positive, like, energy in response
Dave [0:27:23]: to
Jess [0:27:23]: these, including just the increase in reach.
Jess [0:27:26]: So just wanna keep going here.
Jess [0:27:28]: This was a just a little visual I put together of, like, genuinely the increase in in reach that these comic constructs have given us.
Jess [0:27:37]: Okay.
Jess [0:27:37]: Here's how to do this yourself.
Jess [0:27:39]: Five steps.
Jess [0:27:39]: First is choose a moment with, like, a punchline or an epiphany.
Jess [0:27:43]: A good hint is to start your first scene with a question because usually what happens is the response is usually some sort of great insight or something funny.
Jess [0:27:53]: So if you can find kind of a moment in your podcast that would have been a good, like, clip the start of the question that's usually a great place to start.
Jess [0:28:00]: No fewer were than two scenes.
Jess [0:28:02]: Obviously, you need sort of a back and forth.
Jess [0:28:04]: No more than four because it starts to get real crammed in that small vertical space.
Jess [0:28:09]: Three scenes is perfect because you can really split it out nicely, and you get that good back and forth.
Jess [0:28:13]: Next you go in and you grab your screenshots.
Jess [0:28:16]: Your facial expressions are key here.
Jess [0:28:18]: They don't have to be the exact moment someone said the thing that is on the screen.
Jess [0:28:23]: It should be kind of around that area, but you wanna grab the moment where they're making the facial expression that is really like crucial to what they were saying there.
Dave [0:28:32]: You...
Dave [0:28:32]: Started started to take up three or seconds, but you yesterday.
Dave [0:28:34]: I saw you and you were like this in your chair.
Jess [0:28:38]: Yeah.
Jess [0:28:38]: That was what I thought...
Jess [0:28:39]: Took me six months to find a demand gen marketer and I was like dead.
Jess [0:28:42]: So, yeah, just...
Jess [0:28:44]: It...
Jess [0:28:44]: The crazier or the better, honestly obviously.
Jess [0:28:46]: Another tip is to t get your text for clarity if needed, but really keep it as close as you can to the original transcript as possible.
Jess [0:28:52]: I'm gonna show you an example of that in just a second.
Jess [0:28:54]: And twenty three sixteen by thirty eighty eight pixels looks really good on both mobile and desktop, and I'm gonna give you a template in a moment, so you don't have to memorize that number.
Jess [0:29:05]: So this is just an example of, on the left, you actually see the transcript from the podcast episode, and I highlighted the actual pieces that I pulled and turned into the caption for the comic.
Jess [0:29:17]: So very much pulled exact words but did not get the entire exchange just for clarity and to make it really concise and to really, like, hit home the point.
Jess [0:29:27]: You want that last scene to be, like, a punctuation mark.
Jess [0:29:30]: And I will drop the link to this in the tab, but this is my canvas template that I use for this.
Jess [0:29:34]: Exact same text font, weight color and all the yellow text for whatever reason really goes a long way and and kind of pops off the screen.
Jess [0:29:42]: So I I'll drop this into the chat right now, so you all can start making your own comics.
Jess [0:29:46]: That's it.
Dave [0:29:49]: Dan said, Dave let her go on for a few seconds after this.
Dave [0:29:51]: I don't let people revolt.
Dave [0:29:53]: So good job.
Dave [0:29:55]: Take look.
Dave [0:29:56]: They can take your can template, but they cannot take your sense of humor and chemistry with Josh, which is why this works so well.
Dave [0:30:03]: So...
Jess [0:30:04]: That is a big point of it.
Jess [0:30:05]: Yeah.
Jess [0:30:05]: And that's a lot of what my drive talk is going to be about is just, like, building around that relationship and and building the brand around the people in the company and and what does that look like?
Dave [0:30:15]: Okay.
Jess [0:30:15]: So home see me in?
Dave [0:30:17]: Air horn.
Dave [0:30:17]: Alright, Diane.
Dave [0:30:19]: She's back.
Diane [0:30:21]: Yeah.
Diane [0:30:21]: I didn't expect to be voted back, so I don't know drop questions in the chat in case I, like, run out of time and stuff, but I'll walk you through this template.
Diane [0:30:29]: Now that I've got a little bit more time.
Diane [0:30:30]: I want to give it a that more context because I think that's key for place.
Diane [0:30:33]: So This kind of play and framework that I'm talking through was used with kind of ten mil to through to fifty mile era, B2B companies, so we had complex product, product suite sent to multiple segments.
Diane [0:30:45]: Right?
Diane [0:30:45]: It's kinda niche, but I this can also kind of apply across more horizontal, companies as well.
Diane [0:30:51]: They're challenge with messaging at that stage is.
Diane [0:30:54]: It's not really like a a copy problem.
Diane [0:30:57]: Right?
Diane [0:30:57]: It's kinda like a decisions problem Like, what are we actually trying to say in what order And then when you add in the layer of, like, okay, We have a bunch of different industries and verticals we're trying to speak to, the inputs get messy.
Diane [0:31:09]: Right?
Diane [0:31:09]: So a lot of too much internal mis on what matters, and we need to kind of bring in customer language into that.
Diane [0:31:14]: So...
Diane [0:31:15]: For me the way that I approach that is the best way to dial in your messaging better inputs.
Diane [0:31:20]: Right?
Diane [0:31:20]: So specifically customer language, and then also there's actual, like, triggers and, behavior behaviors.
Diane [0:31:25]: So this trigger question, is one you should be asking constantly because it kind of changes as the market changes.
Diane [0:31:32]: So then we need to adapt a vertical messaging with that as well.
Diane [0:31:35]: So in one of these engagements, the market context was obviously shifting pretty fast.
Diane [0:31:40]: Particularly with Ai, and so those triggers were shifting too.
Diane [0:31:43]: Alright.
Diane [0:31:44]: Let's...
Diane [0:31:45]: Hopefully, you guys can can see this.
Diane [0:31:47]: So here's an example of how you can actually build out this this framework.
Diane [0:31:52]: I worked with...
Diane [0:31:53]: This is an example across two different companies one where one of the verticals was pharma.
Diane [0:31:58]: And so we saw a buying trigger, which was, you know, they just failed a regulatory inspection, or they just had a recall happened.
Diane [0:32:07]: So that...
Diane [0:32:08]: Dramatically changes how we want to approach messaging to that particular vertical?
Diane [0:32:13]: And so we mapped out, hey, what does that mean in terms of the buying lens, How are they actually evaluating or making decisions.
Diane [0:32:20]: So risk ave us buying committee heavy as well, the outcomes that we knew that they needed were, you know, full audit trails, a lot of accuracy.
Diane [0:32:28]: And so all of this kind of impacted that that entry point message there.
Diane [0:32:32]: So in terms of how you guys can go and, do this right now.
Diane [0:32:36]: Hone in and pick one segment, go and find the, you know, the most common three, five moments in voice and customer language.
Diane [0:32:44]: I do have to say that we ran specific customer interviews.
Diane [0:32:49]: Right?
Diane [0:32:50]: So not just tell us about the products.
Diane [0:32:52]: But actual messaging interviews that were what was the struggle?
Diane [0:32:56]: What was your decision making process.
Diane [0:32:57]: What were you trying to solve.
Diane [0:32:59]: So we actually had a lot of very sticky and helpful voice of customer language that we could put into this framework so that we're not kind of just filling this with assumptions and we're actually mapping out what buyers have actually told you so that you can then create vertical messaging that's super niche super helpful for buyers.
Diane [0:33:15]: I think...
Diane [0:33:17]: I don't know.
Diane [0:33:17]: Is there, like, a question that I can answer him like, the last thirty seconds?
Diane [0:33:21]: I don't know, Dave, that's a bit rogue, maybe that...
Diane [0:33:23]: That's a bit
Dave [0:33:25]: I think you did it.
Dave [0:33:26]: I think you did it.
Dave [0:33:26]: You always wanna leave.
Dave [0:33:27]: You always wanna leave on top.
Dave [0:33:29]: Unless Yeah.
Hunter [0:33:31]: Cool.
Dave [0:33:32]: Jay z said that Mace left on top, and that's how he screwed up.
Dave [0:33:35]: Don't leave while you're hot.
Dave [0:33:36]: That's how Mace screwed up.
Dave [0:33:37]: So...
Dave [0:33:37]: But this is good.
Dave [0:33:37]: You you did it you did a great job.
Dave [0:33:39]: I love the...
Dave [0:33:40]: Drew said is in the chat.
Dave [0:33:41]: I love you saying it to, like, actually going and talking to customers is different than asking Claude to pretend to be your Ic and and r on on on questions with with Claude.
Dave [0:33:51]: Anthony's back.
Dave [0:33:52]: Anthony's back.
Speaker_10 [0:33:54]: No surprise the B marketers love Cloud code.
Speaker_10 [0:33:56]: So we're gonna talk on.
Dave [0:33:58]: They they rejoice when you said that word.
Speaker_10 [0:34:01]: So let's talk about some more Ai powered optimizations.
Speaker_10 [0:34:04]: We can go a little more in depth here.
Speaker_10 [0:34:06]: First, I'll share a couple tips and tricks for working with Ai ads.
Speaker_10 [0:34:09]: Always best practice to have a human in the loop.
Speaker_10 [0:34:12]: You don't want this to just to be running rogue and change your budgets and changing all that other stuff.
Speaker_10 [0:34:16]: So I love to push notifications to Slack, have it ask for approvals, especially for budget changes, just a best practice out there.
Speaker_10 [0:34:24]: You do wanna tell to respect Api limits and avoid blasting too many calls at once.
Speaker_10 [0:34:29]: I have heard of lots of people's Google ads and meta ad accounts getting banned for using Ai.
Speaker_10 [0:34:35]: They're probably blasting with too many.
Speaker_10 [0:34:36]: For what it's worth I had not heard about that happening the Linkedin ads yet.
Speaker_10 [0:34:40]: So you might be safe for now, but just be careful of the limits.
Speaker_10 [0:34:42]: And then have logged changes for future references.
Speaker_10 [0:34:45]: Linkedin ads does not have, like, a nice change log history for you to go reference.
Speaker_10 [0:34:49]: So have it log your...
Speaker_10 [0:34:51]: It your own changes and then have it learned from that too.
Speaker_10 [0:34:54]: So that feedback loop is key.
Speaker_10 [0:34:56]: So let's go talk about some more key plays you can do.
Speaker_10 [0:34:59]: Very important is to scan your demographics.
Speaker_10 [0:35:01]: So I'd like to do this regularly, depends how much budget you're spending is how often you wanna do this, the more you spend the more often you wanna do it, but at least one the once per month, go scan all of our demographics for our ad account.
Speaker_10 [0:35:13]: Let's scan it for the last thirty days.
Speaker_10 [0:35:15]: And poll, identify demo demographics that mismatch our company's Ic that are receiving a significant amount of ad spend.
Speaker_10 [0:35:23]: I'll caveat with a lot of people on Linkedin have second jobs, which can start to skew...
Speaker_10 [0:35:27]: Like, look like they skew your demographics So you just wanna catch stuff that is the big spend that you wanna cut out is, like the most important.
Speaker_10 [0:35:34]: So skip reporting on any facets that are receiving a small amount of spend or likely second roles or jobs, send me a slack message of any identified that we should consider excluding.
Speaker_10 [0:35:42]: You can see on the right here, it's starting to pick out some trends where we have, like, for this example here.
Speaker_10 [0:35:47]: We have a lot of education, professors very common to see a lot of that pop up in your campaigns, salespeople, It.
Speaker_10 [0:35:53]: So can give you some good ideas of demographics you might wanna exclude.
Speaker_10 [0:35:58]: This is just one screenshot.
Speaker_10 [0:35:59]: You can do this across company sizes, industries, locations and all that good stuff.
Speaker_10 [0:36:04]: So lots of data to crunch great usage for Cloud code to do that for you.
Speaker_10 [0:36:08]: Number two is bulk exclusions.
Speaker_10 [0:36:10]: So if anyone's managed Linkedin ads, You know it is a pain in the butt to go add exclusions across a lot of different campaigns.
Speaker_10 [0:36:16]: If you're running more than ten campaigns, it's...
Speaker_10 [0:36:18]: It is a pain to open each one of them individually, apply this.
Speaker_10 [0:36:21]: So when you're doing all these scans, it's great to have Claude go add those exclusions for you, saves you a ton of time from doing that across all your different campaigns.
Speaker_10 [0:36:29]: So whatever you're identified identifying your demographic scan, that's a good thing to have it go exclude across those campaigns.
Speaker_10 [0:36:34]: Otherwise, you know, exclude your company, exclude your competitors from your campaigns, common job titles those are, like, retired, intern student, job seekers, all that good stuff.
Speaker_10 [0:36:44]: So you can have Cloud code to handle that for you.
Speaker_10 [0:36:46]: One more, I'll go over is competitor, ad scans, So another great thing to be doing.
Speaker_10 [0:36:52]: This one doesn't use the Api, but this one would use a third party tool called Ap amplify or others out there.
Speaker_10 [0:36:57]: Have a go scrape the ad creative that your competitor are running and have it do a swap analysis for you.
Speaker_10 [0:37:02]: Where are they using a lot of messaging that you're not using and call out those things that maybe you should consider using.
Speaker_10 [0:37:09]: So if you're seeing all your competitors are using one angle?
Speaker_10 [0:37:11]: That would be good to know.
Speaker_10 [0:37:12]: Maybe you wanna add or maybe you have a differentiator against that, then that's why you're not using it.
Speaker_10 [0:37:16]: So great thing to do is go scan your competitors ads, have it do a sw analysis, and then, you know, do that maybe quarterly or so depending on how often they're they're update their ads.
Speaker_10 [0:37:25]: So it went through a lot in that first part, if you guys want the step by step on how you can build that Api connection, and...
Speaker_10 [0:37:31]: It is a little technical, but claude handles most of it.
Speaker_10 [0:37:33]: There is a full tutorial here for you to follow on how you can build that and then even a Youtube video to walk through it so that you don't get stuck in any of the parts.
Speaker_10 [0:37:41]: I did see somebody ask a question.
Speaker_10 [0:37:42]: You do need to create that developer app and Linkedin needs to approve it.
Speaker_10 [0:37:45]: I've never had been anybody not getting approved and it just takes, like, one to two days to get that approved.
Speaker_10 [0:37:49]: Alright.
Speaker_10 [0:37:51]: So we got.
Dave [0:37:52]: Yeah, man.
Dave [0:37:53]: Good job.
Dave [0:37:53]: And you know, hey, shadow top to bottom, you...
Dave [0:37:56]: Courtney N shouts you out for your audio being very crisp
Speaker_10 [0:37:59]: who the podcast podcasting right.
Dave [0:38:01]: Oh, it with the podcast.
Dave [0:38:02]: That's One of...
Dave [0:38:03]: This is, like, why we do these things.
Dave [0:38:05]: Like, Amy's bugging out about bulk exclusions, both Sam, bulk exclusions.
Dave [0:38:09]: This is really interesting doing this Asap.
Dave [0:38:11]: Yep.
Dave [0:38:11]: Doing this today.
Dave [0:38:12]: This is insanely valuable.
Dave [0:38:13]: So nice job.
Dave [0:38:15]: I think.
Dave [0:38:16]: It's sp is next.
Dave [0:38:17]: My production team has told me that I need to, like, pump you up and make you feel better because the tech issue, but I said, you did that You presented it It was awesome you won in your slides were great.
Dave [0:38:26]: So I don't I need to do that.
Dave [0:38:28]: Who's that guy?
Drew [0:38:30]: This is one of our a...
Drew [0:38:30]: Well, and I appreciate it.
Drew [0:38:32]: Thank you.
Drew [0:38:32]: This is one of our...
Drew [0:38:33]: I was gonna show just a couple of the ads.
Drew [0:38:35]: People always love to see, you know, behind scenes.
Drew [0:38:36]: So this is is one of our Aes.
Drew [0:38:38]: Dave, I'm probably not brave enough to try to get our audio to work on this, but just want to least...
Drew [0:38:44]: Show some samples here.
Dave [0:38:45]: Did you got four minutes.
Dave [0:38:46]: You did a good job.
Dave [0:38:47]: Hit it.
Dave [0:38:47]: How's they buy and What could go wrong?
Drew [0:38:49]: Let's try.
Drew [0:38:50]: Can you guys hear that?
Drew [0:38:51]: No.
Drew [0:38:51]: No.
Drew [0:38:52]: We tried.
Drew [0:38:53]: So, yeah.
Drew [0:38:54]: I just wanna to show a few these ads.
Drew [0:38:55]: We've got Gon z, Eric Brandon.
Drew [0:38:57]: We got lot of different styles, but the...
Drew [0:39:00]: This is the primary one that we we typically run is the they...
Drew [0:39:03]: We just have, honestly, two a's sit down together.
Drew [0:39:05]: They love to talk to each other.
Drew [0:39:07]: Imagine that.
Drew [0:39:08]: Right?
Drew [0:39:08]: Sales guys loves talk.
Drew [0:39:09]: So it's a sneaky cool kind of alignment tool for us too.
Drew [0:39:14]: I wanted to touch on that.
Drew [0:39:15]: Like, one of our favorite parts of this play is that it really creates some good chemistry and kind of forces a lot of alignment between our marketing and sales teams.
Drew [0:39:26]: Like...
Drew [0:39:26]: So We have kind of a quarterly cadence where we sit down, and it's amazing, like, talk about proof that your marketing team is watching your sales calls.
Drew [0:39:35]: Like, we we use Fathom.
Drew [0:39:36]: Like, they love that we are going through these sales calls dissect them for topics.
Drew [0:39:41]: Bringing them to them, and it's just...
Drew [0:39:44]: It forces this really cool alignment, and they're like, wow.
Drew [0:39:48]: They're they're actually paying attention, plus, they feel like they get to be a part of the marketing motion, And they love that.
Drew [0:39:53]: So It's just a really cool sneaky kinda, like, win there, and I wanted to highlight that.
Drew [0:39:58]: What else could we talk about.
Drew [0:39:59]: I think people like...
Dave [0:40:01]: I got one...
Dave [0:40:01]: I got one for you a bunch of people in the chat that I've noticed are, like, Connor said it best, but there's a bunch of questions earlier.
Dave [0:40:06]: My sales guys love to chat, but not on camera.
Dave [0:40:09]: And talk about, like, how you got over this hump and got them all because everyone's like, I'd love to get them to do this, but they don't
Dave [0:40:15]: they don't wanna do it.
Drew [0:40:16]: Honestly, yeah.
Drew [0:40:16]: It's...
Drew [0:40:17]: We've run this play actually at a couple different org, and you do run into that.
Drew [0:40:21]: There are some Aes that feel way more comfortable on camera and others that don't.
Drew [0:40:24]: What I will say is practice always helps.
Drew [0:40:28]: So just start, and the the first couple could be horrible, like, absolute train racks.
Drew [0:40:33]: And you just don't use them.
Drew [0:40:34]: But the more you sit down, and especially when they sit down with each other and start to forget about the camera, it typically...
Drew [0:40:40]: You can work through that.
Drew [0:40:41]: So it is tough sometimes to get them to to commit to that.
Drew [0:40:45]: But but, yeah, that's what I'd I to suggest just start.
Dave [0:40:48]: Start with one, and then they become the champion and then it works.
Dave [0:40:50]: And it helps get more deals and dot it on, and then it's like, I'll do that.
Dave [0:40:53]: I can do that.
Dave [0:40:54]: I like the...
Dave [0:40:54]: It's not on camera.
Dave [0:40:56]: Like, I I I had to do a podcast with a CEO and they tried to ghost, you know, be in the room solo and it was like, we would having a conversation and pretending it's not filmed actually is it's like, the the obstacle, you know, that you can remove there.
Drew [0:41:07]: Oh, heck.
Drew [0:41:08]: Yeah.
Drew [0:41:08]: Yeah.
Drew [0:41:08]: No.
Drew [0:41:09]: For sure.
Drew [0:41:09]: And a lot of people typically have this question, They're, like, how do you scale something like this?
Drew [0:41:13]: So is just an illustration of how we look at it.
Drew [0:41:16]: We we have, you know, bi vertical Aes.
Drew [0:41:19]: So we typically plan it in that regard, but a lot of times too, we we have a lot of, like, founder featured content too with our CEO Brock.
Drew [0:41:27]: And we'll run that over the top of all of it, like, across all the all the different verticals.
Drew [0:41:32]: So we run that as kind of, like, the typical cold layer, and then we also will shoot some more broad level type of topics with an Ae.
Drew [0:41:40]: We'll run that across the top.
Drew [0:41:41]: And then all their very vertical specific stuff like those ads I was showing here, for example, is, like, we're very targeted with Home pros, home services construction type of a vertical.
Drew [0:41:51]: And you'll you'll just basically start to build that out slowly, and you'll you'll start to get more and more of an archive as you shoot with more and more Aes.
Drew [0:41:59]: But, yeah.
Drew [0:42:00]: Just kinda starting one.
Drew [0:42:01]: We also...
Drew [0:42:02]: I touched on this a little bit.
Drew [0:42:04]: But we do leverage Cloud.
Drew [0:42:05]: People seem to like Claude here today.
Drew [0:42:07]: So imagine that.
Drew [0:42:08]: But we use Claude actually to mine those Phantom calls and bucket in into problem solution or product topics, and that's been really useful for this too.
Drew [0:42:16]: So definitely recommend trying to to mine your sales calls effectively.
Drew [0:42:20]: But nice.
Drew [0:42:21]: See you.
Dave [0:42:22]: Alright.
Dave [0:42:22]: And done a, high no.
Dave [0:42:23]: Good job spot.
Dave [0:42:24]: That was great.
Dave [0:42:24]: A bunch of questions for you in the in the chat if you wanna pop back there.
Dave [0:42:27]: Okay.
Dave [0:42:27]: Hey, you're up Wow, would it would it change it pace my adrenaline was, like, you'll sky high.
Dave [0:42:32]: The two minutes versus four minutes is is insane.
Dave [0:42:34]: I was listening to Matt Damon and bat ben A like talk about how they even have the write movies now for the ten second hook into a movie because people don't know how to sit through it.
Dave [0:42:42]: So Alright.
Dave [0:42:43]: Haley, You're are you're a last performer.
Hailey [0:42:46]: Hello.
Hailey [0:42:46]: Hello.
Hailey [0:42:46]: I'm back.
Hailey [0:42:46]: Welcome.
Hailey [0:42:47]: Okay.
Hailey [0:42:48]: So I put something in the chat just, like, the link to the slides because I know that some of this is type the smallest type of the type is small.
Hailey [0:42:55]: And, also, I'm gonna try to save some time for some questions at the end, so please feel free to put stuff in the q and a.
Hailey [0:43:00]: And also, if you just wanna jam On this, Please feel free to reach out in general.
Hailey [0:43:04]: So I'm gonna go back a little to this and just kind of talk through a little bit more since there's so much detail.
Hailey [0:43:09]: But I wanted to kind of start out by talking about the axes here.
Hailey [0:43:13]: So the segments where you're going to start out and like, you're planning, and this is all about basically tying every single one of your...
Hailey [0:43:20]: What most of your marketing tactics back to revenue.
Hailey [0:43:23]: You're gonna start with these segments and these segments are gonna look different for you based on, you know, it's gonna look different based on your company.
Hailey [0:43:30]: So for a lot of organizations, segments could be by vertical.
Hailey [0:43:33]: Generally, they could be kind of, like, by cohorts of use cases, business types, I've seen it when you get into kind of, like, enterprise, A lot of the time it is by vertical, and then your solutions are, like, they could be different products.
Hailey [0:43:46]: They could just be different parts of your products.
Hailey [0:43:48]: It might just be one product for you.
Hailey [0:43:50]: You know, if you're a one product business.
Hailey [0:43:52]: The segments that are selected, so the way that you actually get to those, there's a few different ways.
Hailey [0:43:58]: Like, sometimes, you're gonna have a revenue organization like sales that will just tell you, like, these are who we sell to.
Hailey [0:44:04]: If you want to get a more data driven approach to that, And you have business analysts in house.
Hailey [0:44:09]: That's great.
Hailey [0:44:09]: There's also some technology companies out there, some consultants that will help you kind of look at your current customer base and model it off of, like, what customers have stayed with us the longest and spent the most with us over time.
Hailey [0:44:21]: And kind of develop patterns to tell you what your segments are.
Hailey [0:44:24]: But the nice thing is is that when you can work with your revenue operations organization and put percentages into each of these buckets, then you're ultimately going to get a percentage of your total revenue that you're meant to achieve by a segment.
Hailey [0:44:37]: So Let's talk about these, like, as if it were real life, and one of my past organizations, these were verticals.
Hailey [0:44:42]: So our...
Hailey [0:44:44]: One of our priority segments was retail.
Hailey [0:44:46]: One was medium publishing and one was, let's say, restaurants, like quick service restaurants.
Hailey [0:44:52]: And we would have a percentage.
Hailey [0:44:54]: So say it was like, it ended up totaling up across all of these products, forty eight percent.
Hailey [0:44:59]: And so then, if I had a one hundred million dollar pipeline goal that year, times forty eight percent.
Hailey [0:45:04]: Than forty eight million dollars of that pipeline should be coming from this segment.
Hailey [0:45:08]: The nice thing is that because they're also by solutions, all of your product teams then also can get that same level of, like, and this is the revenue we're achieving across that product line.
Hailey [0:45:19]: So you're really attaching revenue to every part of your marketing plan.
Hailey [0:45:22]: And then your campaigns typically line up across your segments, product launches will line up across your solutions.
Hailey [0:45:30]: So that's kind of how you get your campaign plan And how this ended up working out for me in my last gig and kind of rinsing and repeating now is we had, like I said, retail, media and Qs are were kind of, some of our priority segments.
Hailey [0:45:48]: And what ended up happening because retail was the highest, it was showing highest generated pipeline because we were spending the most there.
Hailey [0:45:55]: But when we looked at probability adjusted pipeline, it was lagging.
Hailey [0:45:59]: So it wasn't going further in the cycle, and we could determine that really quickly because of the segment plan in the segment monitoring, and so we pivoted over into our other segments so that we could ultimately achieve a hundred and twenty percent of our goal, and we improved spend efficiency by forty percent.
Hailey [0:46:16]: Great.
Hailey [0:46:17]: Okay.
Dave [0:46:17]: I gotta hit the horn.
Dave [0:46:18]: Alright.
Dave [0:46:19]: So let's...
Dave [0:46:19]: That that way that was crew number two.
Dave [0:46:21]: That was...
Dave [0:46:22]: Who do we have?
Dave [0:46:23]: We had Jess Cook.
Dave [0:46:24]: Rid to my list go?
Dave [0:46:26]: We had jess Diane Anthony Sp.
Dave [0:46:28]: And Haley.
Dave [0:46:28]: And now we need to pick one.
Dave [0:46:30]: We have the final winner.
Dave [0:46:31]: So wherever you are at home right now.
Dave [0:46:33]: Alright.
Dave [0:46:34]: So pick one.
Dave [0:46:35]: You could only pick one.
Dave [0:46:36]: Which which play which campaign, which thing did you get the most info value?
Dave [0:46:40]: What did you relate to?
Dave [0:46:42]: Who did the best for you?
Dave [0:46:43]: From today's.
Dave [0:46:45]: I didn't have one in my list.
Dave [0:46:47]: I'm not gonna lie.
Dave [0:46:48]: I I no disrespect that, you know, this is...
Dave [0:46:51]: Good this...
Dave [0:46:51]: I love to see what the people want.
Dave [0:46:52]: Comics we had just cooked with the comics strip clips.
Dave [0:46:55]: Diane with the messaging triggers, Anthony with Claude code and Linkedin app Api sp, Ae starring video ads and Hayley talk about revenue driven campaign planning.
Dave [0:47:06]: Have we tallied all the votes.
Dave [0:47:08]: Okay?
Dave [0:47:08]: It's only right that the man who had the most difficulty with our tech issues right now.
Dave [0:47:13]: Our winner, the great Spencer sp rule.
Dave [0:47:17]: You rule, man.
Dave [0:47:18]: Way to go.
Dave [0:47:19]: I'm gonna make a personal dynamic I'm gonna show up your house with a big check to a a charity of of your choice.
Dave [0:47:25]: The charity of your choice cannot be title dot com.
Dave [0:47:28]: I don't know what you're into.
Dave [0:47:29]: But we'll we'll we'll figure that out later.
Dave [0:47:32]: This is an awesome job.
Dave [0:47:33]: Real quick, why do you think?
Dave [0:47:35]: Why do you think this landed?
Dave [0:47:36]: Just you're a marketer or you know this crew well.
Dave [0:47:38]: Why did your why did your thing land so well with people.
Dave [0:47:40]: What do you think?
Drew [0:47:42]: Honestly, I think a big part of it.
Drew [0:47:45]: My guess is that it was the same challenge we were dealing with is, like, constantly trying to come up with new video creative is, like, it's painful.
Drew [0:47:53]: And it's, like, a really cool ongoing solution for that that solves a lot of other problems.
Drew [0:47:59]: So, yeah.
Drew [0:48:00]: That's my guess.
Drew [0:48:01]: I don't know.
Drew [0:48:02]: I'd love to hear in the chat, though.
Dave [0:48:03]: Alright.
Dave [0:48:03]: Good Yeah.
Dave [0:48:04]: Thanks All your salespeople people.
Dave [0:48:06]: Yeah.
Dave [0:48:07]: I I...
Dave [0:48:07]: We won an award.
Dave [0:48:08]: We wanna
Drew [0:48:10]: Yeah.
Drew [0:48:10]: I know.
Drew [0:48:10]: Watch out sales teams everywhere.
Drew [0:48:12]: But...
Dave [0:48:13]: He need a name.
Dave [0:48:13]: We didn't a name name for these things.
Dave [0:48:14]: Okay.
Dave [0:48:15]: So last thing that we got.
Dave [0:48:16]: I think, I'm just checking out my...
Dave [0:48:17]: This has been an insane and insane right.
Dave [0:48:19]: So we mentioned earlier, we're gonna give the tickets away for for drive right now.
Dave [0:48:23]: And here we go.
Dave [0:48:25]: Stephanie doesn't can't wait to win my free ticket to drive and it meets.
Dave [0:48:28]: But in person, well, Stephanie, you didn't win, but you can pay with money to come to drive and and see spot also, which is awesome.
Dave [0:48:35]: The winners from our team right here.
Dave [0:48:36]: We have Em mia, me d Dalton h, and people say my name Gear hard Ge.
Dave [0:48:43]: So I I'm I'm sorry to mess up your name, but A c from Stripe.
Dave [0:48:48]: So the three of you, we're gonna reach out Allison at Exit Five.
Dave [0:48:52]: She will hit you up and she will hand deliver.
Dave [0:48:53]: Your free ticket to drive.
Dave [0:48:55]: We'll see you.
Dave [0:48:55]: So the number one thing for me with this session.
Dave [0:48:58]: This was awesome, and I wanna give a shout to to Marissa, who's a, the newest member of the Exit Five team and just like, absolutely just at home round of applause, put this thing together.
Dave [0:49:07]: I think we unlocked an awesome format.
Dave [0:49:08]: My biggest takeaway here there is, like, people want real examples.
Dave [0:49:11]: Real real people, real examples.
Dave [0:49:13]: They want that.
Dave [0:49:15]: I thought we're were gonna give swag away to.
Dave [0:49:17]: I'm getting so many message right now.
Dave [0:49:18]: This will this what we want our brand to be.
Dave [0:49:20]: I understand.
Dave [0:49:21]: You could go to claude and ask Claude all your Ai questions.
Dave [0:49:24]: The thing we're building with Exit Five is I wanna show you real examples from real people, and this was an awesome example of that.
Dave [0:49:30]: So, dan, do you have some you have some swag swag?
Dave [0:49:32]: Why am I and sage Just looked up and realize as well.
Dave [0:49:34]: I know.
Dave [0:49:35]: I don't know.
Dave [0:49:35]: We will tally.
Dave [0:49:36]: We'll go
Drew [0:49:37]: through the chat.
Drew [0:49:37]: We're gonna...
Dave [0:49:38]: I got...
Dave [0:49:38]: I got shipments ready
Drew [0:49:39]: to go.
Drew [0:49:39]: So we're sending stuff out.
Drew [0:49:40]: Everyone.
Drew [0:49:41]: Thank you for being so engaging with this this webinar.
Drew [0:49:43]: I'm we'll do it again.
Drew [0:49:44]: Yeah Awesome.
Dave [0:49:45]: I think that's it.
Dave [0:49:46]: So we did it.
Dave [0:49:47]: We got swag Thank you.
Dave [0:49:48]: We're we're like our chat.
Dave [0:49:49]: So we are we are marketer...
Dave [0:49:51]: Too.
Dave [0:49:51]: Right?
Dave [0:49:51]: I'm a marketer.
Dave [0:49:52]: That's how I started my career.
Dave [0:49:53]: We are gonna take this format and think about, like, though I think one of the most fun parts of this job in marketing.
Dave [0:49:58]: When you do something and you get feedback and reactions.
Dave [0:50:01]: Our brains are all spending right now, but like, how do we do more of this?
Dave [0:50:04]: How do we tap this so stay tuned, exitfive.com, Get on our newsletter, exitfive.com/newsletter.
Dave [0:50:10]: And then all these people you're gonna see this is a taste of what drive will be like, but in person in s, in Vermont.
Dave [0:50:15]: It's beautiful.
Dave [0:50:16]: Third year in a row.
Dave [0:50:17]: We've done this event.
Dave [0:50:18]: There's a reason that the N mps is in the eighties, which apple's n mps s like in the fifties.
Dave [0:50:22]: I don't know.
Dave [0:50:23]: And hopefully, we'll see you in September.
Dave [0:50:25]: Otherwise, we'll see you on our next session.
Dave [0:50:27]: Thank you all in the chat.
Dave [0:50:28]: This was awesome way to go everybody.
Dave [0:50:30]: I'm gonna go give a big thank you to our speakers backstage and we're we're out
Dave [0:50:34]: of here.
Dave [0:50:34]: Great up.
Dave [0:50:35]: Appreciate chuck.
Dave [0:50:36]: It's Hey.
Dave [0:50:40]: Thanks for listening to this podcast.
Dave [0:50:42]: If you like this episode.
Dave [0:50:43]: You know what?
Dave [0:50:44]: I'm not even gonna ask you to subscribe and leave a review because I don't
Dave [0:50:48]: really care about that.
Dave [0:50:49]: I have something better for you.
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