Julie Ewald from Impressa Solutions Shares Insights into Marketing Agencies on Agency Connect

More info about Impressa Solutions:

Julie Ewald from Impressa Solutions  joined us at the Agency Connect podcast.

Impressa Solutions is an inbound marketing and sales enablement agency that specializes in working with B2B folks in tech, lots of software and SaaS folks, and also consultancies.

“If I get a really bad pitch or if someone messed up their sequence to me as part of their sales process, I’ll email back, tell them what to do better, and CC their boss, or their boss’s boss. Basically anyone I can find on Linkedin. I’ll reach out and try to sell them or reply to them why they need to revamp their sales process and offer them sales training. Vendors ned to respect you but then the opportunity for the agency to bring it under control is actually quite interesting.”

Check out some of the other value bombs shared by Julie in this episode!

Thank you Julie Ewald for your candid and honest story at another Agency Connect podcast.

Learn More About Managing Subscriptions

Get your digital subscriptions and services under control to take your agency to the next level. AppBind is a subscription manager for digital agencies. THE Subscription Manager App if you will, where you can set up your clients’ software and ads without getting suck in the middle of their billing, worry about credit card processing fees, or losing sensitive credit card information.

Join Us At Cloud Software Association for Cocktails

The Cloud Software Association https://cloudsoftwareassociation.com is the network of partnership leaders building the market for SaaS and cloud software distribution.

Join us for AgencyCocktails.com at INBOUND.

Questions or Want to Be a Guest?

If you’re interested in being a guest on our show, or know of someone who would make a great guest, please let us know! Have any questions about the show or want to know more, please contact us by emailing hello@appbind.com.

#podcast #marketingagency #digitalmarketing

Subscribe to tune in for our next episodes
Listen on Apple Podcasts
Listen on Spotify Podcasts
Listen on YouTube

00:00:05.040 –> 00:00:07.190

[Music]

welcome back to another agency connect

00:00:07.190 –> 00:00:07.200

welcome back to another agency connect

00:00:07.200 –> 00:00:09.190

welcome back to another agency connect

one on one i’m senior shop president of

00:00:09.190 –> 00:00:09.200

one on one i’m senior shop president of

00:00:09.200 –> 00:00:11.190

one on one i’m senior shop president of

the cloud software association and ceo

00:00:11.190 –> 00:00:11.200

the cloud software association and ceo

00:00:11.200 –> 00:00:13.030

the cloud software association and ceo

of appbind we’re here to talk about how

00:00:13.030 –> 00:00:13.040

of appbind we’re here to talk about how

00:00:13.040 –> 00:00:14.470

of appbind we’re here to talk about how

to bring the digital under control so

00:00:14.470 –> 00:00:14.480

to bring the digital under control so

00:00:14.480 –> 00:00:16.390

to bring the digital under control so

your agency is under control i have

00:00:16.390 –> 00:00:16.400

your agency is under control i have

00:00:16.400 –> 00:00:19.830

your agency is under control i have

julie ewald of impreza solutions who is

00:00:19.830 –> 00:00:19.840

julie ewald of impreza solutions who is

00:00:19.840 –> 00:00:21.830

julie ewald of impreza solutions who is

secretly in milwaukee and not in vegas

00:00:21.830 –> 00:00:21.840

secretly in milwaukee and not in vegas

00:00:21.840 –> 00:00:22.950

secretly in milwaukee and not in vegas

and

00:00:22.950 –> 00:00:22.960

and

00:00:22.960 –> 00:00:25.349

and

and she is an amazing hubspot and

00:00:25.349 –> 00:00:25.359

and she is an amazing hubspot and

00:00:25.359 –> 00:00:27.509

and she is an amazing hubspot and

social partner and an inbound marketing

00:00:27.509 –> 00:00:27.519

social partner and an inbound marketing

00:00:27.519 –> 00:00:29.109

social partner and an inbound marketing

agency and knows a lot about how to

00:00:29.109 –> 00:00:29.119

agency and knows a lot about how to

00:00:29.119 –> 00:00:31.189

agency and knows a lot about how to

bring order to the chaos for a

00:00:31.189 –> 00:00:31.199

bring order to the chaos for a

00:00:31.199 –> 00:00:32.630

bring order to the chaos for a

customer’s marketing thank you for being

00:00:32.630 –> 00:00:32.640

customer’s marketing thank you for being

00:00:32.640 –> 00:00:34.389

customer’s marketing thank you for being

here thank you for having me tell us

00:00:34.389 –> 00:00:34.399

here thank you for having me tell us

00:00:34.399 –> 00:00:36.630

here thank you for having me tell us

first tell us more about uh impreza and

00:00:36.630 –> 00:00:36.640

first tell us more about uh impreza and

00:00:36.640 –> 00:00:37.990

first tell us more about uh impreza and

what you guys do and who your clients

00:00:37.990 –> 00:00:38.000

what you guys do and who your clients

00:00:38.000 –> 00:00:40.470

what you guys do and who your clients

are sure yeah so uh impressive solutions

00:00:40.470 –> 00:00:40.480

are sure yeah so uh impressive solutions

00:00:40.480 –> 00:00:43.190

are sure yeah so uh impressive solutions

uh we are an inbound marketing and sales

00:00:43.190 –> 00:00:43.200

uh we are an inbound marketing and sales

00:00:43.200 –> 00:00:45.830

uh we are an inbound marketing and sales

enablement agency uh that specializes in

00:00:45.830 –> 00:00:45.840

enablement agency uh that specializes in

00:00:45.840 –> 00:00:48.869

enablement agency uh that specializes in

working with b2b folks in tech lots of

00:00:48.869 –> 00:00:48.879

working with b2b folks in tech lots of

00:00:48.879 –> 00:00:51.029

working with b2b folks in tech lots of

software and sas folks and also

00:00:51.029 –> 00:00:51.039

software and sas folks and also

00:00:51.039 –> 00:00:53.189

software and sas folks and also

consultancies so that’s often a lot of

00:00:53.189 –> 00:00:53.199

consultancies so that’s often a lot of

00:00:53.199 –> 00:00:54.709

consultancies so that’s often a lot of

other marketers or marketing adjacent

00:00:54.709 –> 00:00:54.719

other marketers or marketing adjacent

00:00:54.719 –> 00:00:57.430

other marketers or marketing adjacent

folks and uh well other consultants who

00:00:57.430 –> 00:00:57.440

folks and uh well other consultants who

00:00:57.440 –> 00:00:58.630

folks and uh well other consultants who

work with a lot of folks in it and

00:00:58.630 –> 00:00:58.640

work with a lot of folks in it and

00:00:58.640 –> 00:01:00.950

work with a lot of folks in it and

manage services and cyber security and

00:01:00.950 –> 00:01:00.960

manage services and cyber security and

00:01:00.960 –> 00:01:03.110

manage services and cyber security and

all that kind of good stuff nothing like

00:01:03.110 –> 00:01:03.120

all that kind of good stuff nothing like

00:01:03.120 –> 00:01:04.390

all that kind of good stuff nothing like

writing doing inbound marketing for

00:01:04.390 –> 00:01:04.400

writing doing inbound marketing for

00:01:04.400 –> 00:01:06.469

writing doing inbound marketing for

cyber security that’s my favorite

00:01:06.469 –> 00:01:06.479

cyber security that’s my favorite

00:01:06.479 –> 00:01:08.789

cyber security that’s my favorite

keywords

00:01:08.789 –> 00:01:08.799

keywords

00:01:08.799 –> 00:01:10.789

keywords

so the issue at hand that we’re trying

00:01:10.789 –> 00:01:10.799

so the issue at hand that we’re trying

00:01:10.799 –> 00:01:12.950

so the issue at hand that we’re trying

to get to is let’s face it like we’re

00:01:12.950 –> 00:01:12.960

to get to is let’s face it like we’re

00:01:12.960 –> 00:01:14.630

to get to is let’s face it like we’re

all digital plumbers like the clients

00:01:14.630 –> 00:01:14.640

all digital plumbers like the clients

00:01:14.640 –> 00:01:15.910

all digital plumbers like the clients

they have a leaky funnel and they want

00:01:15.910 –> 00:01:15.920

they have a leaky funnel and they want

00:01:15.920 –> 00:01:18.230

they have a leaky funnel and they want

you to fix their leaky funnel right but

00:01:18.230 –> 00:01:18.240

you to fix their leaky funnel right but

00:01:18.240 –> 00:01:19.830

you to fix their leaky funnel right but

an actual plumber would never make you

00:01:19.830 –> 00:01:19.840

an actual plumber would never make you

00:01:19.840 –> 00:01:22.149

an actual plumber would never make you

you know go and deal with all your pipes

00:01:22.149 –> 00:01:22.159

you know go and deal with all your pipes

00:01:22.159 –> 00:01:24.149

you know go and deal with all your pipes

vendors like pipes sump pumps check

00:01:24.149 –> 00:01:24.159

vendors like pipes sump pumps check

00:01:24.159 –> 00:01:26.070

vendors like pipes sump pumps check

valves whatever that’s your job as a

00:01:26.070 –> 00:01:26.080

valves whatever that’s your job as a

00:01:26.080 –> 00:01:28.310

valves whatever that’s your job as a

digital agency but you’re selling time

00:01:28.310 –> 00:01:28.320

digital agency but you’re selling time

00:01:28.320 –> 00:01:31.109

digital agency but you’re selling time

for money uh and that could also be

00:01:31.109 –> 00:01:31.119

for money uh and that could also be

00:01:31.119 –> 00:01:32.870

for money uh and that could also be

risky so the question is how do you

00:01:32.870 –> 00:01:32.880

risky so the question is how do you

00:01:32.880 –> 00:01:34.149

risky so the question is how do you

bring that digital under control for the

00:01:34.149 –> 00:01:34.159

bring that digital under control for the

00:01:34.159 –> 00:01:36.390

bring that digital under control for the

client and then then for yourselves and

00:01:36.390 –> 00:01:36.400

client and then then for yourselves and

00:01:36.400 –> 00:01:38.469

client and then then for yourselves and

all these software companies uh as

00:01:38.469 –> 00:01:38.479

all these software companies uh as

00:01:38.479 –> 00:01:41.109

all these software companies uh as

lovely cloying as they are can be a

00:01:41.109 –> 00:01:41.119

lovely cloying as they are can be a

00:01:41.119 –> 00:01:43.590

lovely cloying as they are can be a

handful as well so how do we manage them

00:01:43.590 –> 00:01:43.600

handful as well so how do we manage them

00:01:43.600 –> 00:01:46.389

handful as well so how do we manage them

so tell me a little bit more about you

00:01:46.389 –> 00:01:46.399

so tell me a little bit more about you

00:01:46.399 –> 00:01:47.590

so tell me a little bit more about you

know from the client’s point of view

00:01:47.590 –> 00:01:47.600

know from the client’s point of view

00:01:47.600 –> 00:01:49.190

know from the client’s point of view

when they come to you what is like their

00:01:49.190 –> 00:01:49.200

when they come to you what is like their

00:01:49.200 –> 00:01:50.550

when they come to you what is like their

anxiety why are they freaking out and

00:01:50.550 –> 00:01:50.560

anxiety why are they freaking out and

00:01:50.560 –> 00:01:52.550

anxiety why are they freaking out and

hiring you what do they need

00:01:52.550 –> 00:01:52.560

hiring you what do they need

00:01:52.560 –> 00:01:54.069

hiring you what do they need

so a lot of times we’re working with

00:01:54.069 –> 00:01:54.079

so a lot of times we’re working with

00:01:54.079 –> 00:01:56.069

so a lot of times we’re working with

folks because they’re you know almost

00:01:56.069 –> 00:01:56.079

folks because they’re you know almost

00:01:56.079 –> 00:01:57.270

folks because they’re you know almost

exclusively

00:01:57.270 –> 00:01:57.280

exclusively

00:01:57.280 –> 00:01:59.670

exclusively

folks that are using hubspot and usually

00:01:59.670 –> 00:01:59.680

folks that are using hubspot and usually

00:01:59.680 –> 00:02:01.350

folks that are using hubspot and usually

a couple of things have happened but one

00:02:01.350 –> 00:02:01.360

a couple of things have happened but one

00:02:01.360 –> 00:02:03.830

a couple of things have happened but one

they’ve been using hubspot forever the

00:02:03.830 –> 00:02:03.840

they’ve been using hubspot forever the

00:02:03.840 –> 00:02:05.590

they’ve been using hubspot forever the

pro the product the platform has evolved

00:02:05.590 –> 00:02:05.600

pro the product the platform has evolved

00:02:05.600 –> 00:02:07.590

pro the product the platform has evolved

over time and what they originally have

00:02:07.590 –> 00:02:07.600

over time and what they originally have

00:02:07.600 –> 00:02:08.550

over time and what they originally have

set up

00:02:08.550 –> 00:02:08.560

set up

00:02:08.560 –> 00:02:10.150

set up

completely just does not make sense

00:02:10.150 –> 00:02:10.160

completely just does not make sense

00:02:10.160 –> 00:02:11.430

completely just does not make sense

anymore for the feature set and what

00:02:11.430 –> 00:02:11.440

anymore for the feature set and what

00:02:11.440 –> 00:02:13.030

anymore for the feature set and what

they’re trying to accomplish

00:02:13.030 –> 00:02:13.040

they’re trying to accomplish

00:02:13.040 –> 00:02:13.910

they’re trying to accomplish

or

00:02:13.910 –> 00:02:13.920

or

00:02:13.920 –> 00:02:15.910

or

they’ve set up hubspot they kind of

00:02:15.910 –> 00:02:15.920

they’ve set up hubspot they kind of

00:02:15.920 –> 00:02:19.190

they’ve set up hubspot they kind of

diyed it but it’s not actually set up in

00:02:19.190 –> 00:02:19.200

diyed it but it’s not actually set up in

00:02:19.200 –> 00:02:21.670

diyed it but it’s not actually set up in

any way shape or form to be relevant to

00:02:21.670 –> 00:02:21.680

any way shape or form to be relevant to

00:02:21.680 –> 00:02:23.589

any way shape or form to be relevant to

their actual use case and what the heck

00:02:23.589 –> 00:02:23.599

their actual use case and what the heck

00:02:23.599 –> 00:02:25.510

their actual use case and what the heck

their business actually does and it’s

00:02:25.510 –> 00:02:25.520

their business actually does and it’s

00:02:25.520 –> 00:02:27.350

their business actually does and it’s

just a hot mess they’re not able to get

00:02:27.350 –> 00:02:27.360

just a hot mess they’re not able to get

00:02:27.360 –> 00:02:28.869

just a hot mess they’re not able to get

clarity around reporting they’re not

00:02:28.869 –> 00:02:28.879

clarity around reporting they’re not

00:02:28.879 –> 00:02:30.869

clarity around reporting they’re not

able to keep track of their their

00:02:30.869 –> 00:02:30.879

able to keep track of their their

00:02:30.879 –> 00:02:33.509

able to keep track of their their

campaigns they’re not really they know

00:02:33.509 –> 00:02:33.519

campaigns they’re not really they know

00:02:33.519 –> 00:02:35.589

campaigns they’re not really they know

they’re not doing stuff right they might

00:02:35.589 –> 00:02:35.599

they’re not doing stuff right they might

00:02:35.599 –> 00:02:37.430

they’re not doing stuff right they might

not be able to put their finger on it

00:02:37.430 –> 00:02:37.440

not be able to put their finger on it

00:02:37.440 –> 00:02:39.270

not be able to put their finger on it

and and they want to get that sorted

00:02:39.270 –> 00:02:39.280

and and they want to get that sorted

00:02:39.280 –> 00:02:40.630

and and they want to get that sorted

those are kind of two of the big

00:02:40.630 –> 00:02:40.640

those are kind of two of the big

00:02:40.640 –> 00:02:42.790

those are kind of two of the big

problems or they realize that it’s time

00:02:42.790 –> 00:02:42.800

problems or they realize that it’s time

00:02:42.800 –> 00:02:43.830

problems or they realize that it’s time

for them to make a change and they want

00:02:43.830 –> 00:02:43.840

for them to make a change and they want

00:02:43.840 –> 00:02:46.470

for them to make a change and they want

to get started using hubspot and they

00:02:46.470 –> 00:02:46.480

to get started using hubspot and they

00:02:46.480 –> 00:02:48.070

to get started using hubspot and they

have the clarity of mind to say you know

00:02:48.070 –> 00:02:48.080

have the clarity of mind to say you know

00:02:48.080 –> 00:02:50.229

have the clarity of mind to say you know

what let’s take a time out and let’s

00:02:50.229 –> 00:02:50.239

what let’s take a time out and let’s

00:02:50.239 –> 00:02:53.190

what let’s take a time out and let’s

start let’s do this the right way from

00:02:53.190 –> 00:02:53.200

start let’s do this the right way from

00:02:53.200 –> 00:02:55.270

start let’s do this the right way from

day one and uh we’re working with them

00:02:55.270 –> 00:02:55.280

day one and uh we’re working with them

00:02:55.280 –> 00:02:57.430

day one and uh we’re working with them

to get that set up and then uh continue

00:02:57.430 –> 00:02:57.440

to get that set up and then uh continue

00:02:57.440 –> 00:02:58.550

to get that set up and then uh continue

to support them

00:02:58.550 –> 00:02:58.560

to support them

00:02:58.560 –> 00:03:01.509

to support them

and then so is it you’re also a social

00:03:01.509 –> 00:03:01.519

and then so is it you’re also a social

00:03:01.519 –> 00:03:03.670

and then so is it you’re also a social

uh partner for i guess social media like

00:03:03.670 –> 00:03:03.680

uh partner for i guess social media like

00:03:03.680 –> 00:03:05.670

uh partner for i guess social media like

what what is the stack that you usually

00:03:05.670 –> 00:03:05.680

what what is the stack that you usually

00:03:05.680 –> 00:03:07.030

what what is the stack that you usually

are managing

00:03:07.030 –> 00:03:07.040

are managing

00:03:07.040 –> 00:03:09.270

are managing

really it’s very heavily in hubspot so

00:03:09.270 –> 00:03:09.280

really it’s very heavily in hubspot so

00:03:09.280 –> 00:03:11.350

really it’s very heavily in hubspot so

while um sprout social was something

00:03:11.350 –> 00:03:11.360

while um sprout social was something

00:03:11.360 –> 00:03:13.589

while um sprout social was something

that we had leaned into heavily a lot of

00:03:13.589 –> 00:03:13.599

that we had leaned into heavily a lot of

00:03:13.599 –> 00:03:15.990

that we had leaned into heavily a lot of

our part like to be very uh frank we’ve

00:03:15.990 –> 00:03:16.000

our part like to be very uh frank we’ve

00:03:16.000 –> 00:03:18.070

our part like to be very uh frank we’ve

kind of moved to more to more holistic

00:03:18.070 –> 00:03:18.080

kind of moved to more to more holistic

00:03:18.080 –> 00:03:20.149

kind of moved to more to more holistic

projects that aren’t just very social

00:03:20.149 –> 00:03:20.159

projects that aren’t just very social

00:03:20.159 –> 00:03:22.229

projects that aren’t just very social

heavy so we don’t really got much going

00:03:22.229 –> 00:03:22.239

heavy so we don’t really got much going

00:03:22.239 –> 00:03:23.509

heavy so we don’t really got much going

on there so that’s something that we’ve

00:03:23.509 –> 00:03:23.519

on there so that’s something that we’ve

00:03:23.519 –> 00:03:25.670

on there so that’s something that we’ve

kind of put to the wayside a bit so

00:03:25.670 –> 00:03:25.680

kind of put to the wayside a bit so

00:03:25.680 –> 00:03:27.750

kind of put to the wayside a bit so

really our focus is heavily uh with

00:03:27.750 –> 00:03:27.760

really our focus is heavily uh with

00:03:27.760 –> 00:03:29.990

really our focus is heavily uh with

hubspot and then you know kind of

00:03:29.990 –> 00:03:30.000

hubspot and then you know kind of

00:03:30.000 –> 00:03:31.270

hubspot and then you know kind of

looking at some complementary

00:03:31.270 –> 00:03:31.280

looking at some complementary

00:03:31.280 –> 00:03:33.270

looking at some complementary

technologies so we also are big fans of

00:03:33.270 –> 00:03:33.280

technologies so we also are big fans of

00:03:33.280 –> 00:03:35.990

technologies so we also are big fans of

data box we like to implement data box

00:03:35.990 –> 00:03:36.000

data box we like to implement data box

00:03:36.000 –> 00:03:37.670

data box we like to implement data box

as another layer of reporting for most

00:03:37.670 –> 00:03:37.680

as another layer of reporting for most

00:03:37.680 –> 00:03:39.110

as another layer of reporting for most

of the folks we work with we also might

00:03:39.110 –> 00:03:39.120

of the folks we work with we also might

00:03:39.120 –> 00:03:42.470

of the folks we work with we also might

be using some complementary sales tools

00:03:42.470 –> 00:03:42.480

be using some complementary sales tools

00:03:42.480 –> 00:03:43.910

be using some complementary sales tools

with that sales enablement piece so

00:03:43.910 –> 00:03:43.920

with that sales enablement piece so

00:03:43.920 –> 00:03:45.509

with that sales enablement piece so

that’s you know getting them you know

00:03:45.509 –> 00:03:45.519

that’s you know getting them you know

00:03:45.519 –> 00:03:47.190

that’s you know getting them you know

getting things in from apollo and zoom

00:03:47.190 –> 00:03:47.200

getting things in from apollo and zoom

00:03:47.200 –> 00:03:49.830

getting things in from apollo and zoom

info and things like that uh moved in

00:03:49.830 –> 00:03:49.840

info and things like that uh moved in

00:03:49.840 –> 00:03:52.149

info and things like that uh moved in

there might be some in terms of overall

00:03:52.149 –> 00:03:52.159

there might be some in terms of overall

00:03:52.159 –> 00:03:54.789

there might be some in terms of overall

uh conversions and track lead tracking

00:03:54.789 –> 00:03:54.799

uh conversions and track lead tracking

00:03:54.799 –> 00:03:56.789

uh conversions and track lead tracking

so we might be looking at with

00:03:56.789 –> 00:03:56.799

so we might be looking at with

00:03:56.799 –> 00:03:59.190

so we might be looking at with

like call rail or air call

00:03:59.190 –> 00:03:59.200

like call rail or air call

00:03:59.200 –> 00:04:00.710

like call rail or air call

adding different layers there for some

00:04:00.710 –> 00:04:00.720

adding different layers there for some

00:04:00.720 –> 00:04:02.789

adding different layers there for some

outbound messaging looking at different

00:04:02.789 –> 00:04:02.799

outbound messaging looking at different

00:04:02.799 –> 00:04:05.030

outbound messaging looking at different

sms partners and things like that

00:04:05.030 –> 00:04:05.040

sms partners and things like that

00:04:05.040 –> 00:04:07.190

sms partners and things like that

but for really the vast majority of what

00:04:07.190 –> 00:04:07.200

but for really the vast majority of what

00:04:07.200 –> 00:04:09.429

but for really the vast majority of what

we do kind of hubspot is is that center

00:04:09.429 –> 00:04:09.439

we do kind of hubspot is is that center

00:04:09.439 –> 00:04:11.350

we do kind of hubspot is is that center

piece for the folks we work with are

00:04:11.350 –> 00:04:11.360

piece for the folks we work with are

00:04:11.360 –> 00:04:13.509

piece for the folks we work with are

most of your clients coming in from

00:04:13.509 –> 00:04:13.519

most of your clients coming in from

00:04:13.519 –> 00:04:15.589

most of your clients coming in from

hubspot are you outbound like i actually

00:04:15.589 –> 00:04:15.599

hubspot are you outbound like i actually

00:04:15.599 –> 00:04:17.430

hubspot are you outbound like i actually

found this actually very indicative of

00:04:17.430 –> 00:04:17.440

found this actually very indicative of

00:04:17.440 –> 00:04:19.189

found this actually very indicative of

the different kinds of agencies some

00:04:19.189 –> 00:04:19.199

the different kinds of agencies some

00:04:19.199 –> 00:04:20.310

the different kinds of agencies some

people

00:04:20.310 –> 00:04:20.320

people

00:04:20.320 –> 00:04:21.270

people

you know if you’re an elite partner i

00:04:21.270 –> 00:04:21.280

you know if you’re an elite partner i

00:04:21.280 –> 00:04:23.510

you know if you’re an elite partner i

was talking to six and flow a lot of

00:04:23.510 –> 00:04:23.520

was talking to six and flow a lot of

00:04:23.520 –> 00:04:24.870

was talking to six and flow a lot of

their clients just come from hubspot

00:04:24.870 –> 00:04:24.880

their clients just come from hubspot

00:04:24.880 –> 00:04:25.909

their clients just come from hubspot

because they’ve reached they build that

00:04:25.909 –> 00:04:25.919

because they’ve reached they build that

00:04:25.919 –> 00:04:28.150

because they’ve reached they build that

relationship some people are like in the

00:04:28.150 –> 00:04:28.160

relationship some people are like in the

00:04:28.160 –> 00:04:29.909

relationship some people are like in the

middle and then some people are building

00:04:29.909 –> 00:04:29.919

middle and then some people are building

00:04:29.919 –> 00:04:31.350

middle and then some people are building

themselves at where are you on the

00:04:31.350 –> 00:04:31.360

themselves at where are you on the

00:04:31.360 –> 00:04:33.990

themselves at where are you on the

journey of clients coming from hubspot

00:04:33.990 –> 00:04:34.000

journey of clients coming from hubspot

00:04:34.000 –> 00:04:35.749

journey of clients coming from hubspot

versus you acquiring them on your own

00:04:35.749 –> 00:04:35.759

versus you acquiring them on your own

00:04:35.759 –> 00:04:37.909

versus you acquiring them on your own

it’s a mix so we get some folks that are

00:04:37.909 –> 00:04:37.919

it’s a mix so we get some folks that are

00:04:37.919 –> 00:04:39.990

it’s a mix so we get some folks that are

coming from hubspot you know directly

00:04:39.990 –> 00:04:40.000

coming from hubspot you know directly

00:04:40.000 –> 00:04:42.230

coming from hubspot you know directly

from uh referrals that’s that’s actually

00:04:42.230 –> 00:04:42.240

from uh referrals that’s that’s actually

00:04:42.240 –> 00:04:45.270

from uh referrals that’s that’s actually

a relatively small small percentage uh

00:04:45.270 –> 00:04:45.280

a relatively small small percentage uh

00:04:45.280 –> 00:04:46.790

a relatively small small percentage uh

we’re only we’re only a lowly gold

00:04:46.790 –> 00:04:46.800

we’re only we’re only a lowly gold

00:04:46.800 –> 00:04:48.310

we’re only we’re only a lowly gold

partner so you know we’re not we’re not

00:04:48.310 –> 00:04:48.320

partner so you know we’re not we’re not

00:04:48.320 –> 00:04:49.990

partner so you know we’re not we’re not

a big fish but we get folks that

00:04:49.990 –> 00:04:50.000

a big fish but we get folks that

00:04:50.000 –> 00:04:52.230

a big fish but we get folks that

generally speaking that are very well

00:04:52.230 –> 00:04:52.240

generally speaking that are very well

00:04:52.240 –> 00:04:55.510

generally speaking that are very well

suited to what we do um so that’s that’s

00:04:55.510 –> 00:04:55.520

suited to what we do um so that’s that’s

00:04:55.520 –> 00:04:57.189

suited to what we do um so that’s that’s

very helpful additionally we get some

00:04:57.189 –> 00:04:57.199

very helpful additionally we get some

00:04:57.199 –> 00:04:58.310

very helpful additionally we get some

folks that are coming from like the

00:04:58.310 –> 00:04:58.320

folks that are coming from like the

00:04:58.320 –> 00:04:59.670

folks that are coming from like the

partner directory and some hubspot

00:04:59.670 –> 00:04:59.680

partner directory and some hubspot

00:04:59.680 –> 00:05:01.350

partner directory and some hubspot

associated things that we’ve done in the

00:05:01.350 –> 00:05:01.360

associated things that we’ve done in the

00:05:01.360 –> 00:05:03.189

associated things that we’ve done in the

past and some some opportunities we’ve

00:05:03.189 –> 00:05:03.199

past and some some opportunities we’ve

00:05:03.199 –> 00:05:04.950

past and some some opportunities we’ve

we’ve had with them we also get a lot of

00:05:04.950 –> 00:05:04.960

we’ve had with them we also get a lot of

00:05:04.960 –> 00:05:07.110

we’ve had with them we also get a lot of

referrals though uh and people coming in

00:05:07.110 –> 00:05:07.120

referrals though uh and people coming in

00:05:07.120 –> 00:05:09.270

referrals though uh and people coming in

from some other sources just based on

00:05:09.270 –> 00:05:09.280

from some other sources just based on

00:05:09.280 –> 00:05:10.870

from some other sources just based on

where we’ve we’ve been out and about and

00:05:10.870 –> 00:05:10.880

where we’ve we’ve been out and about and

00:05:10.880 –> 00:05:12.790

where we’ve we’ve been out and about and

expressing some hubspot expertise so

00:05:12.790 –> 00:05:12.800

expressing some hubspot expertise so

00:05:12.800 –> 00:05:14.469

expressing some hubspot expertise so

that’s also really pleasant but pretty

00:05:14.469 –> 00:05:14.479

that’s also really pleasant but pretty

00:05:14.479 –> 00:05:16.390

that’s also really pleasant but pretty

much everyone that is showing up on our

00:05:16.390 –> 00:05:16.400

much everyone that is showing up on our

00:05:16.400 –> 00:05:18.150

much everyone that is showing up on our

door they’re all showing up because they

00:05:18.150 –> 00:05:18.160

door they’re all showing up because they

00:05:18.160 –> 00:05:19.990

door they’re all showing up because they

need hubspot help you know they’re in

00:05:19.990 –> 00:05:20.000

need hubspot help you know they’re in

00:05:20.000 –> 00:05:21.990

need hubspot help you know they’re in

software sas or consultancy or another

00:05:21.990 –> 00:05:22.000

software sas or consultancy or another

00:05:22.000 –> 00:05:23.990

software sas or consultancy or another

agency that are like holy crap y’all are

00:05:23.990 –> 00:05:24.000

agency that are like holy crap y’all are

00:05:24.000 –> 00:05:26.390

agency that are like holy crap y’all are

the people yeah i mean that’s the thing

00:05:26.390 –> 00:05:26.400

the people yeah i mean that’s the thing

00:05:26.400 –> 00:05:27.909

the people yeah i mean that’s the thing

you know you may or may not be at the

00:05:27.909 –> 00:05:27.919

you know you may or may not be at the

00:05:27.919 –> 00:05:29.510

you know you may or may not be at the

point where you know they’re just

00:05:29.510 –> 00:05:29.520

point where you know they’re just

00:05:29.520 –> 00:05:30.550

point where you know they’re just

dropping

00:05:30.550 –> 00:05:30.560

dropping

00:05:30.560 –> 00:05:32.310

dropping

everything on you but as a gold partner

00:05:32.310 –> 00:05:32.320

everything on you but as a gold partner

00:05:32.320 –> 00:05:33.990

everything on you but as a gold partner

you know it’s quite useful because now

00:05:33.990 –> 00:05:34.000

you know it’s quite useful because now

00:05:34.000 –> 00:05:35.909

you know it’s quite useful because now

you’ve become

00:05:35.909 –> 00:05:35.919

you’ve become

00:05:35.919 –> 00:05:37.670

you’ve become

clients there’s a huge number of clients

00:05:37.670 –> 00:05:37.680

clients there’s a huge number of clients

00:05:37.680 –> 00:05:39.590

clients there’s a huge number of clients

in that ecosystem and they’re you know

00:05:39.590 –> 00:05:39.600

in that ecosystem and they’re you know

00:05:39.600 –> 00:05:40.870

in that ecosystem and they’re you know

and that’s the kind of interesting thing

00:05:40.870 –> 00:05:40.880

and that’s the kind of interesting thing

00:05:40.880 –> 00:05:43.029

and that’s the kind of interesting thing

about tying your agency to a platform a

00:05:43.029 –> 00:05:43.039

about tying your agency to a platform a

00:05:43.039 –> 00:05:44.870

about tying your agency to a platform a

new piece of something like hubspot

00:05:44.870 –> 00:05:44.880

new piece of something like hubspot

00:05:44.880 –> 00:05:46.469

new piece of something like hubspot

they’ve done a really good job for

00:05:46.469 –> 00:05:46.479

they’ve done a really good job for

00:05:46.479 –> 00:05:48.550

they’ve done a really good job for

agencies right like on that note you

00:05:48.550 –> 00:05:48.560

agencies right like on that note you

00:05:48.560 –> 00:05:49.749

agencies right like on that note you

know i like to ask those questions

00:05:49.749 –> 00:05:49.759

know i like to ask those questions

00:05:49.759 –> 00:05:51.590

know i like to ask those questions

what’s your best experience managing

00:05:51.590 –> 00:05:51.600

what’s your best experience managing

00:05:51.600 –> 00:05:53.110

what’s your best experience managing

digital i think you had actually even

00:05:53.110 –> 00:05:53.120

digital i think you had actually even

00:05:53.120 –> 00:05:54.710

digital i think you had actually even

better story of the worst experience

00:05:54.710 –> 00:05:54.720

better story of the worst experience

00:05:54.720 –> 00:05:56.070

better story of the worst experience

you’re talking about a client who had a

00:05:56.070 –> 00:05:56.080

you’re talking about a client who had a

00:05:56.080 –> 00:05:59.029

you’re talking about a client who had a

chaotic install i’m curious about first

00:05:59.029 –> 00:05:59.039

chaotic install i’m curious about first

00:05:59.039 –> 00:06:00.550

chaotic install i’m curious about first

it seemed like a typical client for you

00:06:00.550 –> 00:06:00.560

it seemed like a typical client for you

00:06:00.560 –> 00:06:02.070

it seemed like a typical client for you

like tell me more about them but like

00:06:02.070 –> 00:06:02.080

like tell me more about them but like

00:06:02.080 –> 00:06:03.590

like tell me more about them but like

also what you would have done better and

00:06:03.590 –> 00:06:03.600

also what you would have done better and

00:06:03.600 –> 00:06:04.950

also what you would have done better and

like how would how did you or how do you

00:06:04.950 –> 00:06:04.960

like how would how did you or how do you

00:06:04.960 –> 00:06:06.870

like how would how did you or how do you

organize your agency to bring order to

00:06:06.870 –> 00:06:06.880

organize your agency to bring order to

00:06:06.880 –> 00:06:08.230

organize your agency to bring order to

hubspot installs because you must have

00:06:08.230 –> 00:06:08.240

hubspot installs because you must have

00:06:08.240 –> 00:06:10.469

hubspot installs because you must have

sops by now so i mean generally speaking

00:06:10.469 –> 00:06:10.479

sops by now so i mean generally speaking

00:06:10.479 –> 00:06:11.990

sops by now so i mean generally speaking

when we go into like these engagements

00:06:11.990 –> 00:06:12.000

when we go into like these engagements

00:06:12.000 –> 00:06:13.590

when we go into like these engagements

we always start with an audit because we

00:06:13.590 –> 00:06:13.600

we always start with an audit because we

00:06:13.600 –> 00:06:14.710

we always start with an audit because we

really want to make sure that we have a

00:06:14.710 –> 00:06:14.720

really want to make sure that we have a

00:06:14.720 –> 00:06:16.469

really want to make sure that we have a

good idea of what’s going on sometimes

00:06:16.469 –> 00:06:16.479

good idea of what’s going on sometimes

00:06:16.479 –> 00:06:17.590

good idea of what’s going on sometimes

this is something of course that even

00:06:17.590 –> 00:06:17.600

this is something of course that even

00:06:17.600 –> 00:06:19.110

this is something of course that even

has to happen in scoping for folks that

00:06:19.110 –> 00:06:19.120

has to happen in scoping for folks that

00:06:19.120 –> 00:06:20.950

has to happen in scoping for folks that

have had a legacy portal and they’ve

00:06:20.950 –> 00:06:20.960

have had a legacy portal and they’ve

00:06:20.960 –> 00:06:22.629

have had a legacy portal and they’ve

been in there for a while and it’s you

00:06:22.629 –> 00:06:22.639

been in there for a while and it’s you

00:06:22.639 –> 00:06:23.909

been in there for a while and it’s you

know it’s we know it’s going to be the

00:06:23.909 –> 00:06:23.919

know it’s we know it’s going to be the

00:06:23.919 –> 00:06:26.629

know it’s we know it’s going to be the

wild west once we show up there but you

00:06:26.629 –> 00:06:26.639

wild west once we show up there but you

00:06:26.639 –> 00:06:27.670

wild west once we show up there but you

know generally speaking it’s all

00:06:27.670 –> 00:06:27.680

know generally speaking it’s all

00:06:27.680 –> 00:06:29.430

know generally speaking it’s all

starting out with with this audit to see

00:06:29.430 –> 00:06:29.440

starting out with with this audit to see

00:06:29.440 –> 00:06:31.350

starting out with with this audit to see

if things are in line with what we

00:06:31.350 –> 00:06:31.360

if things are in line with what we

00:06:31.360 –> 00:06:33.510

if things are in line with what we

suspect would should be going on and

00:06:33.510 –> 00:06:33.520

suspect would should be going on and

00:06:33.520 –> 00:06:35.350

suspect would should be going on and

also if the story that the data is

00:06:35.350 –> 00:06:35.360

also if the story that the data is

00:06:35.360 –> 00:06:36.710

also if the story that the data is

telling and the story that the setup is

00:06:36.710 –> 00:06:36.720

telling and the story that the setup is

00:06:36.720 –> 00:06:38.790

telling and the story that the setup is

telling shows that there is you know any

00:06:38.790 –> 00:06:38.800

telling shows that there is you know any

00:06:38.800 –> 00:06:40.950

telling shows that there is you know any

kind of order or sub processes or if it

00:06:40.950 –> 00:06:40.960

kind of order or sub processes or if it

00:06:40.960 –> 00:06:43.350

kind of order or sub processes or if it

matches anything we would expect at all

00:06:43.350 –> 00:06:43.360

matches anything we would expect at all

00:06:43.360 –> 00:06:45.430

matches anything we would expect at all

for that kind of kind of business

00:06:45.430 –> 00:06:45.440

for that kind of kind of business

00:06:45.440 –> 00:06:47.189

for that kind of kind of business

so you know as we go through this

00:06:47.189 –> 00:06:47.199

so you know as we go through this

00:06:47.199 –> 00:06:48.790

so you know as we go through this

starting out with these audits but then

00:06:48.790 –> 00:06:48.800

starting out with these audits but then

00:06:48.800 –> 00:06:51.110

starting out with these audits but then

um learning about their actual processes

00:06:51.110 –> 00:06:51.120

um learning about their actual processes

00:06:51.120 –> 00:06:52.870

um learning about their actual processes

and how they actually do things uh what

00:06:52.870 –> 00:06:52.880

and how they actually do things uh what

00:06:52.880 –> 00:06:54.230

and how they actually do things uh what

things are their prior you know what are

00:06:54.230 –> 00:06:54.240

things are their prior you know what are

00:06:54.240 –> 00:06:55.589

things are their prior you know what are

their priorities what is the kind of

00:06:55.589 –> 00:06:55.599

their priorities what is the kind of

00:06:55.599 –> 00:06:57.510

their priorities what is the kind of

information that they need uh what would

00:06:57.510 –> 00:06:57.520

information that they need uh what would

00:06:57.520 –> 00:06:59.589

information that they need uh what would

be valuable data points where where

00:06:59.589 –> 00:06:59.599

be valuable data points where where

00:06:59.599 –> 00:07:01.029

be valuable data points where where

they’re missing out where those where we

00:07:01.029 –> 00:07:01.039

they’re missing out where those where we

00:07:01.039 –> 00:07:03.029

they’re missing out where those where we

see opportunities as well and then kind

00:07:03.029 –> 00:07:03.039

see opportunities as well and then kind

00:07:03.039 –> 00:07:04.550

see opportunities as well and then kind

of building out and mapping all of these

00:07:04.550 –> 00:07:04.560

of building out and mapping all of these

00:07:04.560 –> 00:07:06.710

of building out and mapping all of these

processes so that we’re then able to set

00:07:06.710 –> 00:07:06.720

processes so that we’re then able to set

00:07:06.720 –> 00:07:08.629

processes so that we’re then able to set

up their portal and you know the

00:07:08.629 –> 00:07:08.639

up their portal and you know the

00:07:08.639 –> 00:07:11.270

up their portal and you know the

associated pieces appropriately

00:07:11.270 –> 00:07:11.280

associated pieces appropriately

00:07:11.280 –> 00:07:12.710

associated pieces appropriately

for for what the heck they need to have

00:07:12.710 –> 00:07:12.720

for for what the heck they need to have

00:07:12.720 –> 00:07:15.430

for for what the heck they need to have

going on so that’s kind of you know

00:07:15.430 –> 00:07:15.440

going on so that’s kind of you know

00:07:15.440 –> 00:07:16.870

going on so that’s kind of you know

as an agency to do that because you know

00:07:16.870 –> 00:07:16.880

as an agency to do that because you know

00:07:16.880 –> 00:07:18.550

as an agency to do that because you know

these are like it’s a lot of work so

00:07:18.550 –> 00:07:18.560

these are like it’s a lot of work so

00:07:18.560 –> 00:07:19.749

these are like it’s a lot of work so

have you like

00:07:19.749 –> 00:07:19.759

have you like

00:07:19.759 –> 00:07:21.350

have you like

do you have a standard process or you

00:07:21.350 –> 00:07:21.360

do you have a standard process or you

00:07:21.360 –> 00:07:22.870

do you have a standard process or you

just have experts like what are you how

00:07:22.870 –> 00:07:22.880

just have experts like what are you how

00:07:22.880 –> 00:07:23.749

just have experts like what are you how

do you

00:07:23.749 –> 00:07:23.759

do you

00:07:23.759 –> 00:07:25.749

do you

manage this we have yeah so we have a

00:07:25.749 –> 00:07:25.759

manage this we have yeah so we have a

00:07:25.759 –> 00:07:27.990

manage this we have yeah so we have a

standard process so uh one of in in our

00:07:27.990 –> 00:07:28.000

standard process so uh one of in in our

00:07:28.000 –> 00:07:30.309

standard process so uh one of in in our

tech stack um we leverage asana so we

00:07:30.309 –> 00:07:30.319

tech stack um we leverage asana so we

00:07:30.319 –> 00:07:31.830

tech stack um we leverage asana so we

have kind of set up a

00:07:31.830 –> 00:07:31.840

have kind of set up a

00:07:31.840 –> 00:07:33.670

have kind of set up a

standard template for all of the steps

00:07:33.670 –> 00:07:33.680

standard template for all of the steps

00:07:33.680 –> 00:07:36.390

standard template for all of the steps

that we need to take um including points

00:07:36.390 –> 00:07:36.400

that we need to take um including points

00:07:36.400 –> 00:07:40.230

that we need to take um including points

for feedbacks check-ins qa etc that we

00:07:40.230 –> 00:07:40.240

for feedbacks check-ins qa etc that we

00:07:40.240 –> 00:07:41.830

for feedbacks check-ins qa etc that we

just kind of would roll out for these

00:07:41.830 –> 00:07:41.840

just kind of would roll out for these

00:07:41.840 –> 00:07:44.710

just kind of would roll out for these

projects depending on what what we’re

00:07:44.710 –> 00:07:44.720

projects depending on what what we’re

00:07:44.720 –> 00:07:46.550

projects depending on what what we’re

going to be undertaking or you know for

00:07:46.550 –> 00:07:46.560

going to be undertaking or you know for

00:07:46.560 –> 00:07:47.510

going to be undertaking or you know for

example

00:07:47.510 –> 00:07:47.520

example

00:07:47.520 –> 00:07:49.909

example

what um portals are subscribed to uh

00:07:49.909 –> 00:07:49.919

what um portals are subscribed to uh

00:07:49.919 –> 00:07:51.990

what um portals are subscribed to uh

what we know we need to dig into versus

00:07:51.990 –> 00:07:52.000

what we know we need to dig into versus

00:07:52.000 –> 00:07:53.670

what we know we need to dig into versus

for someone who’s newer to the platform

00:07:53.670 –> 00:07:53.680

for someone who’s newer to the platform

00:07:53.680 –> 00:07:55.029

for someone who’s newer to the platform

versus they’ve been on there for eight

00:07:55.029 –> 00:07:55.039

versus they’ve been on there for eight

00:07:55.039 –> 00:07:57.110

versus they’ve been on there for eight

nine ten years or something like that

00:07:57.110 –> 00:07:57.120

nine ten years or something like that

00:07:57.120 –> 00:07:59.110

nine ten years or something like that

so yeah we have all of that kind of

00:07:59.110 –> 00:07:59.120

so yeah we have all of that kind of

00:07:59.120 –> 00:08:00.869

so yeah we have all of that kind of

mapped out and then you know with this

00:08:00.869 –> 00:08:00.879

mapped out and then you know with this

00:08:00.879 –> 00:08:02.790

mapped out and then you know with this

we do have a few folks on our team who

00:08:02.790 –> 00:08:02.800

we do have a few folks on our team who

00:08:02.800 –> 00:08:05.350

we do have a few folks on our team who

uh the really the only thing they do is

00:08:05.350 –> 00:08:05.360

uh the really the only thing they do is

00:08:05.360 –> 00:08:07.510

uh the really the only thing they do is

leverage hubspot subject matter

00:08:07.510 –> 00:08:07.520

leverage hubspot subject matter

00:08:07.520 –> 00:08:09.350

leverage hubspot subject matter

expertise so they’re able to go in you

00:08:09.350 –> 00:08:09.360

expertise so they’re able to go in you

00:08:09.360 –> 00:08:11.110

expertise so they’re able to go in you

know it’s kind of like uh the special

00:08:11.110 –> 00:08:11.120

know it’s kind of like uh the special

00:08:11.120 –> 00:08:13.189

know it’s kind of like uh the special

forces you know that they like it to hop

00:08:13.189 –> 00:08:13.199

forces you know that they like it to hop

00:08:13.199 –> 00:08:14.710

forces you know that they like it to hop

in and then do those deep dive audits

00:08:14.710 –> 00:08:14.720

in and then do those deep dive audits

00:08:14.720 –> 00:08:16.150

in and then do those deep dive audits

where they get to go through comb

00:08:16.150 –> 00:08:16.160

where they get to go through comb

00:08:16.160 –> 00:08:17.990

where they get to go through comb

through all the workflows and call out

00:08:17.990 –> 00:08:18.000

through all the workflows and call out

00:08:18.000 –> 00:08:19.909

through all the workflows and call out

what’s going you know what’s wrong we

00:08:19.909 –> 00:08:19.919

what’s going you know what’s wrong we

00:08:19.919 –> 00:08:21.510

what’s going you know what’s wrong we

have an admins team who’s really used to

00:08:21.510 –> 00:08:21.520

have an admins team who’s really used to

00:08:21.520 –> 00:08:22.869

have an admins team who’s really used to

going in and inventorying all of those

00:08:22.869 –> 00:08:22.879

going in and inventorying all of those

00:08:22.879 –> 00:08:24.309

going in and inventorying all of those

assets so that we have you know a nice

00:08:24.309 –> 00:08:24.319

assets so that we have you know a nice

00:08:24.319 –> 00:08:26.230

assets so that we have you know a nice

standard process so they get to go in

00:08:26.230 –> 00:08:26.240

standard process so they get to go in

00:08:26.240 –> 00:08:27.909

standard process so they get to go in

nice nice neat little sheets and things

00:08:27.909 –> 00:08:27.919

nice nice neat little sheets and things

00:08:27.919 –> 00:08:29.350

nice nice neat little sheets and things

that are going to be really digestible

00:08:29.350 –> 00:08:29.360

that are going to be really digestible

00:08:29.360 –> 00:08:30.710

that are going to be really digestible

to be able to talk through the things

00:08:30.710 –> 00:08:30.720

to be able to talk through the things

00:08:30.720 –> 00:08:32.310

to be able to talk through the things

that then we get to turn around and you

00:08:32.310 –> 00:08:32.320

that then we get to turn around and you

00:08:32.320 –> 00:08:34.790

that then we get to turn around and you

know present in a way that hopefully

00:08:34.790 –> 00:08:34.800

know present in a way that hopefully

00:08:34.800 –> 00:08:36.389

know present in a way that hopefully

isn’t going to terrify the client you

00:08:36.389 –> 00:08:36.399

isn’t going to terrify the client you

00:08:36.399 –> 00:08:38.389

isn’t going to terrify the client you

know when we’re recommending deleting

00:08:38.389 –> 00:08:38.399

know when we’re recommending deleting

00:08:38.399 –> 00:08:40.550

know when we’re recommending deleting

half of their workflows or basically

00:08:40.550 –> 00:08:40.560

half of their workflows or basically

00:08:40.560 –> 00:08:42.630

half of their workflows or basically

killing killing their babies

00:08:42.630 –> 00:08:42.640

killing killing their babies

00:08:42.640 –> 00:08:43.990

killing killing their babies

to set up something that we think will

00:08:43.990 –> 00:08:44.000

to set up something that we think will

00:08:44.000 –> 00:08:46.389

to set up something that we think will

be more functional for them so

00:08:46.389 –> 00:08:46.399

be more functional for them so

00:08:46.399 –> 00:08:47.750

be more functional for them so

it’s always a fun conversation with a

00:08:47.750 –> 00:08:47.760

it’s always a fun conversation with a

00:08:47.760 –> 00:08:48.710

it’s always a fun conversation with a

client

00:08:48.710 –> 00:08:48.720

client

00:08:48.720 –> 00:08:50.630

client

so i reviewed your marketing i think you

00:08:50.630 –> 00:08:50.640

so i reviewed your marketing i think you

00:08:50.640 –> 00:08:52.710

so i reviewed your marketing i think you

should delete the business

00:08:52.710 –> 00:08:52.720

should delete the business

00:08:52.720 –> 00:08:54.790

should delete the business

yeah basically

00:08:54.790 –> 00:08:54.800

yeah basically

00:08:54.800 –> 00:08:56.310

yeah basically

these clients are always freaking out

00:08:56.310 –> 00:08:56.320

these clients are always freaking out

00:08:56.320 –> 00:08:57.910

these clients are always freaking out

and really i realize that no matter what

00:08:57.910 –> 00:08:57.920

and really i realize that no matter what

00:08:57.920 –> 00:08:59.030

and really i realize that no matter what

kind of contractor you are whether

00:08:59.030 –> 00:08:59.040

kind of contractor you are whether

00:08:59.040 –> 00:09:00.550

kind of contractor you are whether

you’re a digital marketing agency or a

00:09:00.550 –> 00:09:00.560

you’re a digital marketing agency or a

00:09:00.560 –> 00:09:02.550

you’re a digital marketing agency or a

dev shop or a nail salon for a bride on

00:09:02.550 –> 00:09:02.560

dev shop or a nail salon for a bride on

00:09:02.560 –> 00:09:03.670

dev shop or a nail salon for a bride on

a wedding day it doesn’t make a

00:09:03.670 –> 00:09:03.680

a wedding day it doesn’t make a

00:09:03.680 –> 00:09:04.790

a wedding day it doesn’t make a

difference all you’re trying to do is

00:09:04.790 –> 00:09:04.800

difference all you’re trying to do is

00:09:04.800 –> 00:09:06.070

difference all you’re trying to do is

calm them down and bring things back

00:09:06.070 –> 00:09:06.080

calm them down and bring things back

00:09:06.080 –> 00:09:07.670

calm them down and bring things back

under control that’s all they care about

00:09:07.670 –> 00:09:07.680

under control that’s all they care about

00:09:07.680 –> 00:09:10.150

under control that’s all they care about

if you increase their anxiety one notch

00:09:10.150 –> 00:09:10.160

if you increase their anxiety one notch

00:09:10.160 –> 00:09:11.829

if you increase their anxiety one notch

it’s like you’re gonna get fired for

00:09:11.829 –> 00:09:11.839

it’s like you’re gonna get fired for

00:09:11.839 –> 00:09:13.590

it’s like you’re gonna get fired for

sure the fact that you’re going in and

00:09:13.590 –> 00:09:13.600

sure the fact that you’re going in and

00:09:13.600 –> 00:09:15.509

sure the fact that you’re going in and

cleaning things up makes sense you have

00:09:15.509 –> 00:09:15.519

cleaning things up makes sense you have

00:09:15.519 –> 00:09:17.350

cleaning things up makes sense you have

a lot of products products you mentioned

00:09:17.350 –> 00:09:17.360

a lot of products products you mentioned

00:09:17.360 –> 00:09:20.070

a lot of products products you mentioned

who’s been the best to work with

00:09:20.070 –> 00:09:20.080

who’s been the best to work with

00:09:20.080 –> 00:09:21.829

who’s been the best to work with

to help you build a process like a

00:09:21.829 –> 00:09:21.839

to help you build a process like a

00:09:21.839 –> 00:09:23.670

to help you build a process like a

practice of bringing the systems under

00:09:23.670 –> 00:09:23.680

practice of bringing the systems under

00:09:23.680 –> 00:09:27.590

practice of bringing the systems under

control like who’s been a good partner

00:09:27.590 –> 00:09:27.600

00:09:27.600 –> 00:09:29.190

hubspot hands down and that’s part of

00:09:29.190 –> 00:09:29.200

hubspot hands down and that’s part of

00:09:29.200 –> 00:09:31.350

hubspot hands down and that’s part of

the reason um we leaned in so heavily we

00:09:31.350 –> 00:09:31.360

the reason um we leaned in so heavily we

00:09:31.360 –> 00:09:33.509

the reason um we leaned in so heavily we

noticed that for a lot of platforms that

00:09:33.509 –> 00:09:33.519

noticed that for a lot of platforms that

00:09:33.519 –> 00:09:34.790

noticed that for a lot of platforms that

are going to be kind of core essential

00:09:34.790 –> 00:09:34.800

are going to be kind of core essential

00:09:34.800 –> 00:09:36.150

are going to be kind of core essential

to a business and you know kind of these

00:09:36.150 –> 00:09:36.160

to a business and you know kind of these

00:09:36.160 –> 00:09:37.829

to a business and you know kind of these

other marketing automation and sales

00:09:37.829 –> 00:09:37.839

other marketing automation and sales

00:09:37.839 –> 00:09:39.190

other marketing automation and sales

platforms you know

00:09:39.190 –> 00:09:39.200

platforms you know

00:09:39.200 –> 00:09:41.110

platforms you know

the the the sales forces and the sharp

00:09:41.110 –> 00:09:41.120

the the the sales forces and the sharp

00:09:41.120 –> 00:09:43.190

the the the sales forces and the sharp

springs and the marketos of the world we

00:09:43.190 –> 00:09:43.200

springs and the marketos of the world we

00:09:43.200 –> 00:09:44.949

springs and the marketos of the world we

started hearing a lot of and this is

00:09:44.949 –> 00:09:44.959

started hearing a lot of and this is

00:09:44.959 –> 00:09:46.310

started hearing a lot of and this is

something that you know as we were

00:09:46.310 –> 00:09:46.320

something that you know as we were

00:09:46.320 –> 00:09:47.990

something that you know as we were

leaning into and working with our own

00:09:47.990 –> 00:09:48.000

leaning into and working with our own

00:09:48.000 –> 00:09:49.430

leaning into and working with our own

positioning there are a lot of these

00:09:49.430 –> 00:09:49.440

positioning there are a lot of these

00:09:49.440 –> 00:09:51.030

positioning there are a lot of these

agencies who’d say things like you know

00:09:51.030 –> 00:09:51.040

agencies who’d say things like you know

00:09:51.040 –> 00:09:52.870

agencies who’d say things like you know

oh we’re platform agnostic which sounds

00:09:52.870 –> 00:09:52.880

oh we’re platform agnostic which sounds

00:09:52.880 –> 00:09:54.710

oh we’re platform agnostic which sounds

very lovely but the reality is

00:09:54.710 –> 00:09:54.720

very lovely but the reality is

00:09:54.720 –> 00:09:56.870

very lovely but the reality is

you can’t know every single one of them

00:09:56.870 –> 00:09:56.880

you can’t know every single one of them

00:09:56.880 –> 00:09:58.790

you can’t know every single one of them

you can’t know and have any degree of

00:09:58.790 –> 00:09:58.800

you can’t know and have any degree of

00:09:58.800 –> 00:10:00.949

you can’t know and have any degree of

expertise in all of these platforms and

00:10:00.949 –> 00:10:00.959

expertise in all of these platforms and

00:10:00.959 –> 00:10:02.710

expertise in all of these platforms and

all the software and be able to know if

00:10:02.710 –> 00:10:02.720

all the software and be able to know if

00:10:02.720 –> 00:10:04.710

all the software and be able to know if

someone comes in what they can or can’t

00:10:04.710 –> 00:10:04.720

someone comes in what they can or can’t

00:10:04.720 –> 00:10:06.389

someone comes in what they can or can’t

do based on their subscription type and

00:10:06.389 –> 00:10:06.399

do based on their subscription type and

00:10:06.399 –> 00:10:07.990

do based on their subscription type and

what tier they have and what add-ons

00:10:07.990 –> 00:10:08.000

what tier they have and what add-ons

00:10:08.000 –> 00:10:09.990

what tier they have and what add-ons

they like you can’t and what features

00:10:09.990 –> 00:10:10.000

they like you can’t and what features

00:10:10.000 –> 00:10:11.509

they like you can’t and what features

are available at all of these these

00:10:11.509 –> 00:10:11.519

are available at all of these these

00:10:11.519 –> 00:10:13.430

are available at all of these these

points so a lot of it is learning on

00:10:13.430 –> 00:10:13.440

points so a lot of it is learning on

00:10:13.440 –> 00:10:16.150

points so a lot of it is learning on

people’s on the clients dimes or

00:10:16.150 –> 00:10:16.160

people’s on the clients dimes or

00:10:16.160 –> 00:10:17.430

people’s on the clients dimes or

doing kind of

00:10:17.430 –> 00:10:17.440

doing kind of

00:10:17.440 –> 00:10:18.790

doing kind of

amateurish efforts while you’re trying

00:10:18.790 –> 00:10:18.800

amateurish efforts while you’re trying

00:10:18.800 –> 00:10:20.150

amateurish efforts while you’re trying

to scrap it together and figure out what

00:10:20.150 –> 00:10:20.160

to scrap it together and figure out what

00:10:20.160 –> 00:10:22.710

to scrap it together and figure out what

the hell you’re doing so when we were we

00:10:22.710 –> 00:10:22.720

the hell you’re doing so when we were we

00:10:22.720 –> 00:10:24.069

the hell you’re doing so when we were we

were kind of assessing went really in

00:10:24.069 –> 00:10:24.079

were kind of assessing went really in

00:10:24.079 –> 00:10:25.670

were kind of assessing went really in

with hubspot because there was so much

00:10:25.670 –> 00:10:25.680

with hubspot because there was so much

00:10:25.680 –> 00:10:27.670

with hubspot because there was so much

support both in terms of as an agency

00:10:27.670 –> 00:10:27.680

support both in terms of as an agency

00:10:27.680 –> 00:10:29.910

support both in terms of as an agency

and as a partner what we needed to do to

00:10:29.910 –> 00:10:29.920

and as a partner what we needed to do to

00:10:29.920 –> 00:10:31.430

and as a partner what we needed to do to

get our own marketing in line and to

00:10:31.430 –> 00:10:31.440

get our own marketing in line and to

00:10:31.440 –> 00:10:33.110

get our own marketing in line and to

actually act as our own best client but

00:10:33.110 –> 00:10:33.120

actually act as our own best client but

00:10:33.120 –> 00:10:36.150

actually act as our own best client but

then also what the best practices are to

00:10:36.150 –> 00:10:36.160

then also what the best practices are to

00:10:36.160 –> 00:10:39.269

then also what the best practices are to

best serve our to serve the clients so

00:10:39.269 –> 00:10:39.279

best serve our to serve the clients so

00:10:39.279 –> 00:10:40.630

best serve our to serve the clients so

really appreciated there that they’re

00:10:40.630 –> 00:10:40.640

really appreciated there that they’re

00:10:40.640 –> 00:10:41.990

really appreciated there that they’re

you know especially as we were getting

00:10:41.990 –> 00:10:42.000

you know especially as we were getting

00:10:42.000 –> 00:10:43.670

you know especially as we were getting

onboarded we were very you know had a

00:10:43.670 –> 00:10:43.680

onboarded we were very you know had a

00:10:43.680 –> 00:10:45.110

onboarded we were very you know had a

very hands-on experience with a lot of

00:10:45.110 –> 00:10:45.120

very hands-on experience with a lot of

00:10:45.120 –> 00:10:47.110

very hands-on experience with a lot of

folks kind of essentially telling us the

00:10:47.110 –> 00:10:47.120

folks kind of essentially telling us the

00:10:47.120 –> 00:10:49.670

folks kind of essentially telling us the

[ __ ] we were doing wrong um and that how

00:10:49.670 –> 00:10:49.680

[ __ ] we were doing wrong um and that how

00:10:49.680 –> 00:10:51.190

[ __ ] we were doing wrong um and that how

we would be able to you know better

00:10:51.190 –> 00:10:51.200

we would be able to you know better

00:10:51.200 –> 00:10:52.949

we would be able to you know better

serve folks and kind of a better angle

00:10:52.949 –> 00:10:52.959

serve folks and kind of a better angle

00:10:52.959 –> 00:10:54.470

serve folks and kind of a better angle

really appreciate that the resources

00:10:54.470 –> 00:10:54.480

really appreciate that the resources

00:10:54.480 –> 00:10:56.150

really appreciate that the resources

that you know really readily available

00:10:56.150 –> 00:10:56.160

that you know really readily available

00:10:56.160 –> 00:10:57.829

that you know really readily available

for partners in the hubspot academy to

00:10:57.829 –> 00:10:57.839

for partners in the hubspot academy to

00:10:57.839 –> 00:11:00.150

for partners in the hubspot academy to

teach us to be able to better consult

00:11:00.150 –> 00:11:00.160

teach us to be able to better consult

00:11:00.160 –> 00:11:01.509

teach us to be able to better consult

and maybe angles that we didn’t

00:11:01.509 –> 00:11:01.519

and maybe angles that we didn’t

00:11:01.519 –> 00:11:03.350

and maybe angles that we didn’t

previously think about before

00:11:03.350 –> 00:11:03.360

previously think about before

00:11:03.360 –> 00:11:05.430

previously think about before

that really was it allowed us to help

00:11:05.430 –> 00:11:05.440

that really was it allowed us to help

00:11:05.440 –> 00:11:07.269

that really was it allowed us to help

our our team kind of skill up in a lot

00:11:07.269 –> 00:11:07.279

our our team kind of skill up in a lot

00:11:07.279 –> 00:11:09.829

our our team kind of skill up in a lot

of ways and to be able to not have it

00:11:09.829 –> 00:11:09.839

of ways and to be able to not have it

00:11:09.839 –> 00:11:11.670

of ways and to be able to not have it

where myself or someone else has to get

00:11:11.670 –> 00:11:11.680

where myself or someone else has to get

00:11:11.680 –> 00:11:13.350

where myself or someone else has to get

tossed into every engagement to speak

00:11:13.350 –> 00:11:13.360

tossed into every engagement to speak

00:11:13.360 –> 00:11:14.949

tossed into every engagement to speak

knowledgeably about these things because

00:11:14.949 –> 00:11:14.959

knowledgeably about these things because

00:11:14.959 –> 00:11:16.470

knowledgeably about these things because

of the resources were there for for

00:11:16.470 –> 00:11:16.480

of the resources were there for for

00:11:16.480 –> 00:11:18.470

of the resources were there for for

other folks to learn uh with greater

00:11:18.470 –> 00:11:18.480

other folks to learn uh with greater

00:11:18.480 –> 00:11:20.710

other folks to learn uh with greater

ease also really appreciate you know as

00:11:20.710 –> 00:11:20.720

ease also really appreciate you know as

00:11:20.720 –> 00:11:22.550

ease also really appreciate you know as

we’re going through the the vast

00:11:22.550 –> 00:11:22.560

we’re going through the the vast

00:11:22.560 –> 00:11:24.069

we’re going through the the vast

knowledge base the fact that we’re able

00:11:24.069 –> 00:11:24.079

knowledge base the fact that we’re able

00:11:24.079 –> 00:11:26.710

knowledge base the fact that we’re able

to tap into actual humans to get stuff

00:11:26.710 –> 00:11:26.720

to tap into actual humans to get stuff

00:11:26.720 –> 00:11:29.509

to tap into actual humans to get stuff

set up so really the support that we’ve

00:11:29.509 –> 00:11:29.519

set up so really the support that we’ve

00:11:29.519 –> 00:11:31.910

set up so really the support that we’ve

we’ve been able to receive has been uh

00:11:31.910 –> 00:11:31.920

we’ve been able to receive has been uh

00:11:31.920 –> 00:11:33.750

we’ve been able to receive has been uh

stupendous and help us not only to

00:11:33.750 –> 00:11:33.760

stupendous and help us not only to

00:11:33.760 –> 00:11:35.190

stupendous and help us not only to

better serve our clients and give them a

00:11:35.190 –> 00:11:35.200

better serve our clients and give them a

00:11:35.200 –> 00:11:37.430

better serve our clients and give them a

better experience uh using hubspot but

00:11:37.430 –> 00:11:37.440

better experience uh using hubspot but

00:11:37.440 –> 00:11:39.190

better experience uh using hubspot but

just even in general as they’re going

00:11:39.190 –> 00:11:39.200

just even in general as they’re going

00:11:39.200 –> 00:11:40.310

just even in general as they’re going

through their marketing and their sales

00:11:40.310 –> 00:11:40.320

through their marketing and their sales

00:11:40.320 –> 00:11:42.389

through their marketing and their sales

efforts how we can best support them so

00:11:42.389 –> 00:11:42.399

efforts how we can best support them so

00:11:42.399 –> 00:11:44.470

efforts how we can best support them so

it also helps that the the the tech is

00:11:44.470 –> 00:11:44.480

it also helps that the the the tech is

00:11:44.480 –> 00:11:46.949

it also helps that the the the tech is

pretty good it integrates with tons of

00:11:46.949 –> 00:11:46.959

pretty good it integrates with tons of

00:11:46.959 –> 00:11:49.509

pretty good it integrates with tons of

crap and it uh it actually works if it’s

00:11:49.509 –> 00:11:49.519

crap and it uh it actually works if it’s

00:11:49.519 –> 00:11:52.230

crap and it uh it actually works if it’s

used correctly so that’s a bonus

00:11:52.230 –> 00:11:52.240

used correctly so that’s a bonus

00:11:52.240 –> 00:11:54.069

used correctly so that’s a bonus

uh you mentioned so many other partner

00:11:54.069 –> 00:11:54.079

uh you mentioned so many other partner

00:11:54.079 –> 00:11:56.470

uh you mentioned so many other partner

companies obviously some are great and

00:11:56.470 –> 00:11:56.480

companies obviously some are great and

00:11:56.480 –> 00:11:59.030

companies obviously some are great and

you’re using callrail et cetera but you

00:11:59.030 –> 00:11:59.040

you’re using callrail et cetera but you

00:11:59.040 –> 00:12:01.030

you’re using callrail et cetera but you

must have then evaluated a ton of or

00:12:01.030 –> 00:12:01.040

must have then evaluated a ton of or

00:12:01.040 –> 00:12:02.069

must have then evaluated a ton of or

people reach out to you all the time

00:12:02.069 –> 00:12:02.079

people reach out to you all the time

00:12:02.079 –> 00:12:03.350

people reach out to you all the time

probably every day

00:12:03.350 –> 00:12:03.360

probably every day

00:12:03.360 –> 00:12:05.590

probably every day

uh yeah who has been what has been a bad

00:12:05.590 –> 00:12:05.600

uh yeah who has been what has been a bad

00:12:05.600 –> 00:12:08.069

uh yeah who has been what has been a bad

experience working with we had we had a

00:12:08.069 –> 00:12:08.079

experience working with we had we had a

00:12:08.079 –> 00:12:11.110

experience working with we had we had a

couple of experiences um where we we’ve

00:12:11.110 –> 00:12:11.120

couple of experiences um where we we’ve

00:12:11.120 –> 00:12:12.790

couple of experiences um where we we’ve

been really busy being really busy is

00:12:12.790 –> 00:12:12.800

been really busy being really busy is

00:12:12.800 –> 00:12:14.629

been really busy being really busy is

great i love you know i love you know

00:12:14.629 –> 00:12:14.639

great i love you know i love you know

00:12:14.639 –> 00:12:15.990

great i love you know i love you know

that is the best problem to have that

00:12:15.990 –> 00:12:16.000

that is the best problem to have that

00:12:16.000 –> 00:12:17.670

that is the best problem to have that

we’re a little bit too busy there’s this

00:12:17.670 –> 00:12:17.680

we’re a little bit too busy there’s this

00:12:17.680 –> 00:12:19.269

we’re a little bit too busy there’s this

little pop ahead of the holidays where

00:12:19.269 –> 00:12:19.279

little pop ahead of the holidays where

00:12:19.279 –> 00:12:20.710

little pop ahead of the holidays where

we were just kind of losing our damn

00:12:20.710 –> 00:12:20.720

we were just kind of losing our damn

00:12:20.720 –> 00:12:22.310

we were just kind of losing our damn

minds or running renewals for a bunch of

00:12:22.310 –> 00:12:22.320

minds or running renewals for a bunch of

00:12:22.320 –> 00:12:23.910

minds or running renewals for a bunch of

our annual clients there’s some people

00:12:23.910 –> 00:12:23.920

our annual clients there’s some people

00:12:23.920 –> 00:12:25.430

our annual clients there’s some people

trying to push out some campaigns ahead

00:12:25.430 –> 00:12:25.440

trying to push out some campaigns ahead

00:12:25.440 –> 00:12:27.190

trying to push out some campaigns ahead

of the holidays like this was not the

00:12:27.190 –> 00:12:27.200

of the holidays like this was not the

00:12:27.200 –> 00:12:27.990

of the holidays like this was not the

time

00:12:27.990 –> 00:12:28.000

time

00:12:28.000 –> 00:12:29.910

time

and there were a few um you know get

00:12:29.910 –> 00:12:29.920

and there were a few um you know get

00:12:29.920 –> 00:12:32.230

and there were a few um you know get

some some sales emails coming in but i

00:12:32.230 –> 00:12:32.240

some some sales emails coming in but i

00:12:32.240 –> 00:12:33.509

some some sales emails coming in but i

was actually like i would like to

00:12:33.509 –> 00:12:33.519

was actually like i would like to

00:12:33.519 –> 00:12:35.829

was actually like i would like to

evaluate this platform and so i was very

00:12:35.829 –> 00:12:35.839

evaluate this platform and so i was very

00:12:35.839 –> 00:12:37.430

evaluate this platform and so i was very

very upfront and said you know what we

00:12:37.430 –> 00:12:37.440

very upfront and said you know what we

00:12:37.440 –> 00:12:39.190

very upfront and said you know what we

are going to be slammed i know what’s

00:12:39.190 –> 00:12:39.200

are going to be slammed i know what’s

00:12:39.200 –> 00:12:41.030

are going to be slammed i know what’s

going on the docket we have absolutely

00:12:41.030 –> 00:12:41.040

going on the docket we have absolutely

00:12:41.040 –> 00:12:43.509

going on the docket we have absolutely

no time to to evaluate anything

00:12:43.509 –> 00:12:43.519

no time to to evaluate anything

00:12:43.519 –> 00:12:45.990

no time to to evaluate anything

until late february please get on my

00:12:45.990 –> 00:12:46.000

until late february please get on my

00:12:46.000 –> 00:12:48.150

until late february please get on my

calendar in late february or send send

00:12:48.150 –> 00:12:48.160

calendar in late february or send send

00:12:48.160 –> 00:12:50.550

calendar in late february or send send

an email and we did have an incident

00:12:50.550 –> 00:12:50.560

an email and we did have an incident

00:12:50.560 –> 00:12:52.230

an email and we did have an incident

where someone you know is very upfront

00:12:52.230 –> 00:12:52.240

where someone you know is very upfront

00:12:52.240 –> 00:12:54.150

where someone you know is very upfront

with that no they just booked some time

00:12:54.150 –> 00:12:54.160

with that no they just booked some time

00:12:54.160 –> 00:12:55.990

with that no they just booked some time

on my calendar made it sound like they

00:12:55.990 –> 00:12:56.000

on my calendar made it sound like they

00:12:56.000 –> 00:12:58.069

on my calendar made it sound like they

were because we also serve sas companies

00:12:58.069 –> 00:12:58.079

were because we also serve sas companies

00:12:58.079 –> 00:12:59.910

were because we also serve sas companies

made it sound that they as if they were

00:12:59.910 –> 00:12:59.920

made it sound that they as if they were

00:12:59.920 –> 00:13:01.990

made it sound that they as if they were

actually the prospect booked a sales a

00:13:01.990 –> 00:13:02.000

actually the prospect booked a sales a

00:13:02.000 –> 00:13:04.310

actually the prospect booked a sales a

sales call with me to sell them and then

00:13:04.310 –> 00:13:04.320

sales call with me to sell them and then

00:13:04.320 –> 00:13:05.910

sales call with me to sell them and then

just went into their pitch and i was

00:13:05.910 –> 00:13:05.920

just went into their pitch and i was

00:13:05.920 –> 00:13:07.350

just went into their pitch and i was

just absolutely livid because it was

00:13:07.350 –> 00:13:07.360

just absolutely livid because it was

00:13:07.360 –> 00:13:09.030

just absolutely livid because it was

like two days before we were leaving for

00:13:09.030 –> 00:13:09.040

like two days before we were leaving for

00:13:09.040 –> 00:13:10.870

like two days before we were leaving for

christmas break and it was just it was

00:13:10.870 –> 00:13:10.880

christmas break and it was just it was

00:13:10.880 –> 00:13:12.790

christmas break and it was just it was

so disrespectful you know that was one

00:13:12.790 –> 00:13:12.800

so disrespectful you know that was one

00:13:12.800 –> 00:13:14.710

so disrespectful you know that was one

of the things that sell sell sell and

00:13:14.710 –> 00:13:14.720

of the things that sell sell sell and

00:13:14.720 –> 00:13:16.389

of the things that sell sell sell and

just not being respectful of the agency

00:13:16.389 –> 00:13:16.399

just not being respectful of the agency

00:13:16.399 –> 00:13:18.310

just not being respectful of the agency

the agency owners or their contacts time

00:13:18.310 –> 00:13:18.320

the agency owners or their contacts time

00:13:18.320 –> 00:13:19.670

the agency owners or their contacts time

so it’s absolutely lovely you know i

00:13:19.670 –> 00:13:19.680

so it’s absolutely lovely you know i

00:13:19.680 –> 00:13:20.790

so it’s absolutely lovely you know i

have a bunch of appointments that i’m

00:13:20.790 –> 00:13:20.800

have a bunch of appointments that i’m

00:13:20.800 –> 00:13:22.310

have a bunch of appointments that i’m

gonna be very happy to take and very

00:13:22.310 –> 00:13:22.320

gonna be very happy to take and very

00:13:22.320 –> 00:13:23.670

gonna be very happy to take and very

receptive to that lined up in mid and

00:13:23.670 –> 00:13:23.680

receptive to that lined up in mid and

00:13:23.680 –> 00:13:26.230

receptive to that lined up in mid and

late february uh however this other not

00:13:26.230 –> 00:13:26.240

late february uh however this other not

00:13:26.240 –> 00:13:28.870

late february uh however this other not

gonna name names but you know i i made

00:13:28.870 –> 00:13:28.880

gonna name names but you know i i made

00:13:28.880 –> 00:13:30.470

gonna name names but you know i i made

it very clear that if you know the next

00:13:30.470 –> 00:13:30.480

it very clear that if you know the next

00:13:30.480 –> 00:13:32.230

it very clear that if you know the next

time a client or a fellow agency owner

00:13:32.230 –> 00:13:32.240

time a client or a fellow agency owner

00:13:32.240 –> 00:13:33.590

time a client or a fellow agency owner

is asking me for someone that offers

00:13:33.590 –> 00:13:33.600

is asking me for someone that offers

00:13:33.600 –> 00:13:35.430

is asking me for someone that offers

that same solution i’m going to tell

00:13:35.430 –> 00:13:35.440

that same solution i’m going to tell

00:13:35.440 –> 00:13:37.350

that same solution i’m going to tell

them exactly who not to work with

00:13:37.350 –> 00:13:37.360

them exactly who not to work with

00:13:37.360 –> 00:13:38.550

them exactly who not to work with

because we all we know where their

00:13:38.550 –> 00:13:38.560

because we all we know where their

00:13:38.560 –> 00:13:40.710

because we all we know where their

priorities lie so i mean that wasn’t the

00:13:40.710 –> 00:13:40.720

priorities lie so i mean that wasn’t the

00:13:40.720 –> 00:13:43.110

priorities lie so i mean that wasn’t the

most horribly egregious but it was very

00:13:43.110 –> 00:13:43.120

most horribly egregious but it was very

00:13:43.120 –> 00:13:45.430

most horribly egregious but it was very

rude and it kind of made me really think

00:13:45.430 –> 00:13:45.440

rude and it kind of made me really think

00:13:45.440 –> 00:13:47.030

rude and it kind of made me really think

about what that company’s ethos must be

00:13:47.030 –> 00:13:47.040

about what that company’s ethos must be

00:13:47.040 –> 00:13:48.230

about what that company’s ethos must be

in terms of the folks that they work

00:13:48.230 –> 00:13:48.240

in terms of the folks that they work

00:13:48.240 –> 00:13:50.150

in terms of the folks that they work

with that’s probably probably the worst

00:13:50.150 –> 00:13:50.160

with that’s probably probably the worst

00:13:50.160 –> 00:13:52.710

with that’s probably probably the worst

one second worst was a company we had

00:13:52.710 –> 00:13:52.720

one second worst was a company we had

00:13:52.720 –> 00:13:54.310

one second worst was a company we had

some trouble getting started with we’re

00:13:54.310 –> 00:13:54.320

some trouble getting started with we’re

00:13:54.320 –> 00:13:56.790

some trouble getting started with we’re

really excited to use and um their

00:13:56.790 –> 00:13:56.800

really excited to use and um their

00:13:56.800 –> 00:13:58.310

really excited to use and um their

knowledge base is kind of buried so we

00:13:58.310 –> 00:13:58.320

knowledge base is kind of buried so we

00:13:58.320 –> 00:14:00.310

knowledge base is kind of buried so we

have to email they’re like oh yeah no we

00:14:00.310 –> 00:14:00.320

have to email they’re like oh yeah no we

00:14:00.320 –> 00:14:01.430

have to email they’re like oh yeah no we

don’t have a link to that here’s the

00:14:01.430 –> 00:14:01.440

don’t have a link to that here’s the

00:14:01.440 –> 00:14:03.269

don’t have a link to that here’s the

link to those and i’m like well thanks

00:14:03.269 –> 00:14:03.279

link to those and i’m like well thanks

00:14:03.279 –> 00:14:04.629

link to those and i’m like well thanks

that’s kind of odd that i have to ask

00:14:04.629 –> 00:14:04.639

that’s kind of odd that i have to ask

00:14:04.639 –> 00:14:06.389

that’s kind of odd that i have to ask

for it but despite being on recurring

00:14:06.389 –> 00:14:06.399

for it but despite being on recurring

00:14:06.399 –> 00:14:08.389

for it but despite being on recurring

billing we grab an email every month

00:14:08.389 –> 00:14:08.399

billing we grab an email every month

00:14:08.399 –> 00:14:09.829

billing we grab an email every month

that we are about to get turned off for

00:14:09.829 –> 00:14:09.839

that we are about to get turned off for

00:14:09.839 –> 00:14:11.910

that we are about to get turned off for

non-payment the day before the recurring

00:14:11.910 –> 00:14:11.920

non-payment the day before the recurring

00:14:11.920 –> 00:14:13.509

non-payment the day before the recurring

billing kicked in which every month then

00:14:13.509 –> 00:14:13.519

billing kicked in which every month then

00:14:13.519 –> 00:14:14.710

billing kicked in which every month then

i have to have a conversation with my

00:14:14.710 –> 00:14:14.720

i have to have a conversation with my

00:14:14.720 –> 00:14:16.389

i have to have a conversation with my

bookkeeper freaking out about how we’re

00:14:16.389 –> 00:14:16.399

bookkeeper freaking out about how we’re

00:14:16.399 –> 00:14:17.750

bookkeeper freaking out about how we’re

about to get turned off or something and

00:14:17.750 –> 00:14:17.760

about to get turned off or something and

00:14:17.760 –> 00:14:19.430

about to get turned off or something and

they don’t know how to pay it which is

00:14:19.430 –> 00:14:19.440

they don’t know how to pay it which is

00:14:19.440 –> 00:14:22.069

they don’t know how to pay it which is

again a lovely way to spend my time i’ve

00:14:22.069 –> 00:14:22.079

again a lovely way to spend my time i’ve

00:14:22.079 –> 00:14:23.590

again a lovely way to spend my time i’ve

i spent a good portion of last year

00:14:23.590 –> 00:14:23.600

i spent a good portion of last year

00:14:23.600 –> 00:14:25.509

i spent a good portion of last year

talking to zoom info about explaining

00:14:25.509 –> 00:14:25.519

talking to zoom info about explaining

00:14:25.519 –> 00:14:27.269

talking to zoom info about explaining

that strike exists and they should use

00:14:27.269 –> 00:14:27.279

that strike exists and they should use

00:14:27.279 –> 00:14:29.509

that strike exists and they should use

it

00:14:29.509 –> 00:14:29.519

00:14:29.519 –> 00:14:31.750

yeah there’s it’s it’s hard yeah we’ll

00:14:31.750 –> 00:14:31.760

yeah there’s it’s it’s hard yeah we’ll

00:14:31.760 –> 00:14:33.350

yeah there’s it’s it’s hard yeah we’ll

see a lot of stuff where you know these

00:14:33.350 –> 00:14:33.360

see a lot of stuff where you know these

00:14:33.360 –> 00:14:34.790

see a lot of stuff where you know these

platforms are supposed to make our lives

00:14:34.790 –> 00:14:34.800

platforms are supposed to make our lives

00:14:34.800 –> 00:14:37.030

platforms are supposed to make our lives

easier or automate processes and make

00:14:37.030 –> 00:14:37.040

easier or automate processes and make

00:14:37.040 –> 00:14:38.470

easier or automate processes and make

things streamlined um that then they

00:14:38.470 –> 00:14:38.480

things streamlined um that then they

00:14:38.480 –> 00:14:39.670

things streamlined um that then they

don’t have something automated or

00:14:39.670 –> 00:14:39.680

don’t have something automated or

00:14:39.680 –> 00:14:41.189

don’t have something automated or

streamlined themselves that actually

00:14:41.189 –> 00:14:41.199

streamlined themselves that actually

00:14:41.199 –> 00:14:42.790

streamlined themselves that actually

ends up causing a whole bunch of manual

00:14:42.790 –> 00:14:42.800

ends up causing a whole bunch of manual

00:14:42.800 –> 00:14:45.269

ends up causing a whole bunch of manual

time and minor freak out i feel it every

00:14:45.269 –> 00:14:45.279

time and minor freak out i feel it every

00:14:45.279 –> 00:14:46.629

time and minor freak out i feel it every

day i don’t have a newsletter at appbind

00:14:46.629 –> 00:14:46.639

day i don’t have a newsletter at appbind

00:14:46.639 –> 00:14:48.310

day i don’t have a newsletter at appbind

and i think every day i wake up today’s

00:14:48.310 –> 00:14:48.320

and i think every day i wake up today’s

00:14:48.320 –> 00:14:50.150

and i think every day i wake up today’s

a day i create a newsletter yeah who

00:14:50.150 –> 00:14:50.160

a day i create a newsletter yeah who

00:14:50.160 –> 00:14:52.069

a day i create a newsletter yeah who

cares

00:14:52.069 –> 00:14:52.079

cares

00:14:52.079 –> 00:14:53.189

cares

uh

00:14:53.189 –> 00:14:53.199

uh

00:14:53.199 –> 00:14:55.509

uh

so just don’t open the english letter no

00:14:55.509 –> 00:14:55.519

so just don’t open the english letter no

00:14:55.519 –> 00:14:57.350

so just don’t open the english letter no

i invite people to drinks you know me

00:14:57.350 –> 00:14:57.360

i invite people to drinks you know me

00:14:57.360 –> 00:14:58.790

i invite people to drinks you know me

that’s how we met and the open bar is a

00:14:58.790 –> 00:14:58.800

that’s how we met and the open bar is a

00:14:58.800 –> 00:15:00.389

that’s how we met and the open bar is a

service that’s my thing so one thing you

00:15:00.389 –> 00:15:00.399

service that’s my thing so one thing you

00:15:00.399 –> 00:15:02.150

service that’s my thing so one thing you

mentioned that obviously drives me

00:15:02.150 –> 00:15:02.160

mentioned that obviously drives me

00:15:02.160 –> 00:15:03.910

mentioned that obviously drives me

bananas because of what i do it is

00:15:03.910 –> 00:15:03.920

bananas because of what i do it is

00:15:03.920 –> 00:15:05.670

bananas because of what i do it is

interesting to me so your job is to

00:15:05.670 –> 00:15:05.680

interesting to me so your job is to

00:15:05.680 –> 00:15:08.629

interesting to me so your job is to

bring chaos under control but because of

00:15:08.629 –> 00:15:08.639

bring chaos under control but because of

00:15:08.639 –> 00:15:10.949

bring chaos under control but because of

the chaos of getting buying these

00:15:10.949 –> 00:15:10.959

the chaos of getting buying these

00:15:10.959 –> 00:15:12.310

the chaos of getting buying these

subscriptions you’re doing everything

00:15:12.310 –> 00:15:12.320

subscriptions you’re doing everything

00:15:12.320 –> 00:15:13.829

subscriptions you’re doing everything

referral but there’s so many products

00:15:13.829 –> 00:15:13.839

referral but there’s so many products

00:15:13.839 –> 00:15:15.350

referral but there’s so many products

that you mentioned in your stack i’m

00:15:15.350 –> 00:15:15.360

that you mentioned in your stack i’m

00:15:15.360 –> 00:15:17.509

that you mentioned in your stack i’m

just curious and then you say sales as

00:15:17.509 –> 00:15:17.519

just curious and then you say sales as

00:15:17.519 –> 00:15:19.670

just curious and then you say sales as

you know these sas vendors can be very

00:15:19.670 –> 00:15:19.680

you know these sas vendors can be very

00:15:19.680 –> 00:15:22.389

you know these sas vendors can be very

very needy and desperate and great chaos

00:15:22.389 –> 00:15:22.399

very needy and desperate and great chaos

00:15:22.399 –> 00:15:23.910

very needy and desperate and great chaos

with your clients how do you manage

00:15:23.910 –> 00:15:23.920

with your clients how do you manage

00:15:23.920 –> 00:15:26.069

with your clients how do you manage

those conversations so that the client

00:15:26.069 –> 00:15:26.079

those conversations so that the client

00:15:26.079 –> 00:15:28.150

those conversations so that the client

is having good experience even though

00:15:28.150 –> 00:15:28.160

is having good experience even though

00:15:28.160 –> 00:15:29.509

is having good experience even though

you need them to get something which is

00:15:29.509 –> 00:15:29.519

you need them to get something which is

00:15:29.519 –> 00:15:32.230

you need them to get something which is

effectively a pipe or a valve from your

00:15:32.230 –> 00:15:32.240

effectively a pipe or a valve from your

00:15:32.240 –> 00:15:34.069

effectively a pipe or a valve from your

point of view yeah that’s something that

00:15:34.069 –> 00:15:34.079

point of view yeah that’s something that

00:15:34.079 –> 00:15:35.430

point of view yeah that’s something that

we’ve we’ve kind of wrestled with over

00:15:35.430 –> 00:15:35.440

we’ve we’ve kind of wrestled with over

00:15:35.440 –> 00:15:36.790

we’ve we’ve kind of wrestled with over

the years you know one of the things

00:15:36.790 –> 00:15:36.800

the years you know one of the things

00:15:36.800 –> 00:15:39.030

the years you know one of the things

that for us we want our clients to own

00:15:39.030 –> 00:15:39.040

that for us we want our clients to own

00:15:39.040 –> 00:15:41.430

that for us we want our clients to own

their subscriptions for multiple reasons

00:15:41.430 –> 00:15:41.440

their subscriptions for multiple reasons

00:15:41.440 –> 00:15:43.350

their subscriptions for multiple reasons

you know of course one we don’t want to

00:15:43.350 –> 00:15:43.360

you know of course one we don’t want to

00:15:43.360 –> 00:15:45.110

you know of course one we don’t want to

be the one signing a two-year contract

00:15:45.110 –> 00:15:45.120

be the one signing a two-year contract

00:15:45.120 –> 00:15:46.150

be the one signing a two-year contract

for a client that doesn’t have a

00:15:46.150 –> 00:15:46.160

for a client that doesn’t have a

00:15:46.160 –> 00:15:48.710

for a client that doesn’t have a

two-year contract with us um and you

00:15:48.710 –> 00:15:48.720

two-year contract with us um and you

00:15:48.720 –> 00:15:50.310

two-year contract with us um and you

know of course at any point who knows

00:15:50.310 –> 00:15:50.320

know of course at any point who knows

00:15:50.320 –> 00:15:51.990

know of course at any point who knows

especially with startups what may happen

00:15:51.990 –> 00:15:52.000

especially with startups what may happen

00:15:52.000 –> 00:15:53.350

especially with startups what may happen

and on the other side of the coin of

00:15:53.350 –> 00:15:53.360

and on the other side of the coin of

00:15:53.360 –> 00:15:54.710

and on the other side of the coin of

course you know we don’t want to be

00:15:54.710 –> 00:15:54.720

course you know we don’t want to be

00:15:54.720 –> 00:15:56.710

course you know we don’t want to be

owning it in case something happens to

00:15:56.710 –> 00:15:56.720

owning it in case something happens to

00:15:56.720 –> 00:15:59.030

owning it in case something happens to

us as an agency um i think the example

00:15:59.030 –> 00:15:59.040

us as an agency um i think the example

00:15:59.040 –> 00:16:00.550

us as an agency um i think the example

that i’ve given a few times is i’m on

00:16:00.550 –> 00:16:00.560

that i’ve given a few times is i’m on

00:16:00.560 –> 00:16:02.790

that i’ve given a few times is i’m on

vacation my wallet gets stolen my credit

00:16:02.790 –> 00:16:02.800

vacation my wallet gets stolen my credit

00:16:02.800 –> 00:16:04.550

vacation my wallet gets stolen my credit

card gets turned off who is going to set

00:16:04.550 –> 00:16:04.560

card gets turned off who is going to set

00:16:04.560 –> 00:16:06.310

card gets turned off who is going to set

this back up if we’re the ones who put

00:16:06.310 –> 00:16:06.320

this back up if we’re the ones who put

00:16:06.320 –> 00:16:09.189

this back up if we’re the ones who put

this on or we fold we don’t want to put

00:16:09.189 –> 00:16:09.199

this on or we fold we don’t want to put

00:16:09.199 –> 00:16:10.389

this on or we fold we don’t want to put

our clients in that position so we

00:16:10.389 –> 00:16:10.399

our clients in that position so we

00:16:10.399 –> 00:16:11.670

our clients in that position so we

always encourage them to own it

00:16:11.670 –> 00:16:11.680

always encourage them to own it

00:16:11.680 –> 00:16:13.509

always encourage them to own it

additionally of course you know for some

00:16:13.509 –> 00:16:13.519

additionally of course you know for some

00:16:13.519 –> 00:16:15.269

additionally of course you know for some

of these again using hubspot as an

00:16:15.269 –> 00:16:15.279

of these again using hubspot as an

00:16:15.279 –> 00:16:16.790

of these again using hubspot as an

example someone signs up for hub soft

00:16:16.790 –> 00:16:16.800

example someone signs up for hub soft

00:16:16.800 –> 00:16:18.230

example someone signs up for hub soft

marketing they’re signing a one or a two

00:16:18.230 –> 00:16:18.240

marketing they’re signing a one or a two

00:16:18.240 –> 00:16:20.310

marketing they’re signing a one or a two

year contract that is a contract between

00:16:20.310 –> 00:16:20.320

year contract that is a contract between

00:16:20.320 –> 00:16:22.310

year contract that is a contract between

them and and hubspot i don’t want to

00:16:22.310 –> 00:16:22.320

them and and hubspot i don’t want to

00:16:22.320 –> 00:16:23.749

them and and hubspot i don’t want to

wedge myself in too much as a third

00:16:23.749 –> 00:16:23.759

wedge myself in too much as a third

00:16:23.759 –> 00:16:25.829

wedge myself in too much as a third

party or to try to overly manage that

00:16:25.829 –> 00:16:25.839

party or to try to overly manage that

00:16:25.839 –> 00:16:27.269

party or to try to overly manage that

because i am not a party to that

00:16:27.269 –> 00:16:27.279

because i am not a party to that

00:16:27.279 –> 00:16:28.949

because i am not a party to that

contract i have some skin in the game

00:16:28.949 –> 00:16:28.959

contract i have some skin in the game

00:16:28.959 –> 00:16:31.590

contract i have some skin in the game

but not as much as they do so really

00:16:31.590 –> 00:16:31.600

but not as much as they do so really

00:16:31.600 –> 00:16:33.350

but not as much as they do so really

want to stay out of that so i generally

00:16:33.350 –> 00:16:33.360

want to stay out of that so i generally

00:16:33.360 –> 00:16:34.470

want to stay out of that so i generally

try to

00:16:34.470 –> 00:16:34.480

try to

00:16:34.480 –> 00:16:37.749

try to

run for some of these like hubspot or a

00:16:37.749 –> 00:16:37.759

run for some of these like hubspot or a

00:16:37.759 –> 00:16:39.350

run for some of these like hubspot or a

sprout social or something that is going

00:16:39.350 –> 00:16:39.360

sprout social or something that is going

00:16:39.360 –> 00:16:40.949

sprout social or something that is going

to be a larger commitment and something

00:16:40.949 –> 00:16:40.959

to be a larger commitment and something

00:16:40.959 –> 00:16:43.910

to be a larger commitment and something

that may or may not be a little spendy i

00:16:43.910 –> 00:16:43.920

that may or may not be a little spendy i

00:16:43.920 –> 00:16:46.870

that may or may not be a little spendy i

try to make proper intros stay involved

00:16:46.870 –> 00:16:46.880

try to make proper intros stay involved

00:16:46.880 –> 00:16:48.870

try to make proper intros stay involved

with the conversations as is appropriate

00:16:48.870 –> 00:16:48.880

with the conversations as is appropriate

00:16:48.880 –> 00:16:50.629

with the conversations as is appropriate

and kind of try to toe the line to make

00:16:50.629 –> 00:16:50.639

and kind of try to toe the line to make

00:16:50.639 –> 00:16:52.550

and kind of try to toe the line to make

sure that i’m not leaving anyone kind of

00:16:52.550 –> 00:16:52.560

sure that i’m not leaving anyone kind of

00:16:52.560 –> 00:16:54.710

sure that i’m not leaving anyone kind of

hanging out to dry or or you know get

00:16:54.710 –> 00:16:54.720

hanging out to dry or or you know get

00:16:54.720 –> 00:16:56.310

hanging out to dry or or you know get

the hard sell i try to be really

00:16:56.310 –> 00:16:56.320

the hard sell i try to be really

00:16:56.320 –> 00:16:58.230

the hard sell i try to be really

transparent with everyone on both sides

00:16:58.230 –> 00:16:58.240

transparent with everyone on both sides

00:16:58.240 –> 00:16:59.509

transparent with everyone on both sides

about what timelines actually are

00:16:59.509 –> 00:16:59.519

about what timelines actually are

00:16:59.519 –> 00:17:01.189

about what timelines actually are

looking like what budgets actually are

00:17:01.189 –> 00:17:01.199

looking like what budgets actually are

00:17:01.199 –> 00:17:02.949

looking like what budgets actually are

what’s going to happen and when uh to

00:17:02.949 –> 00:17:02.959

what’s going to happen and when uh to

00:17:02.959 –> 00:17:04.230

what’s going to happen and when uh to

make sure to kind of guide those

00:17:04.230 –> 00:17:04.240

make sure to kind of guide those

00:17:04.240 –> 00:17:06.549

make sure to kind of guide those

conversations but otherwise when it

00:17:06.549 –> 00:17:06.559

conversations but otherwise when it

00:17:06.559 –> 00:17:08.309

conversations but otherwise when it

comes to actually you know contracting

00:17:08.309 –> 00:17:08.319

comes to actually you know contracting

00:17:08.319 –> 00:17:09.669

comes to actually you know contracting

what’s going to end up being billing

00:17:09.669 –> 00:17:09.679

what’s going to end up being billing

00:17:09.679 –> 00:17:11.909

what’s going to end up being billing

terms or discounts negotiated or

00:17:11.909 –> 00:17:11.919

terms or discounts negotiated or

00:17:11.919 –> 00:17:13.829

terms or discounts negotiated or

whatever else and like this is between

00:17:13.829 –> 00:17:13.839

whatever else and like this is between

00:17:13.839 –> 00:17:15.669

whatever else and like this is between

y’all i want to stay the heck out of it

00:17:15.669 –> 00:17:15.679

y’all i want to stay the heck out of it

00:17:15.679 –> 00:17:16.870

y’all i want to stay the heck out of it

for things that are going to be a little

00:17:16.870 –> 00:17:16.880

for things that are going to be a little

00:17:16.880 –> 00:17:18.710

for things that are going to be a little

bit easier you sign up you set stuff up

00:17:18.710 –> 00:17:18.720

bit easier you sign up you set stuff up

00:17:18.720 –> 00:17:20.549

bit easier you sign up you set stuff up

uh don’t need to go through a prolonged

00:17:20.549 –> 00:17:20.559

uh don’t need to go through a prolonged

00:17:20.559 –> 00:17:22.150

uh don’t need to go through a prolonged

sales process it’s often just sending

00:17:22.150 –> 00:17:22.160

sales process it’s often just sending

00:17:22.160 –> 00:17:23.990

sales process it’s often just sending

over like here’s the link

00:17:23.990 –> 00:17:24.000

over like here’s the link

00:17:24.000 –> 00:17:25.750

over like here’s the link

sign up for this

00:17:25.750 –> 00:17:25.760

sign up for this

00:17:25.760 –> 00:17:27.510

sign up for this

add me as a user but here’s the two

00:17:27.510 –> 00:17:27.520

add me as a user but here’s the two

00:17:27.520 –> 00:17:29.510

add me as a user but here’s the two

second tutorial on how to do that

00:17:29.510 –> 00:17:29.520

second tutorial on how to do that

00:17:29.520 –> 00:17:31.430

second tutorial on how to do that

and then we can take it from there so

00:17:31.430 –> 00:17:31.440

and then we can take it from there so

00:17:31.440 –> 00:17:33.110

and then we can take it from there so

that’s really you know it’s it’s not an

00:17:33.110 –> 00:17:33.120

that’s really you know it’s it’s not an

00:17:33.120 –> 00:17:34.870

that’s really you know it’s it’s not an

elegant process by any means it’s a

00:17:34.870 –> 00:17:34.880

elegant process by any means it’s a

00:17:34.880 –> 00:17:36.470

elegant process by any means it’s a

little bit a little bit of a dance where

00:17:36.470 –> 00:17:36.480

little bit a little bit of a dance where

00:17:36.480 –> 00:17:39.270

little bit a little bit of a dance where

we’re trying not to step in it uh and uh

00:17:39.270 –> 00:17:39.280

we’re trying not to step in it uh and uh

00:17:39.280 –> 00:17:40.870

we’re trying not to step in it uh and uh

get our get ourselves in the middle of

00:17:40.870 –> 00:17:40.880

get our get ourselves in the middle of

00:17:40.880 –> 00:17:41.990

get our get ourselves in the middle of

something we shouldn’t be in the middle

00:17:41.990 –> 00:17:42.000

something we shouldn’t be in the middle

00:17:42.000 –> 00:17:44.310

something we shouldn’t be in the middle

of part of me is dying inside because i

00:17:44.310 –> 00:17:44.320

of part of me is dying inside because i

00:17:44.320 –> 00:17:45.750

of part of me is dying inside because i

solved all these problems but it’s okay

00:17:45.750 –> 00:17:45.760

solved all these problems but it’s okay

00:17:45.760 –> 00:17:46.950

solved all these problems but it’s okay

i understand

00:17:46.950 –> 00:17:46.960

i understand

00:17:46.960 –> 00:17:48.549

i understand

i did the same thing to me like the

00:17:48.549 –> 00:17:48.559

i did the same thing to me like the

00:17:48.559 –> 00:17:50.390

i did the same thing to me like the

hardest thing about that relationship is

00:17:50.390 –> 00:17:50.400

hardest thing about that relationship is

00:17:50.400 –> 00:17:51.830

hardest thing about that relationship is

when you because you’re i know the kind

00:17:51.830 –> 00:17:51.840

when you because you’re i know the kind

00:17:51.840 –> 00:17:54.230

when you because you’re i know the kind

of contracts you’re doing are large and

00:17:54.230 –> 00:17:54.240

of contracts you’re doing are large and

00:17:54.240 –> 00:17:55.830

of contracts you’re doing are large and

i used to be analytics consulted and

00:17:55.830 –> 00:17:55.840

i used to be analytics consulted and

00:17:55.840 –> 00:17:57.270

i used to be analytics consulted and

amplitude sales would always drive me

00:17:57.270 –> 00:17:57.280

amplitude sales would always drive me

00:17:57.280 –> 00:17:59.190

amplitude sales would always drive me

absolutely bananas right because it was

00:17:59.190 –> 00:17:59.200

absolutely bananas right because it was

00:17:59.200 –> 00:18:00.710

absolutely bananas right because it was

a great product but the sales people

00:18:00.710 –> 00:18:00.720

a great product but the sales people

00:18:00.720 –> 00:18:02.310

a great product but the sales people

would never listen to me they didn’t

00:18:02.310 –> 00:18:02.320

would never listen to me they didn’t

00:18:02.320 –> 00:18:03.669

would never listen to me they didn’t

understand implementation partners at

00:18:03.669 –> 00:18:03.679

understand implementation partners at

00:18:03.679 –> 00:18:05.029

understand implementation partners at

all they didn’t understand these people

00:18:05.029 –> 00:18:05.039

all they didn’t understand these people

00:18:05.039 –> 00:18:09.350

all they didn’t understand these people

existed you don’t exist and like

00:18:09.350 –> 00:18:09.360

00:18:09.360 –> 00:18:10.950

i’m pretty sure i accept anyway so they

00:18:10.950 –> 00:18:10.960

i’m pretty sure i accept anyway so they

00:18:10.960 –> 00:18:12.549

i’m pretty sure i accept anyway so they

always end run me with the client right

00:18:12.549 –> 00:18:12.559

always end run me with the client right

00:18:12.559 –> 00:18:14.390

always end run me with the client right

and create chaos hubspot’s much better

00:18:14.390 –> 00:18:14.400

and create chaos hubspot’s much better

00:18:14.400 –> 00:18:16.870

and create chaos hubspot’s much better

at that but you must have had to deal

00:18:16.870 –> 00:18:16.880

at that but you must have had to deal

00:18:16.880 –> 00:18:18.630

at that but you must have had to deal

with vendors who you’d have to like

00:18:18.630 –> 00:18:18.640

with vendors who you’d have to like

00:18:18.640 –> 00:18:19.909

with vendors who you’d have to like

reign them in i’m curious what do you

00:18:19.909 –> 00:18:19.919

reign them in i’m curious what do you

00:18:19.919 –> 00:18:21.110

reign them in i’m curious what do you

have a way of bringing those things and

00:18:21.110 –> 00:18:21.120

have a way of bringing those things and

00:18:21.120 –> 00:18:22.630

have a way of bringing those things and

those conversations under control and i

00:18:22.630 –> 00:18:22.640

those conversations under control and i

00:18:22.640 –> 00:18:24.150

those conversations under control and i

mean i asked this in a meaningful way

00:18:24.150 –> 00:18:24.160

mean i asked this in a meaningful way

00:18:24.160 –> 00:18:25.590

mean i asked this in a meaningful way

because so many software vendors need to

00:18:25.590 –> 00:18:25.600

because so many software vendors need to

00:18:25.600 –> 00:18:27.830

because so many software vendors need to

hear you know your point of view on the

00:18:27.830 –> 00:18:27.840

hear you know your point of view on the

00:18:27.840 –> 00:18:28.630

hear you know your point of view on the

sale because they don’t know what

00:18:28.630 –> 00:18:28.640

sale because they don’t know what

00:18:28.640 –> 00:18:31.029

sale because they don’t know what

they’re doing we don’t have a process

00:18:31.029 –> 00:18:31.039

they’re doing we don’t have a process

00:18:31.039 –> 00:18:33.190

they’re doing we don’t have a process

for that we’ve had circumstances though

00:18:33.190 –> 00:18:33.200

for that we’ve had circumstances though

00:18:33.200 –> 00:18:35.350

for that we’ve had circumstances though

where you know i’ve i’ve had to send a

00:18:35.350 –> 00:18:35.360

where you know i’ve i’ve had to send a

00:18:35.360 –> 00:18:37.350

where you know i’ve i’ve had to send a

nasty email we had one where someone’s

00:18:37.350 –> 00:18:37.360

nasty email we had one where someone’s

00:18:37.360 –> 00:18:39.590

nasty email we had one where someone’s

being very overly aggressive and was not

00:18:39.590 –> 00:18:39.600

being very overly aggressive and was not

00:18:39.600 –> 00:18:41.270

being very overly aggressive and was not

listening to the client and to be very

00:18:41.270 –> 00:18:41.280

listening to the client and to be very

00:18:41.280 –> 00:18:42.549

listening to the client and to be very

frank like some of the language they

00:18:42.549 –> 00:18:42.559

frank like some of the language they

00:18:42.559 –> 00:18:44.470

frank like some of the language they

were using as a woman in business you

00:18:44.470 –> 00:18:44.480

were using as a woman in business you

00:18:44.480 –> 00:18:46.070

were using as a woman in business you

know i got an email forwarded to me like

00:18:46.070 –> 00:18:46.080

know i got an email forwarded to me like

00:18:46.080 –> 00:18:47.270

know i got an email forwarded to me like

what would you say to this i was like

00:18:47.270 –> 00:18:47.280

what would you say to this i was like

00:18:47.280 –> 00:18:49.350

what would you say to this i was like

that is some very misogynistic

00:18:49.350 –> 00:18:49.360

that is some very misogynistic

00:18:49.360 –> 00:18:51.750

that is some very misogynistic

condescending language um and it was

00:18:51.750 –> 00:18:51.760

condescending language um and it was

00:18:51.760 –> 00:18:53.669

condescending language um and it was

very much you know kind of to summarize

00:18:53.669 –> 00:18:53.679

very much you know kind of to summarize

00:18:53.679 –> 00:18:55.909

very much you know kind of to summarize

the tone and and the language being used

00:18:55.909 –> 00:18:55.919

the tone and and the language being used

00:18:55.919 –> 00:18:57.110

the tone and and the language being used

well it didn’t say it directly was kind

00:18:57.110 –> 00:18:57.120

well it didn’t say it directly was kind

00:18:57.120 –> 00:18:59.190

well it didn’t say it directly was kind

of like listen little lady like maybe

00:18:59.190 –> 00:18:59.200

of like listen little lady like maybe

00:18:59.200 –> 00:19:00.630

of like listen little lady like maybe

your boss might have about have a

00:19:00.630 –> 00:19:00.640

your boss might have about have a

00:19:00.640 –> 00:19:02.230

your boss might have about have a

different opinion about what you should

00:19:02.230 –> 00:19:02.240

different opinion about what you should

00:19:02.240 –> 00:19:03.990

different opinion about what you should

do you know like i think you know like

00:19:03.990 –> 00:19:04.000

do you know like i think you know like

00:19:04.000 –> 00:19:05.430

do you know like i think you know like

we kind of know better and i was like

00:19:05.430 –> 00:19:05.440

we kind of know better and i was like

00:19:05.440 –> 00:19:07.750

we kind of know better and i was like

hell no it was a situation where you

00:19:07.750 –> 00:19:07.760

hell no it was a situation where you

00:19:07.760 –> 00:19:09.590

hell no it was a situation where you

know i basically coached the client as

00:19:09.590 –> 00:19:09.600

know i basically coached the client as

00:19:09.600 –> 00:19:11.029

know i basically coached the client as

like this is what i would respond and

00:19:11.029 –> 00:19:11.039

like this is what i would respond and

00:19:11.039 –> 00:19:12.870

like this is what i would respond and

say at the same time i get to send my

00:19:12.870 –> 00:19:12.880

say at the same time i get to send my

00:19:12.880 –> 00:19:14.630

say at the same time i get to send my

nasty email and kind of had to

00:19:14.630 –> 00:19:14.640

nasty email and kind of had to

00:19:14.640 –> 00:19:15.830

nasty email and kind of had to

essentially figure out who their

00:19:15.830 –> 00:19:15.840

essentially figure out who their

00:19:15.840 –> 00:19:18.150

essentially figure out who their

supervisor was and copy them and say you

00:19:18.150 –> 00:19:18.160

supervisor was and copy them and say you

00:19:18.160 –> 00:19:19.830

supervisor was and copy them and say you

know it’s like this isn’t appropriate we

00:19:19.830 –> 00:19:19.840

know it’s like this isn’t appropriate we

00:19:19.840 –> 00:19:21.990

know it’s like this isn’t appropriate we

can’t have relationships like this uh

00:19:21.990 –> 00:19:22.000

can’t have relationships like this uh

00:19:22.000 –> 00:19:23.750

can’t have relationships like this uh

you’re jeopardizing both of our both of

00:19:23.750 –> 00:19:23.760

you’re jeopardizing both of our both of

00:19:23.760 –> 00:19:25.830

you’re jeopardizing both of our both of

our both of our deals now get your act

00:19:25.830 –> 00:19:25.840

our both of our deals now get your act

00:19:25.840 –> 00:19:27.590

our both of our deals now get your act

together and get someone else on this

00:19:27.590 –> 00:19:27.600

together and get someone else on this

00:19:27.600 –> 00:19:29.510

together and get someone else on this

account pronto um otherwise we’re not

00:19:29.510 –> 00:19:29.520

account pronto um otherwise we’re not

00:19:29.520 –> 00:19:30.710

account pronto um otherwise we’re not

going to deal with you all over again

00:19:30.710 –> 00:19:30.720

going to deal with you all over again

00:19:30.720 –> 00:19:32.549

going to deal with you all over again

and it did resolve itself but it was

00:19:32.549 –> 00:19:32.559

and it did resolve itself but it was

00:19:32.559 –> 00:19:34.630

and it did resolve itself but it was

kind of gross and it was kind of rough

00:19:34.630 –> 00:19:34.640

kind of gross and it was kind of rough

00:19:34.640 –> 00:19:36.150

kind of gross and it was kind of rough

but you know we we want to be an

00:19:36.150 –> 00:19:36.160

but you know we we want to be an

00:19:36.160 –> 00:19:37.909

but you know we we want to be an

advocate for our clients and so it’s

00:19:37.909 –> 00:19:37.919

advocate for our clients and so it’s

00:19:37.919 –> 00:19:39.830

advocate for our clients and so it’s

really going in and trying to coach them

00:19:39.830 –> 00:19:39.840

really going in and trying to coach them

00:19:39.840 –> 00:19:41.350

really going in and trying to coach them

and advocate for them and if it turns

00:19:41.350 –> 00:19:41.360

and advocate for them and if it turns

00:19:41.360 –> 00:19:43.669

and advocate for them and if it turns

out that really we can’t do this anymore

00:19:43.669 –> 00:19:43.679

out that really we can’t do this anymore

00:19:43.679 –> 00:19:45.190

out that really we can’t do this anymore

then we can’t do this anymore we need to

00:19:45.190 –> 00:19:45.200

then we can’t do this anymore we need to

00:19:45.200 –> 00:19:46.789

then we can’t do this anymore we need to

find a different solution well there’s a

00:19:46.789 –> 00:19:46.799

find a different solution well there’s a

00:19:46.799 –> 00:19:47.990

find a different solution well there’s a

little bit in there you threw out that i

00:19:47.990 –> 00:19:48.000

little bit in there you threw out that i

00:19:48.000 –> 00:19:49.510

little bit in there you threw out that i

don’t think people get it

00:19:49.510 –> 00:19:49.520

don’t think people get it

00:19:49.520 –> 00:19:52.310

don’t think people get it

it’s obvious to you but they jeopardize

00:19:52.310 –> 00:19:52.320

it’s obvious to you but they jeopardize

00:19:52.320 –> 00:19:54.390

it’s obvious to you but they jeopardize

both of your deals when they behave that

00:19:54.390 –> 00:19:54.400

both of your deals when they behave that

00:19:54.400 –> 00:19:56.870

both of your deals when they behave that

way because clients will take well like

00:19:56.870 –> 00:19:56.880

way because clients will take well like

00:19:56.880 –> 00:19:58.470

way because clients will take well like

you brought it you brought this drama

00:19:58.470 –> 00:19:58.480

you brought it you brought this drama

00:19:58.480 –> 00:19:59.909

you brought it you brought this drama

into the client’s life and your job is

00:19:59.909 –> 00:19:59.919

into the client’s life and your job is

00:19:59.919 –> 00:20:01.590

into the client’s life and your job is

to remove drama from the client’s life

00:20:01.590 –> 00:20:01.600

to remove drama from the client’s life

00:20:01.600 –> 00:20:03.990

to remove drama from the client’s life

right yeah it’s like it’s super high

00:20:03.990 –> 00:20:04.000

right yeah it’s like it’s super high

00:20:04.000 –> 00:20:06.310

right yeah it’s like it’s super high

risk you know when that happens just

00:20:06.310 –> 00:20:06.320

risk you know when that happens just

00:20:06.320 –> 00:20:08.470

risk you know when that happens just

round off then so if a software company

00:20:08.470 –> 00:20:08.480

round off then so if a software company

00:20:08.480 –> 00:20:10.549

round off then so if a software company

uh wanted to reach out to you and say

00:20:10.549 –> 00:20:10.559

uh wanted to reach out to you and say

00:20:10.559 –> 00:20:12.230

uh wanted to reach out to you and say

sell my stuff which is a terrible way to

00:20:12.230 –> 00:20:12.240

sell my stuff which is a terrible way to

00:20:12.240 –> 00:20:13.830

sell my stuff which is a terrible way to

approach you what’s a nice way to

00:20:13.830 –> 00:20:13.840

approach you what’s a nice way to

00:20:13.840 –> 00:20:15.669

approach you what’s a nice way to

approach you a good way someone who you

00:20:15.669 –> 00:20:15.679

approach you a good way someone who you

00:20:15.679 –> 00:20:17.270

approach you a good way someone who you

think has done a good job of adding

00:20:17.270 –> 00:20:17.280

think has done a good job of adding

00:20:17.280 –> 00:20:19.110

think has done a good job of adding

themselves into your life

00:20:19.110 –> 00:20:19.120

themselves into your life

00:20:19.120 –> 00:20:21.590

themselves into your life

as a software partner i mean for me the

00:20:21.590 –> 00:20:21.600

as a software partner i mean for me the

00:20:21.600 –> 00:20:23.590

as a software partner i mean for me the

best way to approach is to not call

00:20:23.590 –> 00:20:23.600

best way to approach is to not call

00:20:23.600 –> 00:20:25.510

best way to approach is to not call

that’s that’s number one i always i love

00:20:25.510 –> 00:20:25.520

that’s that’s number one i always i love

00:20:25.520 –> 00:20:27.350

that’s that’s number one i always i love

the uh you know i usually have back to

00:20:27.350 –> 00:20:27.360

the uh you know i usually have back to

00:20:27.360 –> 00:20:29.110

the uh you know i usually have back to

back-to-back calls booked all day and so

00:20:29.110 –> 00:20:29.120

back-to-back calls booked all day and so

00:20:29.120 –> 00:20:30.310

back-to-back calls booked all day and so

when someone just suddenly starts

00:20:30.310 –> 00:20:30.320

when someone just suddenly starts

00:20:30.320 –> 00:20:31.590

when someone just suddenly starts

ringing in the middle of the day it’s a

00:20:31.590 –> 00:20:31.600

ringing in the middle of the day it’s a

00:20:31.600 –> 00:20:32.710

ringing in the middle of the day it’s a

little like

00:20:32.710 –> 00:20:32.720

little like

00:20:32.720 –> 00:20:34.470

little like

not answering but i think the one thing

00:20:34.470 –> 00:20:34.480

not answering but i think the one thing

00:20:34.480 –> 00:20:36.230

not answering but i think the one thing

is really especially since we do so much

00:20:36.230 –> 00:20:36.240

is really especially since we do so much

00:20:36.240 –> 00:20:37.510

is really especially since we do so much

work around sales enablement and

00:20:37.510 –> 00:20:37.520

work around sales enablement and

00:20:37.520 –> 00:20:39.830

work around sales enablement and

building sales processes i like to see

00:20:39.830 –> 00:20:39.840

building sales processes i like to see

00:20:39.840 –> 00:20:42.390

building sales processes i like to see

folks who know how to sell and who

00:20:42.390 –> 00:20:42.400

folks who know how to sell and who

00:20:42.400 –> 00:20:44.070

folks who know how to sell and who

understand the folks they’re trying to

00:20:44.070 –> 00:20:44.080

understand the folks they’re trying to

00:20:44.080 –> 00:20:46.070

understand the folks they’re trying to

sell to so i like seeing folks have

00:20:46.070 –> 00:20:46.080

sell to so i like seeing folks have

00:20:46.080 –> 00:20:47.990

sell to so i like seeing folks have

reached out with customized messages

00:20:47.990 –> 00:20:48.000

reached out with customized messages

00:20:48.000 –> 00:20:49.430

reached out with customized messages

that are doing their due diligence

00:20:49.430 –> 00:20:49.440

that are doing their due diligence

00:20:49.440 –> 00:20:50.710

that are doing their due diligence

before they reach out they don’t need

00:20:50.710 –> 00:20:50.720

before they reach out they don’t need

00:20:50.720 –> 00:20:52.149

before they reach out they don’t need

crazy due diligence but you know if

00:20:52.149 –> 00:20:52.159

crazy due diligence but you know if

00:20:52.159 –> 00:20:54.230

crazy due diligence but you know if

someone’s trying to sell me software to

00:20:54.230 –> 00:20:54.240

someone’s trying to sell me software to

00:20:54.240 –> 00:20:56.149

someone’s trying to sell me software to

help me build software when we don’t

00:20:56.149 –> 00:20:56.159

help me build software when we don’t

00:20:56.159 –> 00:20:58.710

help me build software when we don’t

build software that isn’t going to to go

00:20:58.710 –> 00:20:58.720

build software that isn’t going to to go

00:20:58.720 –> 00:21:00.470

build software that isn’t going to to go

well or for

00:21:00.470 –> 00:21:00.480

well or for

00:21:00.480 –> 00:21:02.390

well or for

software for us to add for our clients

00:21:02.390 –> 00:21:02.400

software for us to add for our clients

00:21:02.400 –> 00:21:03.909

software for us to add for our clients

e-commerce stacks we don’t deal with

00:21:03.909 –> 00:21:03.919

e-commerce stacks we don’t deal with

00:21:03.919 –> 00:21:05.350

e-commerce stacks we don’t deal with

e-commerce like that’s that’s like one

00:21:05.350 –> 00:21:05.360

e-commerce like that’s that’s like one

00:21:05.360 –> 00:21:06.549

e-commerce like that’s that’s like one

of our number one things like we don’t

00:21:06.549 –> 00:21:06.559

of our number one things like we don’t

00:21:06.559 –> 00:21:08.470

of our number one things like we don’t

do e-commerce so

00:21:08.470 –> 00:21:08.480

do e-commerce so

00:21:08.480 –> 00:21:10.549

do e-commerce so

it’s a little making sure that something

00:21:10.549 –> 00:21:10.559

it’s a little making sure that something

00:21:10.559 –> 00:21:12.870

it’s a little making sure that something

is is an actually targeted appropriate

00:21:12.870 –> 00:21:12.880

is is an actually targeted appropriate

00:21:12.880 –> 00:21:15.190

is is an actually targeted appropriate

pitch being respectful of timing and not

00:21:15.190 –> 00:21:15.200

pitch being respectful of timing and not

00:21:15.200 –> 00:21:17.110

pitch being respectful of timing and not

reusing the same kind of those cheesy

00:21:17.110 –> 00:21:17.120

reusing the same kind of those cheesy

00:21:17.120 –> 00:21:19.270

reusing the same kind of those cheesy

sales sequence breakup emails

00:21:19.270 –> 00:21:19.280

sales sequence breakup emails

00:21:19.280 –> 00:21:21.270

sales sequence breakup emails

that everyone does you know in one today

00:21:21.270 –> 00:21:21.280

that everyone does you know in one today

00:21:21.280 –> 00:21:22.870

that everyone does you know in one today

or i don’t know where this person got me

00:21:22.870 –> 00:21:22.880

or i don’t know where this person got me

00:21:22.880 –> 00:21:24.149

or i don’t know where this person got me

from but you know they’re talking you

00:21:24.149 –> 00:21:24.159

from but you know they’re talking you

00:21:24.159 –> 00:21:25.909

from but you know they’re talking you

know it’s like like oh maybe you’re not

00:21:25.909 –> 00:21:25.919

know it’s like like oh maybe you’re not

00:21:25.919 –> 00:21:27.270

know it’s like like oh maybe you’re not

the right person or maybe you’re just

00:21:27.270 –> 00:21:27.280

the right person or maybe you’re just

00:21:27.280 –> 00:21:29.669

the right person or maybe you’re just

busy climbing mount kilimanjaro hahaha

00:21:29.669 –> 00:21:29.679

busy climbing mount kilimanjaro hahaha

00:21:29.679 –> 00:21:31.350

busy climbing mount kilimanjaro hahaha

and it’s like i appreciate they tried to

00:21:31.350 –> 00:21:31.360

and it’s like i appreciate they tried to

00:21:31.360 –> 00:21:32.870

and it’s like i appreciate they tried to

put a fresh spin on that one but it’s

00:21:32.870 –> 00:21:32.880

put a fresh spin on that one but it’s

00:21:32.880 –> 00:21:35.110

put a fresh spin on that one but it’s

like no like i didn’t see any of your

00:21:35.110 –> 00:21:35.120

like no like i didn’t see any of your

00:21:35.120 –> 00:21:37.190

like no like i didn’t see any of your

other 17 emails before this or however

00:21:37.190 –> 00:21:37.200

other 17 emails before this or however

00:21:37.200 –> 00:21:39.110

other 17 emails before this or however

many you sent this the breakup email

00:21:39.110 –> 00:21:39.120

many you sent this the breakup email

00:21:39.120 –> 00:21:40.789

many you sent this the breakup email

doesn’t really have the same resonance

00:21:40.789 –> 00:21:40.799

doesn’t really have the same resonance

00:21:40.799 –> 00:21:42.470

doesn’t really have the same resonance

so make it a little fresh i mean when

00:21:42.470 –> 00:21:42.480

so make it a little fresh i mean when

00:21:42.480 –> 00:21:43.750

so make it a little fresh i mean when

you’re marketing marketing agencies you

00:21:43.750 –> 00:21:43.760

you’re marketing marketing agencies you

00:21:43.760 –> 00:21:46.310

you’re marketing marketing agencies you

got to be a little bit more entertaining

00:21:46.310 –> 00:21:46.320

got to be a little bit more entertaining

00:21:46.320 –> 00:21:47.270

got to be a little bit more entertaining

yeah

00:21:47.270 –> 00:21:47.280

yeah

00:21:47.280 –> 00:21:48.950

yeah

yeah and that’s that’s one of the things

00:21:48.950 –> 00:21:48.960

yeah and that’s that’s one of the things

00:21:48.960 –> 00:21:51.029

yeah and that’s that’s one of the things

too is if i get a really bad pitch or

00:21:51.029 –> 00:21:51.039

too is if i get a really bad pitch or

00:21:51.039 –> 00:21:52.950

too is if i get a really bad pitch or

something that uh isn’t appropriate or

00:21:52.950 –> 00:21:52.960

something that uh isn’t appropriate or

00:21:52.960 –> 00:21:54.789

something that uh isn’t appropriate or

someone messed up their their sequencing

00:21:54.789 –> 00:21:54.799

someone messed up their their sequencing

00:21:54.799 –> 00:21:56.630

someone messed up their their sequencing

like i’ll get you know all three sales

00:21:56.630 –> 00:21:56.640

like i’ll get you know all three sales

00:21:56.640 –> 00:21:57.990

like i’ll get you know all three sales

emails i’m supposed to get across a

00:21:57.990 –> 00:21:58.000

emails i’m supposed to get across a

00:21:58.000 –> 00:21:59.750

emails i’m supposed to get across a

month like on the same day like back to

00:21:59.750 –> 00:21:59.760

month like on the same day like back to

00:21:59.760 –> 00:22:02.149

month like on the same day like back to

back-to-back i’ll email back and tell

00:22:02.149 –> 00:22:02.159

back-to-back i’ll email back and tell

00:22:02.159 –> 00:22:03.990

back-to-back i’ll email back and tell

them what to do better and copy their

00:22:03.990 –> 00:22:04.000

them what to do better and copy their

00:22:04.000 –> 00:22:05.909

them what to do better and copy their

boss and their boss’s boss anyone who i

00:22:05.909 –> 00:22:05.919

boss and their boss’s boss anyone who i

00:22:05.919 –> 00:22:07.270

boss and their boss’s boss anyone who i

can find on linkedin and try to sell

00:22:07.270 –> 00:22:07.280

can find on linkedin and try to sell

00:22:07.280 –> 00:22:08.630

can find on linkedin and try to sell

them and explain to them that they need

00:22:08.630 –> 00:22:08.640

them and explain to them that they need

00:22:08.640 –> 00:22:10.390

them and explain to them that they need

to to revamp their sales processes and

00:22:10.390 –> 00:22:10.400

to to revamp their sales processes and

00:22:10.400 –> 00:22:12.950

to to revamp their sales processes and

offer them sales training so the worst

00:22:12.950 –> 00:22:12.960

offer them sales training so the worst

00:22:12.960 –> 00:22:15.029

offer them sales training so the worst

ones i i’m kind of mean about it’s just

00:22:15.029 –> 00:22:15.039

ones i i’m kind of mean about it’s just

00:22:15.039 –> 00:22:17.430

ones i i’m kind of mean about it’s just

a matter of respect versus desperation i

00:22:17.430 –> 00:22:17.440

a matter of respect versus desperation i

00:22:17.440 –> 00:22:19.590

a matter of respect versus desperation i

feel that is the fundamental i guess

00:22:19.590 –> 00:22:19.600

feel that is the fundamental i guess

00:22:19.600 –> 00:22:21.029

feel that is the fundamental i guess

that’s the story of what this thing’s

00:22:21.029 –> 00:22:21.039

that’s the story of what this thing’s

00:22:21.039 –> 00:22:22.710

that’s the story of what this thing’s

all about what i’m trying to talk about

00:22:22.710 –> 00:22:22.720

all about what i’m trying to talk about

00:22:22.720 –> 00:22:25.029

all about what i’m trying to talk about

is like agencies you’re dealing with

00:22:25.029 –> 00:22:25.039

is like agencies you’re dealing with

00:22:25.039 –> 00:22:27.029

is like agencies you’re dealing with

fear and risk with your clients your own

00:22:27.029 –> 00:22:27.039

fear and risk with your clients your own

00:22:27.039 –> 00:22:29.510

fear and risk with your clients your own

lives vendors need to respect you but

00:22:29.510 –> 00:22:29.520

lives vendors need to respect you but

00:22:29.520 –> 00:22:31.110

lives vendors need to respect you but

then that the opportunity for an agency

00:22:31.110 –> 00:22:31.120

then that the opportunity for an agency

00:22:31.120 –> 00:22:32.549

then that the opportunity for an agency

to bring it under control is actually

00:22:32.549 –> 00:22:32.559

to bring it under control is actually

00:22:32.559 –> 00:22:35.830

to bring it under control is actually

quite interesting uh as well and that’s

00:22:35.830 –> 00:22:35.840

quite interesting uh as well and that’s

00:22:35.840 –> 00:22:37.350

quite interesting uh as well and that’s

really what i’m trying to achieve over

00:22:37.350 –> 00:22:37.360

really what i’m trying to achieve over

00:22:37.360 –> 00:22:39.830

really what i’m trying to achieve over

the last this next decade it has to be

00:22:39.830 –> 00:22:39.840

the last this next decade it has to be

00:22:39.840 –> 00:22:41.350

the last this next decade it has to be

the way it used to be you know it used

00:22:41.350 –> 00:22:41.360

the way it used to be you know it used

00:22:41.360 –> 00:22:43.430

the way it used to be you know it used

to be like this uh it should be again uh

00:22:43.430 –> 00:22:43.440

to be like this uh it should be again uh

00:22:43.440 –> 00:22:44.549

to be like this uh it should be again uh

thank you so much julie i really

00:22:44.549 –> 00:22:44.559

thank you so much julie i really

00:22:44.559 –> 00:22:46.710

thank you so much julie i really

appreciate you being

00:22:46.710 –> 00:22:46.720

appreciate you being

00:22:46.720 –> 00:22:47.990

appreciate you being

up front i don’t know if you have any

00:22:47.990 –> 00:22:48.000

up front i don’t know if you have any

00:22:48.000 –> 00:22:49.590

up front i don’t know if you have any

milwaukee versus vegas takes i would

00:22:49.590 –> 00:22:49.600

milwaukee versus vegas takes i would

00:22:49.600 –> 00:22:51.590

milwaukee versus vegas takes i would

love to hear the milwaukee take on

00:22:51.590 –> 00:22:51.600

love to hear the milwaukee take on

00:22:51.600 –> 00:22:53.029

love to hear the milwaukee take on

digital today versus the vegas take a

00:22:53.029 –> 00:22:53.039

digital today versus the vegas take a

00:22:53.039 –> 00:22:55.110

digital today versus the vegas take a

digital because you spam both cities ah

00:22:55.110 –> 00:22:55.120

digital because you spam both cities ah

00:22:55.120 –> 00:22:56.710

digital because you spam both cities ah

you know it’s weird we don’t have any

00:22:56.710 –> 00:22:56.720

you know it’s weird we don’t have any

00:22:56.720 –> 00:22:58.470

you know it’s weird we don’t have any

clients in and well i shouldn’t say we

00:22:58.470 –> 00:22:58.480

clients in and well i shouldn’t say we

00:22:58.480 –> 00:23:00.950

clients in and well i shouldn’t say we

don’t have we have very few both in

00:23:00.950 –> 00:23:00.960

don’t have we have very few both in

00:23:00.960 –> 00:23:03.430

don’t have we have very few both in

milwaukee or las vegas uh historically

00:23:03.430 –> 00:23:03.440

milwaukee or las vegas uh historically

00:23:03.440 –> 00:23:05.430

milwaukee or las vegas uh historically

uh most of our clients are neither

00:23:05.430 –> 00:23:05.440

uh most of our clients are neither

00:23:05.440 –> 00:23:06.630

uh most of our clients are neither

neither cities nothing good for

00:23:06.630 –> 00:23:06.640

neither cities nothing good for

00:23:06.640 –> 00:23:08.310

neither cities nothing good for

milwaukee las vegas though has a very

00:23:08.310 –> 00:23:08.320

milwaukee las vegas though has a very

00:23:08.320 –> 00:23:10.070

milwaukee las vegas though has a very

good scene when it comes to digital

00:23:10.070 –> 00:23:10.080

good scene when it comes to digital

00:23:10.080 –> 00:23:12.549

good scene when it comes to digital

marketing um there’s also uh lavima here

00:23:12.549 –> 00:23:12.559

marketing um there’s also uh lavima here

00:23:12.559 –> 00:23:14.310

marketing um there’s also uh lavima here

which i was active in the board for uh

00:23:14.310 –> 00:23:14.320

which i was active in the board for uh

00:23:14.320 –> 00:23:16.390

which i was active in the board for uh

for many years which is a really great

00:23:16.390 –> 00:23:16.400

for many years which is a really great

00:23:16.400 –> 00:23:17.750

for many years which is a really great

organization

00:23:17.750 –> 00:23:17.760

organization

00:23:17.760 –> 00:23:19.110

organization

doing a lot to really forward digital

00:23:19.110 –> 00:23:19.120

doing a lot to really forward digital

00:23:19.120 –> 00:23:21.029

doing a lot to really forward digital

marketing and work with agencies and

00:23:21.029 –> 00:23:21.039

marketing and work with agencies and

00:23:21.039 –> 00:23:22.630

marketing and work with agencies and

people who are in-house marketers to

00:23:22.630 –> 00:23:22.640

people who are in-house marketers to

00:23:22.640 –> 00:23:23.510

people who are in-house marketers to

really

00:23:23.510 –> 00:23:23.520

really

00:23:23.520 –> 00:23:25.590

really

uh do cool stuff and learn about new

00:23:25.590 –> 00:23:25.600

uh do cool stuff and learn about new

00:23:25.600 –> 00:23:28.230

uh do cool stuff and learn about new

technology and and you know advance you

00:23:28.230 –> 00:23:28.240

technology and and you know advance you

00:23:28.240 –> 00:23:29.510

technology and and you know advance you

know what they’re doing for themselves

00:23:29.510 –> 00:23:29.520

know what they’re doing for themselves

00:23:29.520 –> 00:23:32.230

know what they’re doing for themselves

or and or their clients um so great

00:23:32.230 –> 00:23:32.240

or and or their clients um so great

00:23:32.240 –> 00:23:33.990

or and or their clients um so great

scene in vegas unfortunately milwaukee

00:23:33.990 –> 00:23:34.000

scene in vegas unfortunately milwaukee

00:23:34.000 –> 00:23:35.270

scene in vegas unfortunately milwaukee

since i’ve been there a little bit too

00:23:35.270 –> 00:23:35.280

since i’ve been there a little bit too

00:23:35.280 –> 00:23:38.070

since i’ve been there a little bit too

busy no idea what’s going on there um

00:23:38.070 –> 00:23:38.080

busy no idea what’s going on there um

00:23:38.080 –> 00:23:39.110

busy no idea what’s going on there um

it’s like nothing it’s such an

00:23:39.110 –> 00:23:39.120

it’s like nothing it’s such an

00:23:39.120 –> 00:23:40.710

it’s like nothing it’s such an

interesting different market that’s why

00:23:40.710 –> 00:23:40.720

interesting different market that’s why

00:23:40.720 –> 00:23:43.269

interesting different market that’s why

yes yeah yeah no

00:23:43.269 –> 00:23:43.279

yes yeah yeah no

00:23:43.279 –> 00:23:45.510

yes yeah yeah no

i think it’s a really good perspective

00:23:45.510 –> 00:23:45.520

i think it’s a really good perspective

00:23:45.520 –> 00:23:47.750

i think it’s a really good perspective

anyway those businesses up there they’re

00:23:47.750 –> 00:23:47.760

anyway those businesses up there they’re

00:23:47.760 –> 00:23:49.430

anyway those businesses up there they’re

totally different anyway that’s besides

00:23:49.430 –> 00:23:49.440

totally different anyway that’s besides

00:23:49.440 –> 00:23:50.710

totally different anyway that’s besides

the point thank you so much for making

00:23:50.710 –> 00:23:50.720

the point thank you so much for making

00:23:50.720 –> 00:23:52.549

the point thank you so much for making

the time i appreciate it uh how do

00:23:52.549 –> 00:23:52.559

the time i appreciate it uh how do

00:23:52.559 –> 00:23:53.909

the time i appreciate it uh how do

people get reach reach out to you

00:23:53.909 –> 00:23:53.919

people get reach reach out to you

00:23:53.919 –> 00:23:55.750

people get reach reach out to you

linkedin email how should they reach out

00:23:55.750 –> 00:23:55.760

linkedin email how should they reach out

00:23:55.760 –> 00:23:58.149

linkedin email how should they reach out

to you linkedin is awesome um just you

00:23:58.149 –> 00:23:58.159

to you linkedin is awesome um just you

00:23:58.159 –> 00:24:00.070

to you linkedin is awesome um just you

know i’m julia weld there’s not many of

00:24:00.070 –> 00:24:00.080

know i’m julia weld there’s not many of

00:24:00.080 –> 00:24:01.830

know i’m julia weld there’s not many of

us i’m the one who’s a digital marketer

00:24:01.830 –> 00:24:01.840

us i’m the one who’s a digital marketer

00:24:01.840 –> 00:24:05.269

us i’m the one who’s a digital marketer

uh not the yoga instructor um we also um

00:24:05.269 –> 00:24:05.279

uh not the yoga instructor um we also um

00:24:05.279 –> 00:24:07.750

uh not the yoga instructor um we also um

if you want to email me it’s uh julie at

00:24:07.750 –> 00:24:07.760

if you want to email me it’s uh julie at

00:24:07.760 –> 00:24:10.430

if you want to email me it’s uh julie at

impressa impressssa

00:24:10.430 –> 00:24:10.440

impressa impressssa

00:24:10.440 –> 00:24:13.830

impressa impressssa

solutions.com or uh on twitter at julie

00:24:13.830 –> 00:24:13.840

solutions.com or uh on twitter at julie

00:24:13.840 –> 00:24:16.549

solutions.com or uh on twitter at julie

world amazing thank you so much

00:24:16.549 –> 00:24:16.559

world amazing thank you so much

00:24:16.559 –> 00:24:18.150

world amazing thank you so much

yeah thank you

00:24:18.150 –> 00:24:18.160

yeah thank you

00:24:18.160 –> 00:24:23.909

yeah thank you

[Music]

00:24:23.909 –> 00:24:23.919

00:24:23.919 –> 00:24:25.430

for more great insights on partnerships

00:24:25.430 –> 00:24:25.440

for more great insights on partnerships

00:24:25.440 –> 00:24:27.350

for more great insights on partnerships

and software like and subscribe and

00:24:27.350 –> 00:24:27.360

and software like and subscribe and

00:24:27.360 –> 00:24:31.159

and software like and subscribe and

we’ll see you in the next video

higher margin retainer agency

Want a FREE ebook?

How to build higher-margin retainers

Our goal is to make running your agency easier, better, faster, and cheaper.

And one of the ways you can do that is through building in higher-margin retainers
for your services.

Here’s a free ebook on us to help you scale!

MORE FROM OUR BLOG

You might also like

  • Agency Connect Podcast

    Jovana Vujnic from Bumper Leads Shares Insights into Marketing Agencies on Agency Connect https://youtu.be/3K0rrbcw7iQ More info: Jovana Vujnic from Bumper Leads joined us at the Agency Connect podcast. Thank you Jovana from Bumper Leads for your candid and honest story at another Agency Connect podcast. Learn More About Managing Subscriptions Get your digital [...]

    Posted on
     December 7, 2022 
    by
    Connor Clayton
  • Agency Connect Podcast

    Rachel Klaver from Identify Marketing Shares Insights into Marketing Agencies on Agency Connect https://youtu.be/29Yia6lfCeM More info: Rachel Klaver from Identify Marketing joined us at the Agency Connect podcast. Thank you Rachel from Identify Marketing for your candid and honest story at another Agency Connect podcast. Learn More About Managing Subscriptions Get your digital [...]

    Posted on
     November 25, 2022 
    by
    Connor Clayton
See all posts

Get new posts to your inbox

Growing successful service revenue in a subscription economy.

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.