Episode Transcript
WEBVTT
1
00:00:02.560 --> 00:00:08.429
You're listening to BB revenue acceleration,
a podcast dedicated helping software executive stay on
2
00:00:08.470 --> 00:00:12.230
the cutting edge of sales and marketing
in their industry. Let's get into the
3
00:00:12.310 --> 00:00:16.910
show. Hi, welcome to be
to be a rover in your acceleration.
4
00:00:17.230 --> 00:00:21.699
My name is Johani Emriti and I'm
here today with Scot Baraday from idea cross
5
00:00:22.219 --> 00:00:26.260
by doing today's cuss good. How
are you? I'm very, very good.
6
00:00:26.420 --> 00:00:30.579
Thank you. So today's good.
We want to talk with you about
7
00:00:31.379 --> 00:00:38.170
subjects is quite interesting. We've actually
got a couple of podcasts on seeing octopic,
8
00:00:38.289 --> 00:00:41.729
but we want to drive in a
little bit more detail with you,
9
00:00:42.170 --> 00:00:48.049
which is about liveraging pout drive sets. But before we get into the topic,
10
00:00:48.210 --> 00:00:51.759
can you please introduce yourself a little
bit more for a listeners as well
11
00:00:51.799 --> 00:00:56.439
as introduced I grove, your company. Yes, my name is Scott Barrel.
12
00:00:56.560 --> 00:01:00.840
I've been in well, I started
out as a journalist and went from
13
00:01:00.840 --> 00:01:06.790
there into corporate communications and was an
exactly that. Some mostly technology companies on
14
00:01:06.870 --> 00:01:10.549
the client side. Formed my agency, Idea Grove, in two thousand and
15
00:01:10.750 --> 00:01:17.430
five as a PR in content firm
specifically for technology companies. Over time we've
16
00:01:17.469 --> 00:01:22.620
become integrated. So we do digital
marketing, web design and just about everything
17
00:01:22.700 --> 00:01:27.219
aligned with the needs of BDB technology
companies. Excellent one. Thanks for that's
18
00:01:27.260 --> 00:01:32.780
good. So, yeah, he's
often seen as a brand of one,
19
00:01:32.890 --> 00:01:38.569
as reputation building tool, and we
are that it's difficult to measure a tribute
20
00:01:38.689 --> 00:01:44.930
Roy tweets. Do you see that? Does it changing? Well, I
21
00:01:45.049 --> 00:01:49.640
think that it is slowly changing.
I think that the reality is that something
22
00:01:49.840 --> 00:01:59.000
like building authority for a client is
always going to be more difficult to measure
23
00:01:59.040 --> 00:02:05.430
than building a pipeline for a client. But there are increasingly ways to measure
24
00:02:05.430 --> 00:02:09.110
it and in there are increasingly ways, I think it just as importantly to
25
00:02:09.509 --> 00:02:17.259
connect authority building or PR efforts more
directly to the pipeline. So I can
26
00:02:17.340 --> 00:02:23.099
give you an example. So one
of the things that's changed in PR is
27
00:02:23.180 --> 00:02:28.620
that it used to be, for
example, you might get a story placement
28
00:02:29.020 --> 00:02:35.370
in a prominent, wellknown publication and
you could expect people your audience to have
29
00:02:35.530 --> 00:02:43.330
read it because there were relatively few
publications in a particular space and because the
30
00:02:43.569 --> 00:02:50.080
readership was strong. Media is extremely
fragmented and so just think of the the
31
00:02:50.240 --> 00:02:53.080
local newspaper. You know it used
to be a be thrown on the doorstep
32
00:02:53.120 --> 00:02:58.710
and everyone would see what was on
the front page. Today it's very unlikely
33
00:02:59.229 --> 00:03:01.870
that anyone you talk to would have
seen it. So you can get that
34
00:03:02.030 --> 00:03:07.909
placement and it have the authority of
having been in your local newspaper or Business
35
00:03:07.949 --> 00:03:12.750
Journal or in a national trade publication. But your audience, you know,
36
00:03:12.979 --> 00:03:17.900
likelihood has not seen that placement,
and so you can do things like one
37
00:03:17.900 --> 00:03:22.180
of the things that we're doing now
and having some success with. You still
38
00:03:22.259 --> 00:03:27.449
want your audience to know that you've
got that placement because it confers authority on
39
00:03:27.530 --> 00:03:30.490
you, it confers credibility on you, and so you can use an account
40
00:03:30.530 --> 00:03:36.849
based marketing campaign, for example,
to promote that placement to make sure the
41
00:03:36.930 --> 00:03:39.930
people you're trying to reach know that
you were in for Biz or in the
42
00:03:39.969 --> 00:03:45.439
New York Times or in the publication. That is confer incredibility on you.
43
00:03:45.719 --> 00:03:49.280
And then when we click on the
ad through the ABM campaign, they can
44
00:03:49.319 --> 00:03:53.479
go back to custom newsroom experience where
you bring them into the funnel in the
45
00:03:53.560 --> 00:03:58.229
same way that you might throw a
blog or other inbel marketing techniques, but
46
00:03:58.389 --> 00:04:01.990
you're doing doing it through marketing,
your news and I think that's how the
47
00:04:02.270 --> 00:04:06.030
the connection is being made today by, I would say, more forward looking
48
00:04:06.349 --> 00:04:10.780
PR firms, although I would say
not most be our firms even today.
49
00:04:10.819 --> 00:04:14.580
Yeah, that things is a great
way to put it to get out of
50
00:04:14.620 --> 00:04:18.819
the see from the description as an
extension of the account base on account base
51
00:04:18.899 --> 00:04:23.420
markets in compaign. And I like
the wall that you are using about gooding
52
00:04:23.459 --> 00:04:27.850
authority because, yeah, if you're
in false you've got you managed to get
53
00:04:27.970 --> 00:04:31.730
publication of effectually a great way to
have to say, in a sense,
54
00:04:32.009 --> 00:04:35.490
buddy, date Wi, you are
an organization of any date show. I'll
55
00:04:35.569 --> 00:04:40.319
sell you see as an organization.
So just to because in them of the
56
00:04:40.399 --> 00:04:44.959
comp thanks to try. But so
you would see do the classic pr which
57
00:04:45.079 --> 00:04:48.680
is getting the contents ready, sharing
that content, finding the right publication,
58
00:04:48.879 --> 00:04:54.230
the publication that you have the right
individ you're the back end breading it.
59
00:04:54.709 --> 00:04:59.750
But you also, as an organization, probably that sort of marketing country in
60
00:04:59.790 --> 00:05:04.389
tens. So just walk the satiss
in anything, mockties follow up. Think
61
00:05:04.550 --> 00:05:10.620
locket US in drugging PA to the
idea. Yes, I mean I think
62
00:05:10.699 --> 00:05:14.100
the differences. You still do all
of those things that you did in traditional
63
00:05:14.220 --> 00:05:18.699
PR in terms of building relationships with
media and getting media placements. It's just
64
00:05:18.939 --> 00:05:25.689
that today you can't end there.
You have to close the loop because you
65
00:05:25.889 --> 00:05:29.930
can't assume, as you could in
the past, that the people you wanted
66
00:05:29.970 --> 00:05:33.569
to see we'll see this and,
related to that, you know we for
67
00:05:33.730 --> 00:05:39.680
years. You know something that sales
people have done in trying to close deals.
68
00:05:40.160 --> 00:05:43.439
Let me back up and just say
the one thing that PR can do
69
00:05:44.240 --> 00:05:49.790
that advertising cannot do nearly as effectively
is to build authority for your brick.
70
00:05:50.149 --> 00:05:55.829
So, in other words, I
think it visibility or awareness. People Associate
71
00:05:55.949 --> 00:06:00.230
awareness with PR. Well, I
can get awareness probably more cost effectively today
72
00:06:00.750 --> 00:06:03.660
by just doing retargeting and blanketing.
You know the web with ads are doing
73
00:06:03.699 --> 00:06:08.180
things like that. That's awareness,
that's visibility, but that's me, that's
74
00:06:08.259 --> 00:06:12.939
me talking about myself. So that
is not authority building, it's just awareness
75
00:06:13.060 --> 00:06:17.139
building. What pre can do is
to help you build authority in your space
76
00:06:17.379 --> 00:06:23.649
through the third party endorsement that is
assumed when a publication about you, and
77
00:06:23.649 --> 00:06:29.250
I would say that's true of analyst
relations, it's true of Captera and other
78
00:06:29.810 --> 00:06:35.560
review site, gardener, digital markets
gardener. They analyst firm realize that what's
79
00:06:35.600 --> 00:06:42.240
going on with crowd source reviews of
technology is a natural extension of the what
80
00:06:42.399 --> 00:06:46.720
used to be the the domain of
analyst relations, and so that's why Gartner
81
00:06:46.800 --> 00:06:49.870
brought up a bunch of the top
software review sites and technology review sites and
82
00:06:49.990 --> 00:06:55.110
Brandsom as Gartner digital markets, because
it's all the same thing. It's all
83
00:06:55.149 --> 00:06:59.230
about conferring Third Party Authority. But
what I was going to do that that's
84
00:06:59.350 --> 00:07:03.819
just to lead into. You know, what sales people have done forever is
85
00:07:03.860 --> 00:07:09.699
when they're reaching out to a prospect, they will they will link to recent
86
00:07:09.860 --> 00:07:14.860
media coverage or they'll talk about something
analysts said or something a third party set.
87
00:07:15.259 --> 00:07:18.129
That's a that's a very it's a
classic way that sales people try to
88
00:07:18.170 --> 00:07:23.810
get in the door with prospects.
And what you can do is you can
89
00:07:24.449 --> 00:07:30.279
automate that through marketing animation, through
sales sequences and CIM software. There are
90
00:07:30.759 --> 00:07:38.439
lots of ways to automate that communication
to prospects of these kind of third party
91
00:07:38.519 --> 00:07:43.639
endorsements, and I think that's how
we make that connection more directly between PR
92
00:07:43.879 --> 00:07:47.189
or authority building and Lee Generation.
Yeah, I think we kind of responded
93
00:07:47.230 --> 00:07:49.910
to the point that was leading into, which is if you can have marketing
94
00:07:49.990 --> 00:07:55.149
short you can have sense. I
do think that he's making it does make
95
00:07:55.230 --> 00:07:57.750
sense when you put lots of it, boss, and potentially a little bit
96
00:07:57.790 --> 00:08:05.420
of money as well, in having
consutants or having analysts, having reportels,
97
00:08:05.579 --> 00:08:09.339
journalist speaking about you, are speaking
about your brands between the book that you
98
00:08:09.420 --> 00:08:13.569
do and you get a authority from
their content. You would be a shame
99
00:08:13.730 --> 00:08:16.569
that to use it to make surely
share epuisot good clients. Do you have
100
00:08:16.689 --> 00:08:20.569
a best practice or do you have
recommendation? Who set his steam of the
101
00:08:20.649 --> 00:08:24.410
marketing team on frequency to do it
all? To do it, I'll often
102
00:08:24.490 --> 00:08:28.199
to do it when you use it, or do you let them do let
103
00:08:28.480 --> 00:08:33.039
your clients actually get the most of
the compretenseet. We do advise clients.
104
00:08:33.320 --> 00:08:39.120
I think it really depends on the
individual clients situation. So in our case
105
00:08:39.600 --> 00:08:43.429
we have some big clients, like
anyc you know, as a twenty plus
106
00:08:43.509 --> 00:08:48.990
billion dollar company. In their case
they don't need a lot of third party
107
00:08:50.470 --> 00:08:56.899
endorsement to establish their credibility. Maybe
if they're moving into a new space or
108
00:08:56.980 --> 00:09:00.779
with a new product, something that
has reviewed their product and said they were
109
00:09:00.820 --> 00:09:03.980
the best or something like that would
be something good to promote. But for
110
00:09:05.460 --> 00:09:07.980
a number of our clients who are, say, start ups or mid market
111
00:09:09.059 --> 00:09:11.649
companies, and many cases they're in
a space where they're not well known at
112
00:09:11.690 --> 00:09:16.009
all. They're competing against, you
know, an eight hundred pound guerrilla in
113
00:09:16.009 --> 00:09:18.769
their space and trying to just get
get a little oxygen, a little air
114
00:09:18.850 --> 00:09:24.399
space for themselves in amid all the
noise in their in their industry space,
115
00:09:24.720 --> 00:09:28.480
being very aggressive about, let's say
you have a you know a we have
116
00:09:28.559 --> 00:09:33.960
a client that is in an applicant
tracking system in the AH, all the
117
00:09:35.039 --> 00:09:39.230
space. That's a highly competitive and
commoditized space and if you're trying to start
118
00:09:39.269 --> 00:09:45.070
out, they're letting people know that
you're doing something different and getting a little
119
00:09:45.070 --> 00:09:48.429
attention is not going to be as
simplest just telling people that. And so
120
00:09:48.710 --> 00:09:52.620
for those kind of brands that are
really trying to get a little attention and
121
00:09:54.100 --> 00:09:58.980
aren't very wellknown, you need to
be much more aggressive about right. Well,
122
00:09:58.139 --> 00:10:01.779
he might be, you know,
I'm on the Forbes Technology Council,
123
00:10:01.820 --> 00:10:07.769
or see our article in this hr
publication or hey, you know, listen
124
00:10:07.850 --> 00:10:13.529
to on this HR podcast, those
kinds of things, and I would say
125
00:10:13.570 --> 00:10:16.649
again it ties directly to that,
but a lot of PR firms don't think
126
00:10:16.690 --> 00:10:20.639
about it. Today, if I'm
looking for applicate, if I'm searching,
127
00:10:20.679 --> 00:10:24.879
if I find out about your brand, the first thing I'm going to do,
128
00:10:24.240 --> 00:10:28.600
and one of the key metrics we
talked about measurability there to day,
129
00:10:28.759 --> 00:10:33.720
is branded searches. So someone searching
for your brand's name because they heard about
130
00:10:33.759 --> 00:10:37.149
it. So they saw that add
they sought they heard this podcast. So
131
00:10:37.269 --> 00:10:41.230
when they search, one of the
first things are probably going to see is
132
00:10:41.429 --> 00:10:46.590
reviews from a captera or software advice. So if I go there and I
133
00:10:46.789 --> 00:10:48.990
see that you've maybe you've got five
star reviews, but you've only got four
134
00:10:50.019 --> 00:10:54.659
of them, well, how likely
am I to think that you're an established
135
00:10:54.740 --> 00:10:58.059
player who I want to trust with
my business, or am I going to
136
00:10:58.220 --> 00:11:03.980
look for a company that has twenty
five reviews or more? You know,
137
00:11:03.059 --> 00:11:07.929
we have had cases where, many
cases it's very common, where we might
138
00:11:07.970 --> 00:11:11.850
have a client that has quite a
few customers, they have an aggressively got
139
00:11:11.970 --> 00:11:18.120
those customers to be promoters into and
to leave those reviews. And so for
140
00:11:18.360 --> 00:11:24.440
the kind of clients that we often
work with, things like lots getting lots
141
00:11:24.519 --> 00:11:30.320
of positive customer reviews, being very
aggressive about any kind of third party endorsement
142
00:11:30.399 --> 00:11:35.269
in the media or from an analyst, in promoting that through a BM email,
143
00:11:35.309 --> 00:11:39.470
marketing and other means. That's critically
important to even getting a second look,
144
00:11:39.509 --> 00:11:43.509
let alone being part of a consideration
set for a for a major purchase.
145
00:11:43.590 --> 00:11:48.419
Next sense, he said. It's
yes, very much sure, and
146
00:11:48.820 --> 00:11:50.980
we was order content fore. But
that's what Thoris, you can be used
147
00:11:50.980 --> 00:11:54.659
forul generating, choring. The rest
of people are fighting. You all pretty
148
00:11:54.700 --> 00:11:58.539
consulting people. Yeah, you know
this. You're not moving forward with someone.
149
00:11:58.700 --> 00:12:03.049
So we're governing, generating the interests. I'll can be out from those
150
00:12:03.090 --> 00:12:09.490
too big too super bowls. I
mean bound bucketing strategy. Well, I
151
00:12:09.649 --> 00:12:13.049
think that in bound marketing, which
I guess was coined by hub spot,
152
00:12:13.929 --> 00:12:18.879
is very pretty much the same as, and was called before hups Butt coined
153
00:12:18.919 --> 00:12:22.200
of this, Inbale market it was
known as content marketing, and and in
154
00:12:22.360 --> 00:12:28.679
Bale marketing is centered around content.
And if you think about it, one
155
00:12:28.720 --> 00:12:33.509
of the reasons that indale marketing is
really had to evolve over time is over
156
00:12:33.590 --> 00:12:39.710
the last ten years, the content
that it used to be able to put
157
00:12:39.750 --> 00:12:45.419
some advice, content or just helpful
informational content out there and you could get
158
00:12:45.460 --> 00:12:48.620
to the top of search results,
you can stand out, you could get
159
00:12:48.620 --> 00:12:52.740
authority and they could help your thought
leadership position. But what happened was,
160
00:12:54.100 --> 00:12:58.490
you know, everybody started doing it, and so that meant that you had
161
00:13:00.009 --> 00:13:03.610
lots of me to content out there, lots of just repetitive content. It
162
00:13:03.809 --> 00:13:11.850
became harder and harder in doing inbound
marketing or content marketing, to really stand
163
00:13:11.929 --> 00:13:16.720
out in putting content out there.
And so where I think you are really
164
00:13:16.759 --> 00:13:22.080
helped here is here is really doing
the same things content marketing, except we,
165
00:13:22.600 --> 00:13:26.149
you know, PR folks, have
a higher bar that we need to
166
00:13:26.830 --> 00:13:31.230
get over, which is to come
up with a an idea for a piece
167
00:13:31.269 --> 00:13:37.509
of content that has enough originality or
substance to it that the media would want
168
00:13:37.509 --> 00:13:41.860
to cover it. And so what
we've often found is that if we can
169
00:13:41.899 --> 00:13:46.539
come up with the kinds of story
ideas, the kinds of content ideas that
170
00:13:46.179 --> 00:13:50.860
can can get some buzz and get
some attention, say, in the media
171
00:13:50.980 --> 00:13:56.169
in one of our clients industry spaces, that is often the kind of top
172
00:13:56.210 --> 00:14:01.809
of the funnel inbell marketing content that
breaks through the noise. As well,
173
00:14:01.169 --> 00:14:05.090
and so whether that to lots of
PR techniques that have been around forever,
174
00:14:05.649 --> 00:14:11.039
like, for example, instead of
just having an opinion about something and putting
175
00:14:11.080 --> 00:14:16.840
that out there as content, doing
a survey, doing original research and positioning
176
00:14:16.960 --> 00:14:22.519
that research to have a headline,
a headline that media would be interested in.
177
00:14:24.159 --> 00:14:26.110
I'll give you one example. We
did this for a client that was
178
00:14:26.230 --> 00:14:31.309
in the last year. It's in
the space, the indoor cellular coverage space.
179
00:14:31.429 --> 00:14:37.309
They basically built systems anywhere from a
hundred thousand dollars to in the millions
180
00:14:37.620 --> 00:14:45.659
to help these office buildings and so
forth to amplify cellular signals so that when
181
00:14:45.860 --> 00:14:50.139
you could have, you know,
perfect mobile coverage within within a building,
182
00:14:50.179 --> 00:14:54.809
because most buildings are not here to
that. So what this company wanted to
183
00:14:54.889 --> 00:15:00.129
do, what the plant wanted to
do, was to let they wanted to
184
00:15:00.210 --> 00:15:05.330
make inroads into commercial real estate space
and they wanted building owners to know that
185
00:15:05.049 --> 00:15:11.440
this was an important consideration and that
if you set up your building to have
186
00:15:11.679 --> 00:15:18.679
really good sell your coverage, that
you could charge more per square hood and
187
00:15:18.840 --> 00:15:22.710
things like that. And so what
we did is we put together survey that
188
00:15:24.190 --> 00:15:30.470
in which we surveyed office workers and
we got feedback on how annoyed they were
189
00:15:30.629 --> 00:15:33.309
when they had that coverage and had
to go outside to make a phone call
190
00:15:33.389 --> 00:15:35.379
or had to stand next to a
window and all the different things that we
191
00:15:35.500 --> 00:15:41.139
all have experienced in using our phones
indoors. And then we talked about who
192
00:15:41.139 --> 00:15:45.059
are they blaming? Oh, they're
blaming the building owner, they're blaming their
193
00:15:45.059 --> 00:15:48.100
employer. Well then maybe these folks
who used to think, oh, that's
194
00:15:48.139 --> 00:15:52.129
for atnt to worry about, maybe
they are starting can help them realize oh,
195
00:15:52.250 --> 00:15:54.049
they need to worry about that.
So that's a sales message and a
196
00:15:54.129 --> 00:15:58.409
PR message. So using that survey
we got coverage in a ton of outlets
197
00:15:58.769 --> 00:16:03.399
here, one outlets, trade outlets. But it was also the basis for
198
00:16:04.039 --> 00:16:10.120
a very successful inbel marketing campaign where
we, you know, turn that into
199
00:16:10.159 --> 00:16:14.639
a really good ebook and put the
stats within that, use it in email
200
00:16:14.639 --> 00:16:18.710
marketing, use it in as a
basis for presentations. We set up the
201
00:16:19.149 --> 00:16:25.750
company's executives to make speak to that
emits where they highlight at this data.
202
00:16:26.269 --> 00:16:30.269
So that's pr it's also email marketing
and I think that to the extent you
203
00:16:30.389 --> 00:16:34.980
can put no, we're in Bebtech, there's some pretty arcane technologies in our
204
00:16:36.019 --> 00:16:40.620
space, and but whatever space you're
in, the number of great ideas is
205
00:16:40.860 --> 00:16:44.220
limited. So when you have a
great idea, use it everywhere. You
206
00:16:44.340 --> 00:16:48.009
know, use it in your social
using market, in your content, use
207
00:16:48.049 --> 00:16:51.809
it in your pr but the great
thing about prs if you approach it from
208
00:16:51.850 --> 00:16:55.370
that perspective, you're not approaching from
the respective. This is often happens with
209
00:16:55.529 --> 00:16:59.690
content where it's coming internally and it's
kind of the result of naval gaze and
210
00:16:59.730 --> 00:17:02.679
where people like to write about what
they think is important. You know,
211
00:17:02.799 --> 00:17:06.599
we're constantly getting the oxygen of what
the media, with the outside world,
212
00:17:06.680 --> 00:17:11.000
thinks is important in and what their
standards are. And when you're starting with
213
00:17:11.160 --> 00:17:15.279
that, I think it gives you
a really good foundation for making sure your
214
00:17:15.400 --> 00:17:18.950
content can maybe cut through the noise
a little bit. Yeah, thank I
215
00:17:18.029 --> 00:17:22.829
think that makes that makes no from
enough sense. mean. So what did
216
00:17:22.829 --> 00:17:26.589
I come about with you just describe. This is really the pl full reason
217
00:17:26.710 --> 00:17:30.420
of the PR or your days to
uspipe playing the Pi. That with the
218
00:17:30.500 --> 00:17:34.740
walk is market. Seeing walk with
the camping feed the gap and almost be
219
00:17:34.779 --> 00:17:40.220
an extension of seys and markets in
a PR function. He's quite refreshing because,
220
00:17:40.220 --> 00:17:44.180
as I mentioned audio in the in
the conduct station. Fears are seen
221
00:17:44.220 --> 00:17:48.009
as just your one, as are
often seen as the one. It's and
222
00:17:48.089 --> 00:17:51.769
it was refreshing to the conversation with
you today because what you describe was almost
223
00:17:51.809 --> 00:17:55.329
like car. This is an evolution, a mutation from okay, we're just
224
00:17:55.410 --> 00:18:00.440
going to take great contents or great
contents or great conversations or piece of analy
225
00:18:00.559 --> 00:18:06.559
studies and put that in the right
newspaper or in the right website so your
226
00:18:06.599 --> 00:18:10.480
community or the people you want to
send to with see what you're talking about.
227
00:18:10.480 --> 00:18:14.309
Is some pierce is much more embed
it much more aware of deals,
228
00:18:14.349 --> 00:18:18.990
a function and also much more ware
of the prospect journey. But you're talking
229
00:18:18.990 --> 00:18:21.829
about acquisition, which is, you
know, the early stage, getting people,
230
00:18:21.910 --> 00:18:25.789
getting giving them the appetite engage with
you. And then you took about
231
00:18:25.869 --> 00:18:30.019
your authority and all thers office that
can happen when you're within conversation with them,
232
00:18:30.099 --> 00:18:33.779
so you can flip people your way. That's is a competitor and almost
233
00:18:34.180 --> 00:18:38.380
with the last example that you gave, also figure about the the what up
234
00:18:38.460 --> 00:18:41.930
and after the point of self.
But that what happen after you got the
235
00:18:41.009 --> 00:18:45.650
deal and carrying on an INPR almost
making your clients being that you are the
236
00:18:45.690 --> 00:18:51.089
best company because they see you you
also leader, and that markets in the
237
00:18:51.730 --> 00:18:55.880
marketing team or the sell steam that
take care of the is sharing that information
238
00:18:56.000 --> 00:19:00.039
with them make ALD something, must
make them feel comfortable about the decision then
239
00:19:00.160 --> 00:19:03.559
made in working with you and as
I think it was very, very refreshing.
240
00:19:04.039 --> 00:19:07.240
So thank you very much for that. Well, what would be the
241
00:19:07.559 --> 00:19:11.829
the best way to get in touch
with your in some of our listeners may
242
00:19:11.910 --> 00:19:15.829
be interested to use our connects,
the use cut or to engagees. I
243
00:19:15.069 --> 00:19:19.109
go. What's is the best way
to won't gage residus. Well, anyone
244
00:19:19.190 --> 00:19:25.740
can feel free to email me,
and again this is foughts and email addresses
245
00:19:26.019 --> 00:19:30.259
fs Paradel, which is s B
as and boy are Adas, and David
246
00:19:30.380 --> 00:19:37.339
Ell at idea growthcom and you can
call idea growth at nine hundred and seven,
247
00:19:37.460 --> 00:19:40.210
two, two, three, five, three, forty three nine and
248
00:19:40.529 --> 00:19:45.650
just free to ask for me and
I'm always available to chat. Well,
249
00:19:45.730 --> 00:19:48.089
it, Scotty, was ripe plays
off to have you to them on the
250
00:19:48.130 --> 00:19:49.490
podcast. I hop who would have
you a book needed to meet up soon,
251
00:19:49.890 --> 00:19:52.920
but yes, once again, thanks
again for your friend today. Thank
252
00:19:52.920 --> 00:20:00.559
you. operatics has redefined the meaning
of revenue generation for technology companies worldwide.
253
00:20:00.559 --> 00:20:07.349
While the traditional concepts of building and
managing inside sales teams inhouse has existed for
254
00:20:07.509 --> 00:20:11.309
many years, companies are struggling with
a lack of focus, agility and scale
255
00:20:11.630 --> 00:20:18.190
required in today's fast and complex world
of enterprise technology sales. See How operatics
256
00:20:18.309 --> 00:20:25.339
can help your company accelerate pipeline at
operatics dotnet. You've been listening to be
257
00:20:25.579 --> 00:20:30.259
tob revenue acceleration. To ensure that
you never miss an episode, subscribe to
258
00:20:30.339 --> 00:20:33.740
the show in your favorite podcast player. Thank you so much for listening.
259
00:20:33.779 --> 00:20:33.940
Until next time,
