Boost Your Sales Efficiency with B2b Sales Automation for Organizations

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welcome everybody to our next hug for B2B Technology USA Today We have with us the lovely Christina she will be talking about Advanced HubSpot automation strategies that you B2B tech companies can put into action today I am not Christina but if she goes to the next slide I am Jen I'm the owner of kiwi hello we are a HubSpot Platinum Solutions partner who works just with growing B2B technology companies which is why we have a special interest in this particular audience on and learning about these sorts of great HubSpot automation strategies and with that I will hand it over to Christina hi everybody um thank you so much Jen um Ashton said my name is Christina I am a marketing executive and revenue leader um recently I have won the zapier marketing apps of the Year award demand General reports B2B marketing technologists of the year so I love everything in terms of Automation and Ops so I'm really excited to give this presentation to you guys and this year I was asked to be on the HubSpot customer Advisory Board I have over 35 HubSpot certifications and then the fun facts about me um I have three dogs so very um crazy household Lexis Nike and Mowgli and Mowgli is named after from The Jungle Book because I love Disney as well and Cleveland sports I'm sure I saw a lot of Cleveland people in the chat so I'm hoping you guys are Cleveland sports fans too and I love traveling so we are going to get into it I'm going to be talking a lot about Automation and it's not just marketing automation because a lot of people when they are thinking about automation they think just marking automation so we're going to talk about that Omni Channel automation across all departments and then really dive into that sales and marketing and alignment and processes and automation you can create with that advanced lead squirting and then Ai and Automation and how great that is and how you can create some really awesome processes for that to scale your company as well as just help processes throughout your organization so the benefits to automation across the company like I said it really does help with that cohesiveness of your departments but it also enhances the customer experience it increases efficiency your collaboration throughout your whole company and the scalability of your organization so I have a question for you guys to kind of answer in the chat panel right now when you guys are doing automation how many departments are you thinking about when you're creating those strategies is it just marketing is it sales Cs and marketing how advanced are you guys with that and what are you focusing on so if you want to go over to the chat panel so I can take a look and see if you don't want to answer it's totally okay okay awesome Austin cool cool awesome you guys are Pros that makes me so excited for this okay cool awesome awesome so the key to successful omnichannel automation is to keep the customer at the center of everything I always describe it as the customer at the nucleus and I think last year when I did a REV Ops B2B what hug with um Jen I talked about the customer at the nucleus as well has said this for a while now and it's super important because without that you really can't grow your business to what it can be because listening to your customer throughout all of these experiences to build better experiences is super important so if you're on the side of sales and marketing just doing automation you might have heard in the past from sales sure we get leads but they're drunk and so marketing is like hey like what the heck and you're like really you could put your mind to anything and succeed if you wanted to but really that's not a cohesiveness and that's not a cohesive way to really grow an organization so with cs and sales and Market in mind think of it as a love story and I'm not even a t-swift fan but I figured this was a good gift to kind of explain the realm of what I'm trying to get across and how I'm going to be presenting some strategies to you guys so with sales yes and marketing alignment you really want to involve all leaders and especially the sales leaders and CS leaders because they're the ones talking to your customers and with that and involving them within your lead scoring it'll help provide sales Insight buy an adoption continuous Improvement increased efficiency and productivity better conversion rates and remember leads scoring shouldn't be just a one-time activity if you guys are currently doing lead scoring right now do you guys just set it and forget it or is it a continuous thing that you guys really try to improve on your processes I'd love to see where you guys are at with that because I can give some tips on the next coming slides how to actively kind of have that growth driven design mindset but within your lead scoring and automation so when do you guys check in or update your lead scoring and gen through that in the chat so I didn't forget it okay cool okay what exactly is okay awesome I love these questions okay awesome so lead scoring you can think of it in two Realms a lot of times people just talk about lead scoring in the terms of getting like net new leads and scoring them based on their habits within with that like within your website in interaction with your marketing materials yes that is a very big part of lead scoring but we also should be using it in the retention and adoption side as well and I will be talking about how you can Implement that starting today and a couple things you can do for that in terms of it's scoring and its lead scoring but it's also really automation based so one that I've implemented it's probably one of my favorite and it made the most impactful Dart I guess you could say when we were kind of relaunching our CS Department was client Health scoring and that's all really calculated through a workflow and to First create that you do need to create like a Field property and we've done it on the contact level field but then we created a lead score or like a company Health score essentially based on all of the other configurations of the contacts Associated to that company I know that sounds so confusing probably but you really can just do this straightforward if you wanted in the sense of a contact property and then just copying those details onto the company and with HubSpot you can change up and really customize that overview panel you have and had it based on teams that you've set up within HubSpot this particular workflow and automation that we created helped really increase our retention rates as well as focus on those customers who have been in the red or the Red Square Emoji for so many weeks and that's triggered based off of Behavioral events that we've created within our own app within HubSpot that triggers all of those events another thing to also think about when you're thinking of these automations and the scoring of how your current customers are doing and you can also think about this if you have a free tier because essentially those are leads because they're really not paying you yet and you want to get them to that threshold threshold to be a paying customer and what you can do is also see if they're attending calls if they're booking calls with you if they're replying to emails a lot of those actions are scorable and you can use that to help with the health score one of the really big problems I will say when you are creating this you just have to make sure to continuously update that workflow based on what's a priority within the business so when you're thinking about your lead scoring I would think about it as a like segmented approach first just a full arching approach if sales marketing CS together because that's going to help you break it down as well as be organized one thing I will comment on now and I'll talk a little bit about later just based on the um responses to when you guys update your lead scoring is if you think about it in the sense of just your business and the fluctuations of a lot of things in your business with whether that be like people or like heads people working for your company would that whether that be net new or um customer like customer success with adoption and retention those things change all the time and your strategies and your goals change probably periodically I would say for me I've been in the B2B space for the most of my career a lot of the times it could change like quarterly or um every like two months and especially with the economic times that we are in you really have to see if this is working or if it's not working and what can really change to say hey this is what's really closing our deals to that closed one setting one thing with this is the conversation between sales and marketing you really need to have that in place otherwise you're not going to really know what's working and that is the kind of going back to that mindset of oh they get us leads but they're just junk you really don't want to have that um Synergy or also having that just expectation of oh we get a lead for marketing and they're gonna book a demo but they're not going to do anything and having these workflows in place are really going to help that communication one between sales and marketing and it's not even like talking communication it's that respected communication in the sense of we get that you want to close leads and so does like obviously so does the market you want to help influence that but it will also help the trust within those two departments and and see us and the one thing I will really want to harp on is don't just nurture to do it um but you really want to nurture by their intent and there are a lot of ways you can do that if you have this um tier in HubSpot with customer behavioral events you really want to implement that within your site and within in app um actions because that can help especially from the free tier to a paying tier and then that can really help as well if someone has downloaded an ebook but they've never really attended a webinar or downloaded a case study their intent's probably not going to be as intense as someone who has downloaded the case study just based on the information in those elements so we're going to talk about lead scoring and automation a little more so this is where I really want to have um you guys answer some questions I have specifically on lead scoring and what you guys are doing and first I'm going to ask does anybody use lead scoring for their retention numbers let's see okay awesome okay cool awesome sorry well it I love that love you Sarah no but that just means there's so much potential like post this um webinar I will send you guys a like step by step on how to create it for the retention I can't couldn't take a screenshot of the actual workflow but I will be following up with Jen and sending you guys how to set it up within your own instance so that the same mindset of Cs and um lead scoring and I say this in quotes because I know it's not like technically lead scoring but it has the same um methodology and mindset of it do you guys use it for adoption at all and I mean adoption I mean within your product so in-app adoption okay awesome cool cool cool so this is the same mindset in the sense of how you can really create that for people for your retention to increase and when you're thinking of lead scoring for retention and adoption which one do you think is more important to start with first adoption from Jillian cool okay I have to agree with Jillian because uh adoption of the product is super important because it also goes along with the onboarding side of it to make sure that they are educated and with adoption the more they are adopted the more likely they are to have those or retain or stay a client and the ways you can do that is just really educational workflows and that can be really finding out different pain points that they have within your product and those are not just those product update emails they don't they're not just marketing newsletters those are really conversations to have and you can have these all automated it doesn't have to be a sales or CS person sending these out it can be that continuous communication with your customers what I've done in different ways is you can either use like a HubSpot form or a Google form on feedback and or you can use HubSpot feedback um like surveys depending again on like tiering but there are ways to just have that link either always in their um their uh email footer or really on your website it could be on a CTA kind of like hot button in your software because for me for an example I work with HubSpot a lot on feedback on their software and that makes me feel like they're like listening to me and that I'm kind of part of that conversation with the bigger picture of their product and that's not the only reason why I love HubSpot in the product but that definitely helps me think of how it can help others but then also help the business in itself so when you are using those strategies that's when you really want to go back to the slide I was kind of talking about in terms of internal feedback and surveys have those meetings on a quarterly basis just because you want to have all of your teammates in line with what you're doing and what's like the customers are saying because your product team also should be involved in this because they could be implementing things that your customers are saying hey we really didn't like want this upgrade but with the surveys kind of being spread out throughout the whole organization that can just really enhance and kind of Advance your automation strategies throughout the whole business internally and externally so we're going to break down the education and communication side of it in terms of automation I know I've talked a lot about customer behavioral events and some of you may not have those and so ways that you could kind of get away from that I guess you could say kind of get around it I mean is create buttons or ctas that you add throughout your site and that can be with um personalized content so smart content for your customers first your net new or visitors and send those regular newsletters and updates to specific groups or personas of people and create those automated lists to help your team figure out who to send those to based on their actions and again you can do this however way you would want to um do this because there are some actual like their Tech products or Tech um SAS companies that specialize in things like this like in-app tours and things like that but you can kind of create your own if you are Scrappy and you're a small team and you have limited budget there are ways around that and the biggest thing I will say is just to really encourage your users to talk to you about your product because that is going to help your automation Skyrocket and really be so tailored because you're so ingrained in your own business and you read the blogs that you read you read the ebooks that you read you go to the people that you um you really like look up to in that growth marketing B2B space but really hearing from your customers and having that relationship is going to help help your automation strategies even more because it's going to save time it's going to essentially save money because time is money and you're really going to get down to that ICP on what they're looking for in terms of performance tracking and optimizations you can do this again with um a another external app like app cues or something like that but you also or pendo you also can do this kind of in a smaller way with HubSpot and that can really track your team as well as track your customers and utilizing or sorry analyzing their own habits on in your technology is going to help you change your automation strategies in a quicker fashion and it really depends on how you trigger those actions is really dependent on how long it's going to take you to either recreate or just change those workflows in a quick manner having adoption workflows is gonna really help your customers feel and they're going to sense a change when you are communicating with them in a way that is actionable to their business and not just a mass email of hey this is a new product that we have our new feature that we have you really want to be intentional with that based on the feedback that your customers have given you the um habits in the platform and also a thing that I haven't really talked about much on here but I do want to mention it is it's really good to get feedback from customers who have left you because there's a reason why they left you and probably nine times out of ten they've left you for a competitor you want to know why because that is a way too to have an automation campaign and yes this is a marketing one but it could be a sequence coming from like sales or CS to win them back and win their business again so right now who uses and this is um I'm curious to this who uses AI or anything in terms of like judge PPT zapier within their automation strategies and how many apps do you use to kind of put it all together it doesn't have to be right within HubSpot it can be something like zapier and other Integrations within HubSpot but how many of you guys on average use in your automations okay cool okay awesome um I am going to share a this video with you guys on a zap but you could probably start using today if you want and I'm going to give you guys the prompt for Chachi BT to use with this and there is one extra step yeah I love tattoo Liz um with this zap that I have not added to like the public template for it but I am going to switch over hold on you can probably hear me on that one let's see I'm going to switch like stop Sherry and switch over so you guys can see it but the really cool thing is this app for instance it combines um it combines uh Chachi PT it combines Excel Google Docs and HubSpot as well as slack so I'm going to send not send I'm going to start sharing this screen one second [Music] let's see it's gonna even let me and let me know if you can hear the YouTube sometimes [Music] see hi my name is Christina and I just wanted to come if you can't hear it I can walk you through it okay perfect come on here and show you a zap that I've created to really help me out just be more efficient and I can give myself some brain space I guess you could say and I was showing this to my friend Tamara who works at the marketing AI Institute and she's like wait wait wait what what told me this and she was like holy crap I need to show Paul and I was like you know what I'm just going to show all of LinkedIn because I know times are crazy right now so this might be able to help or inspire you to build something like this I will say that I've had so much inspiration of so many different people from zaps they've created with um open API I mean open open AI so take a look so it all starts with a Google sheet and a question actually starts with also asked sorry about that and put it here but I'm just going to show an example so let's see um how can I establish Trust on my e-commerce website now you have a dance party until you get that slack message so now I got a message in slack because I created the sap to say hey it's ready come on over here and there it is obviously you can should add more to this but this gives you a really good starting point um and then it goes over to HubSpot well first technically it goes over to um the chat GPT to ask to write that piece of content in the form of a LinkedIn post and a form of a Twitter post and then sends it automatically over to HubSpot and then I get another ping saying hey social's ready to view I know there are so many other things I can add to that like once it's done being edited I can add it like final with the title and have it be then pushed to HubSpot of the blog post like there's so many things I could do that will help with automation but hopefully this gets you started and motivated so I'm going to switch back over and switch screens there is one other step with that that um man where are we here we are that it then um Auto like does a draft for a blog post right within HubSpot and then again it slacks you hey it's ready to review obviously like I said within that video it's not chapter BT is not perfect you do always want to check that work and kind of make it your own but it really does help you get a starting point within the um within just like the creative process just because especially like for me my team is small and we needed more help than or we needed a lot of help and having that kind of be that extra level of a person in multiple aspects of our workflows and automation it has helped us so much so what I'm going to do next is I'm going to pick one of you guys and if you give me one of your um I and I say issues and I don't mean this in any way that's like negative issues but I think that you're kind of trying to work on and maybe it's a manual task you're like gosh I wish I can think of an idea to help my team and create an automation around that so I'm going to pick maybe two of you guys and I am going to help you guys create that and I will like write it out and work through it because I'm sure so many people on this call are also in that same boat as you so if you want to type in your struggle with either automation or whether that be a specific workflow or process you're trying to create within your business I can read them and then I will in on this call live I will talk through how to do that and how um you can do that through your organization and I can give some tips on some technologies to use as well so if anybody's brave enough they can type it in the chat and I can help you guys out if no one's brave enough I have an idea um a suggestion of one that I have recently seen let's see here remember Jen I actually require tacos so it's not technically free joking okay cool okay let's see here reporting Chris had a question here he wanted to know if you wanted just marketing automation example or if you're cool with like dealing company objects as well as well yep any yeah deal company objects custom objects anything um you guys can I know it opens a full can of worms but yeah I feel that flipping through a list that's awesome okay trying okay cool cool that makes me laugh I say to create more flowers okay okay this one's good I can it's a lot of react okay awesome okay trying to so one I'm gonna um this is not like a work through one or one that I'm gonna include in those two but um Daisy in terms of the sales Outreach automation um if you have sales sequences I was yep so I will say that's very um helpful to use and if you're like oh my gosh I can't think of how how to write an email that doesn't sound salesy that we're trying to just demonstrate value honestly you can use Jazzy BT to kind of get some ideas on how to create that like I've asked child GPT to write a like 10 um like 10 series email like sales trip campaign that is like a one-on-one I have a whole list of prompts that I've used for this and again I can share that with you guys um I just have played with um prompts a lot in this manner and it really helped us create very quick non-salesy sequences that really resulted in closed one and most of them for us did um kind of it helped in the upsell side just because they were value based and these ones specifically were going for um free tier and like that first starter tier okay yeah awesome and I mean I guess I don't even know if chat spot like hubspots one would give you email I think it does yeah this contact yeah so you could use that but um in terms of if you want a full list of them I mean I've asked for many emails in that and so you can do that as well and I can help do with those prompts as well Kristen I am going to look there's this one that a lot of people react on where is it okay the best way to create workflow where score a lead where you where we score leads on engagement and then transfer those leads through a workload to sales to go through so I have done this in different ways one way I will say to start is obviously just depending on what engagement um you're you're thinking about in terms of like open clicks website visits um calls um video meetings things like that but one way that we have created a custom view but also in a um workflow manner is within the left hand panel um the cards I think yeah yeah the left panel of HubSpot on the contact view we did a section or called um Good Fit And if that is there they the and we would train the sales team on this they would know like okay this person's a good fit and then it would populate what they were a good fit for and that is all triggered based on their actions that they've created in those engagement areas and it's triggered and that's populated like which where um which field would be in that area within a workflow so when you are basing them on engagement and transferring those to the leads it's on that content view but then also it is in a list and then you have a rotated and we do a weighted um rotation for leads and then it slacks that team member who is assigned that content contact and from they all they'll see that good fit view what I mean good fit client what they'll see and like how they'll see like why because basically it breaks down what tier what package and the kind of the realm of what they would be successful uh what they would get success out of our product with and then the last little property in that area is the information they filled out just so that our sales team member sees that and knows that but half the work's already done from them and then within that it also connects with and it kind of goes to Daisy's um comment on having those like value-based non-salesy is creating Snippets to go along with all of that yes that's not automatic automated but it is automated in the sense of it's already pre-written for that team member to use within their emails and that's within their email like in Gmail or Outlook it doesn't have to be just right in HubSpot so that is that's one way that I have done it created custom views custom views are awesome I created about I talked about that um overview panel that is really helpful when it comes to CS but it's also really helpful when it comes to sales because you can change those fields in there to say something like the last time they landed on a page of yours the last piece of content they downloaded things like that because you can really see their intent and also if that especially when it's date based you can create lists to then um have that the sales team work through that and another layer to that is you can automatically create tasks some people hate that because they could get so many of them but it really just depends on how you train your team on how to go through tasks I have someone that I know that is a wizard at CR like automating his own tasks and just like going through them when he's like cold calling because he is a bdr and he just has that structure but it's really based on how your team is if it's more of that cold calling basis or an inbout organization it I'm dependent on that is how you can really structure those automated tasks I am going to look at other one let's see here okay okay let's see um let me see [Music] so Krista before I like show a workflow um I have been like in the ideas forum and I think it's still there I don't fully remember um if I submitted this but I've suggested within like the um chat Spa but also in the reporting side is having a dashboard sorry a report that essentially is a summary an AI summary of all the reports within that dashboard just so you can quickly see high level wins and losses and don't have to go through the whole dashboard that would be incredible um because I like to kind of give an overview on dashboards when I'm sending them out but having that having an AI area that would be so amazing I think I have it in community so again I'll follow up with John with that so you guys can upvote it because that would be so helpful for everybody um but the way to do that now and it's not within the dashboard is with chat spot you can ask certain questions based on your data to see what it pulls back because I've asked like what is the top company in California like top uh annual revenue and top ARR in California and then it like gave us to instead of me having to go through finding it it can just quickly find it for me that's super helpful if you have any plugins for chatgpt let me see what anywhere okay um Hector for yours there is um if you're using something like zoom zoom webinar that plug-in with HubSpot will help you um track like registrations as well as um who came who like didn't show up and then sending the reminders you can create that just based on the triggered off of a date those are ways that I've done it um and a lot of the times I will say I have had more success if I use the reminders with like if I'm using Zoom webinar that it's automated through their like webinar system having those come because more people are used to seeing those as like hey remember your webinar starts in an hour in that Zoom format um but either way you do it I'd always say track ing is very important because then without that you won't know of something successful and it could be a waste of time and a waste of money which neither of us like so that's a way to do that and if you haven't if it's not like a zoom webinar or you can see it's in person or I totally read that wrong thank you for correcting me oh okay okay so with in person it's possible to connect okay um okay interesting in terms of in-person event um they're if they come to the event and you could either have it be they you check in an Eventbrite would be something you could use and that would automatically connect to HubSpot as well you could connect that um let's see here um okay let me try to see if I can help with and then the direct mail okay the other one that had a count and okay um okay okay uh having you could also do um use the HubSpot app when you are at these events and for your in-person events to if it's someone who like didn't register but it's there you can add it right within your CRM and have it be a The Source like the original Source could be name of in-person event and then you can track that and you can track the ROI from that that's what I would do um in terms of in-person events but there are other ways you can do it with different um tools like Eventbrite like I said or having a landing page people fill out even when they get there to enter to win XYZ and they have to have a password to enter in there's different things you could do around that to um how like save budget essentially if you're limited on that let me see okay I have let me see I'm trying to see so I have one let me see this workflow I can show you a second I'm gonna show my screen for a workflow to go through with you guys live um my I'm trying to think of which portal okay sorry it's asking me to I sign in all the time and it just asked me to authenticate it sorry okay I'm gonna find the one I'm looking for and then for the and then last 15 minutes I'll do more questions and Jen you can um ask questions too if you want me to go deeper in any of this um okay so one of them is I'm trying to find one I can find that I can show you because some has data in here that I can't fully show um okay I before I show you one I'm going to ask you guys a question do you in your portals are you guys using um do you guys have bus and if you are you running into the issue with like your preference Center and only having like one preference Center within HubSpot but you don't want them to unsubscribe from All Views because we've um oh sorry yeah things done okay okay cool so Michael and Kristen what we have done in a workaround and I'll show you this workflow and a couple things with that let's share my screen possibly okay so this is again a workaround because hopefully one day we'll have the opportunity to have multiple preference centers for for views but essentially it all starts from a landing page and the landing page there's two separate ones um for each of the bu's and then it will the form will be filled out and it will also be autofilled obviously if it knows the email but that landing page is a no index no follow so that nobody can't just find it and with that form it doesn't automatically send um set them as marketing but I have it set as set as non-marketing to set automatically sets them as that when they fill it out so I've created a separate property field and I'm not a person who likes creating so many new property Fields just because it can get so crazy but for this in particular we created a email subscription field for this bu we have we have four different options and within these options it would then One automatically opt them out within the for the preference subscription type and that's all based on the emails that you create and you set that subscription type um within those emails and then with all of this it creates lists for each of these types of subscription um like sorry each of these you subject each of these subscription types um are created in individual lists and then if they want to unsubscribe from all of them it'll be a static list it is added to and one thing that this company wanted to really track and look at is the unsubscribes for these and this is um not fully this one's not turned on yet so I'm just showing you this one but it and as you guys know in HubSpot campaigns you can pair a lot of things together for these so for this one it shows you each of the landing pages the forms and the workflow for this because the next step for this is going to be a um win back workflow if they've unsubscribed from just one of those options and then it will do like a go-to action within the workflow that is being built out right now and that whole strategy is but the way to get around it is yes you do have to build a landing page but with that workflow you can have it set um the opt-outs of the various subscription types for your actual preference centers awesome cool and Kristen if you have need like more help on that or if you want to have me just look at your workflow for it I'm happy to um do that just because I know when I've created workflows that I'm like I don't really know if this is going to be what I want long term because with that workflow in place right now once it has the ability or one subset has the ability to have two separate preference centers for bu's it'll easily be changed just based on that trigger um and it probably wouldn't even need that workflow anymore because of how you set it up with that opt out but it already will be opted out because that's what part of the um workflow steps are let's see what was the trigger for the oh I can show you um it was a a form fill so the trigger that started it is a form fill that um was from the landing page created for the subscription Center so you can create and it's the form is honestly just an email and then it says subscription um settings or types I forgot what the name of the field is and then the four options and it's multiple check boxes um with the idea that people most likely will just click one or all and there is a way that we are testing we're going to be doing an A B test on this because this morning we actually thought of the possibility that someone does all four and then we would have to do a separate option on that in the workflow which can make the workflow kind of get crazy and again I'm all about lean fields and lean workflows just because it can get crazy but um that is one way that you can do it in terms of having the form fill being the just the basic email checking what they want what they don't want and having that button be unsubscribed because no one likes a confusing like a prescription either but no one likes it confusing preference page because I've been there where I thought I was unsubscribing but I wasn't and as you guys know with HubSpot that's not the best practice to do um so in terms opt out options in terms of um like Cadence because that's for this like specific client they didn't they don't have that um really way of doing that because it's very streamlined but there are ways that we are going to be doing like replicating for their other brands having it really based on opt-out options in the sense of SMS and um Direct Mail if that answers your question let me see does anybody else have other questions based on just like this workflow or other things that okay awesome that you guys have and please reach out to me um and I'm sharing my details soon let's see and thanks for burying me dancing on that video because that's just my personality that thanks for that contact me on LinkedIn Twitter um Instagram I do all videos on automation Ai and workflows which I walk through them all um as well as LinkedIn but a lot of the times I gear towards like the short content on Instagram so you guys can follow along and learn something or just say hey I want can you do a workflow on this and I can show you guys how to do it mm-hmm do you do a lot of cross after that workflows yes yes um Chris I will um take this one offline and I will reach out to you to talk through that one because there is a lot of things when you are doing that you just have to be careful in terms of um making sure the data is like associate or the objects are associated in certain ways and there's a lot of things with fat but I definitely um will reach out to you on this because I have one that had basically um updating deleting or like clearing things like that like three different objects and one was a custom object so I will reach out to you on on that one but again please reach out and I can help out when needed hey Jim all right I'm back um Catherine yes we are definitely recording this so you should get the video link recording as well as the slide deck within I don't know give me 24 hours or so um we do leave these B2B Tech hugs quarterly so it's the second Tuesday in every quarter so the next one will be September 12th um that's where Abby is going to be talking about a real life case study about how her tech company um helped out their demand gen efforts with podcast advertising which is something I don't think a lot of B2B Tech marketers necessarily think of right off the bat so that should be super interesting lots of uh examples there and then I did put in the chat uh we do have our December hug scheduled already and it kind of piggybacks on just going to be talking about Emma our HubSpot director will be talking about Advanced lead scoring techniques specifically so she'll do some screen sharing like Christina did but all focused on lead scoring life cycle stages cleaning up those marketing contacts within your database all right I'm late for the next hug I will go ahead and put that and the chat but by signing up for this hug you're now of course like any good marketing company on our email newsletter notifications when that's come here's a link for the podcast hug um and again the reason if you scroll way back up to the beginning of the chat the reason my most commonly used Emoji is a kiwi because that's the name of our our agency kiwi creative we do help B2B SAS and technology companies all day every day with all the HubSpot automation stuff that Christina was talking about so feel free to reach out to either her or myself and we can help you get on the right page awesome and Liz I don't know if you're still on but I did um answer your question I couldn't like direct message or reply to you but yes I've used AI for data as well as code and um just a lot of like formatting and also like project management and prioritization of things so there's a lot of really cool ways you can utilize AI for that and thank you so much everybody awesome thanks guys bye-bye bye