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good afternoon everybody like i said we'll give it just a couple more minutes we've got some people still popping on here all right we will go ahead and get rolling if you guys have any questions during today's webinar please feel free to go ahead and pop them down in the chat we'll answer them occasionally as we go along i'll probably also be asking some questions and giving people an opportunity to interact throughout today's webinar really appreciate you guys hopping on today we've got a webinar here between quantum and msp tag which is an advisor group for managed service providers throughout the united states and we are the preferred sales resource for that group so um that's what has us joining today i want to go ahead and talk about how do we build a super powerful pipeline what are some of the tactics techniques processes that we can go through to grow our businesses quickly and efficiently why am i the person to talk to you about this well as a prior ceo in the technology space in a senior vp of sales i've been in your shoes as a independent producer sales leader and also as a ceo so i've struggled to hire the right people how do we train and develop them inefficiency lack of execution miss quotas and changes in sales technologies as we evolve with that in mind what i wanted to do is create an organization that would help other leaders and sales professionals ultimately maximize the potential that's in front of them in the most effective and efficient way possible so what can you expect today we're going to talk about how to create your sales cycle determine your ideal client profile and target accounts and then how do we ultimately go after them so we talk about five key areas in the quantum growth model which are target attract nurture convert and wow and then ultimately we want to systemize optimize and automate those pieces of the puzzle to bring the most velocity to your revgen process so we call it the modern revgen machine these five steps work in unison and you notice it's on a flywheel and not a funnel that's on purpose we are a hubspot partner and we believe in the concept of the flywheel and ultimately how do we create a friction the sales process with that in mind as we go through our five steps as an organization of target attractor convert in wow what is that buyer going through well they're going through the awareness stage the consideration stage decision conversion and ultimately execution so we're targeting to bring awareness attracting to bring consideration nurturing to bring decision converting obviously to bring the conversion and then wowing during the ongoing execution of our products and services as organizations so the first thing we're going to talk about is who to target and how to target them this is the first step in the quantum growth model but also in the buyer's journey we really need to bring awareness to our ideal client profile in our buyer personas and in order to do that we need to decide and identify who is actually our ideal client profile so it's commonly referred to as the ideal buyer profile but ultimately what it is is what's the perfect client that you can help the most with your solution they're going to value you pay you well and build a relationship that can turn into repeat referral or cross-sole business later on down the line when we're wowing them in the execution phase within your icp we talk a lot about buyer persona so as an example for us being a sales organization we're looking at ceos we've got sales decision makers right sales leaders uh in some cases because of our automation software we might have a technology decision maker we would have a financial decision maker potentially independent uh producers marketing right you can kind of go on with it but the reason the personas are so important is as we move to that next phase in the attraction the ability to segment our marketing approach and our message and then push that through the rest of the quantum growth model is super important and that comes from the buyer persona so if we want to look at things like we are looking for an organization that is this size in this industry and we want to send a message to the cfo we want that to be targeted at the exact things that are going to grab their attention and that that buyer persona is going to be able to ultimately relate to and base the decision of beginning consideration upon talked a little bit about that first thing we talk about when it comes to prospecting after we've identified our icp and our buyer personas is let's start to build the list of lists so where can we prospect from well we've got our current customers we've got prospects we've previously had but we can start to look at linkedin linkedin sales navigator lists we can purchase lists who are our referrals our power base which is anyone we know and anyone they know we can do things like data enrichment lists through zoom info sema say aye chambers mailing this group lists gpos if you were in the technology space uh if you've got a certain product that you work really well with they're sweet okay then who's everyone that maybe has microsoft office already but you guys know some way to make them actually more effective with a product they've already purchased so if you can figure that out that would be a really good this right based on maybe an industry or a niche so listing all of the lists would be a step that's super important and try to get to 20 or 30 lists and then from there we talk about data one of the biggest issues in most organizations right now is the lack of data so things like if we don't have their personal cell phone number and their email address our opportunity to connect is gonna be much lower if we're only trying to call off of the professional office or company landline so how do we enrich that data how do we make sure that we keep increasing the velocity of our revgen well we go out and we team up with organizations like seamless ai zoom info there's sales intel uh linkedin sales navigator might help us but that list that's enriched is gonna be really the backbone and the foundation of the rest of the process all right so with that being said once we've actually created the list we want to make sure that we're doing the best we can to keep all of our information up to date so we use hubspot and a lot of that's automated because emails automatically go in their linkedin automatically goes and their phone calls are tracked automatically these are some key components because as we keep finding out more about our customers we want that information to automatically update because that's going to help us with our marketing segmentation and the next step of the process which is going to be how do we attract them again if our message speaks more specifically and personalized to that buyer persona and to that ideal client it's going to give us a higher opportunity for engagement all right so some of the things that you may want to look for i won't spend a lot of time in this but the biggest one would be mobile phone numbers and email addresses if you're trying to run a business today and you're not using something like zoom info or cmos ai to enrich your data you're really missing out on opportunities and probably creating a lot of inefficiency in your revgen process so i would encourage you highly to leverage one of those use a tool like never bounce to verify enriched emails because you want to keep your email health super strong so you don't end up in spam that can be a struggle for new organizations or organizations that maybe haven't warmed up their domain so never balance would be an important piece of this after you've enriched the data we do have some other resources too if you're interested in zoom in for seamless ai we're partners with both uh we want to bring the best solutions to the market and put them right on a platter for potential clients and current clients so let us know again at any time if you guys would like to book a meeting with me there's this qr code right down here in the right hand side of the slides scan that and you should be able to book a meeting directly with me all right so with segmentation if there's a data cube each person that you're trying to attract to you is somewhere in that cube right so you've got industry verticals buyer personas size of companies competitive equipment that might be in there what are the pieces that make up your cube and then how do you find out where your customer is and attract them from the very spot they reside today right so we're not just trying to throw general stuff out at everybody all right how does hubspot help with something like this well sales and marketing email automation 48 of opportunities actually never get followed up on so we've created a list maybe we've made a first contact how are we going to continue to try to attract and nurture them well let's build systemized approaches to that and a lot of that can be automated through something like a hub spot clear to the point that we could say somebody clicked on a linkedin ad it comes right in goes right into an audience we decided to send them a mass marketing email they opened that twice pretty soon they're over in the call queue sales reps calling and scheduling a meeting and now you know they're warm so the idea is we go out and we grab people who are maybe 70 or 80 percent uh through the buyer's journey but they're not interested enough to click the contact me i'm ready to buy the right now button and we rip them through and then we go outbound on them and we pull them in and schedule the meetings and ultimately keep moving them to the next level one thing that'll be key to an attraction if you're not using calendar links or calls to action that drag people back from all of your content i think you're missing a huge opportunity so as often as you can with the social media posts direct messaging on linkedin which can be automated by the way emails text messages make it super easy and frictionless for that person to book a meeting with you because just in that going back and forth about what time might work for a meeting there's a certain loss of conversion rate that's going to happen there so as we look at the kpis key performance indicators of revgen each of them has a conversion rate and we want to continue to improve those and then ultimately turn it into predictable revenue all right connect and sell this is going to light up 8 to 10 times the conversation so instead of every 90 minutes every four and a half minutes we want you to be having a conversation with the right person and what this does is you can really dial up to about twelve to fifteen hundred dials in a day to use an ai as a human in between you're sitting on a conference line as soon as the right person picks up the phone it drops onto you and now you're having a conversation so your sales person is just sitting there waiting for you to or excuse me waiting for that decision maker to be on the phone and then they're talking to them and from that based on outcomes you can automate nurture sequences or attraction sequences as well from an email or social media standpoint if you're interested in that we've also partnered up with these guys so love to let you take a four-hour free test drive they do that for businesses that we partner with so let us know if you'd be interested in that all right so spend a little bit of time here the first 10 to 15 minutes on how to target does anybody have any questions feel free to go ahead and drop them in the chat and i'll answer them now all right we'll go ahead and keep rolling here how do we attract the ideal client and bring them in for consideration something to talk about right here in the front end is by 2025 80 of b2b sales interactions are going to really occur in digital channels if you think about the amount happening now between social media emails zoom we're all doing business with people we've probably never even met before in person not something we would have thought would happen in b2b 10 to 20 years ago okay so you have to shift that mindset we have to really pull people in and get them further down the path of buying and along that buyer's journey before we engage them right because the days of just going out and finding someone cold those are definitely there but let's make it easier on ourself right let's create the best opportunity so i always say let's sell closest to the sun well the first step in that after you know who you want to go out and target is to attract people to you that comes through great content distribution are you posting everywhere are you becoming omnipresent getting out of obscurity again a lot of this can be automated and you can scale out faster than ever before 70 of what sellers do today can be automated so even if part of that attraction is as soon as there's a call outcome selected at the end of a call like they left a voicemail we could trigger emails to be sent out that sent a welcome to our organization um email and then it could go through a workflow of content and information we can schedule all of our social media posts for a month ahead of time we can track the engagement what happens with those can decide who we're going to call next so that we're always putting our sales people in front of the right person right time right content right product so content's a huge piece should be authentic educational and meaningful right you gotta either make them laugh it's gotta help them grow or it's gotta uh share something new with them so what are some of the content channels you guys should be looking at obviously your website social media webinars blogs podcast videos testimonials articles email white papers infographics and free billboard space a lot of organizations are actually looking for content so who's someone's platform that you can play on and leverage their audience just like we are here today to share your message right so there's a lot of podcasts that need to guess there's a lot of magazines that need content writers you've got your social media that that you can be writing and playing on other people's platforms doing it in groups whether it's facebook whether it's a linkedin community so where can you play on somebody else's audience and ultimately make it a win-win-win for everybody all right so the concept of free billboard space find every opportunity to build your brand and product awareness never waste a touch point with a potential prospect or client if you can help it some of this is from the office equipment industry where i was most familiar but do we have a calendar link so we've all read great things and they're like well how do i actually interact have a calendar link available so that if people love what you're putting out there they can actually take advantage and try to meet with you i book tons and tons and tons of meetings on my calendar links okay uh your invoices your social media you know linkedin all of these areas are free billboard space when somebody calls into your organization are you picking up the phone and at the end of what they called for asking if they're familiar with the other products that you offer if you've got texts that are going out to customers are they sharing something about the other products that you offer and trying to bring in weeds where are all the touch points in your organization that you guys could potentially be missing opportunities to cross-sell or talk about your products so they ask you answer by marcus sheridan really it's about inbound sales content marketing and today's digital consumer but it's if we had to flip and put ourselves into the shoes of the consumer would we like the process that we're putting them through so there's a lot of very fragmented and frustrating sales processes in b2b you want it to be super easy and seamless to do business with you one example i talk about that everyone could uh you know relate to is if you're on your phone and you have to fill in the information so now you got to go up and grab your credit card from stairs there's a certain percentage of people that aren't back downstairs to make that purchase versus if it autofills for you you hit one button and it's on your doorstep in two days so where in your process with the buyer is there friction and things that would cause falloff and conversion rates right so even this going back and forth on a meeting time that's causing friction if they can't purchase from you on your website that's causing friction if you can't take a credit card that's causing friction like where are all the opportunities for the conversion to be lost so we talked about getting out of obscurity but one of the beautiful things about the world right now is and never in the history of the world could you just have your own tv network or newspaper you can today it's called youtube instagram linkedin facebook tick tock etc you have an opportunity if you put the effort in to put yourself out there in front of thousands of people every single day organizations in the last several decades paid thousands and thousands of dollars a month to have an opportunity just to be put out in front of everybody you can go in front of a targeted audience today if you just want to put the effort in in some of those mediums so definitely take advantage of what's sitting out there and available to you already become omnipresent the idea is how do we surround the buyer so that wherever they're going they keep seeing us so they're seeing us on social media then they get a call then they get a gift from us here comes an email now they're seen on social media again then we're on a an industry um expert panel pretty soon your social proof begins to rise and the trust with that consumer goes up because they continue to see you over and over and over again so think about that person social media that you've never met before but you feel like you know who they are so what are the four levels of action there's retreat do nothing average and massive the most dangerous level of action is actually average because we believe we're doing something massive action is where we need to be residing so how do we touch the most people in the most impactful way we can each and every day and go above and beyond that extra 20 most the time will get you two or three times the results so i really encourage you guys to be looking into what level of action you and your team are taking all right so a couple of cool things here on the linkedin audience but a lot of people don't know that you can actually go to my network add contacts on the left side and upload a csv of email addresses and you could circumvent linkedin actually add hundreds if not thousands of people at once and then the idea is how do we get audience matching so the people that we're selling and marketing to directly through the company are also seeing us on social media and the people on social media are also seeing us and hearing from us on the marketing and sales side so otherwise you've got your really your more direct stuff going on over here in the company but they're not seeing the soft nudges the reminders they're not feeling like they get to know you the way they would on social media or vice versa linkedin lead automation so imagine you go to linkedin sales navigator or linkedin the free version pick out your exact target audience set up a sequence you can sequence up to 300 messages a day automated to your target audience put some really good content in there drop your calendar link so they can book themselves onto your calendar push that out and now all of a sudden you've got the exact audience that you wanted book and time on your calendar with you all right so i'll stop right there any questions on attraction guys all right perfect we'll go into nurturing the relationship so the importance of follow-up 48 of opportunities actually never get followed up on and 64 of companies admit they do not have an organized way to nurture a weed so we call it the 365-day follow-up process is grant cardone licensees which is what is the journey that your consumer or potential prospect is going through over the first year of being in contact with your organization and do we have that all systemized out it's day one a text message day two is a video follow-up day three is an email day five we're sending chocolates day ten we're we're calling them day twenty we're gonna cold facetime like what are the things that are going to happen every single time for a potential consumer that you have your eyes on that you think you can help and would like to do business with okay the average company takes almost three days to follow up on a week contacting a customer the first five to ten minutes increases your chance of closing by up to 900 times okay this is huge guys speed to lead is a major impact on how much business you're going to be able to bring in and the growth of revenue that you're going to have so again systemize your approach default that's really what the 365-day follow-up counter is about this is where automation helps so if your average sales reps making 20 calls a day true sales calls b2b what if we could take and we could um turn that into uh say two to three thousand if we could do 1200 dials on connect and sell 500 emails went out on a sequence through hubspot 300 messages went out on a sequence through linkedin we were posting on social media we had marketing touches going on paid ads pretty soon we could be two to three thousand touches in a day from a single rep versus 20. that might not make a difference day one or week one but you do that over two years and your competitor doesn't you're gonna absolutely dominate that marketplace so some things that already can be done with automation calls right so we talked about the six going out you can use local presence dialing you can be calling mobile numbers right so you can automate the list building automate the actual dialing automate the voicemails there's two ways you can either hang up and you're dropping the voicemails one to one or you can actually with something like a sly broadcast you could take a thousand mobile phone numbers and drop a voicemail on all of them at one time and then what happens is they start calling back and now you have lead generation text messages we all know those can be automated emails same things but it's not just about automating emails it's when are we automating and what are we automating so you can trigger different emails to be automated at different points in the revgen process the second piece that's important is to know who's opening the emails how many times they've opened emails did they click a link when did they open the email all of that can be automated now so if you're not aware of that it's a huge opportunity for you to increase um your business so if you're already spending ten thousand dollars a month on a sales rep with commissions rails take another thousand and you can turn that sales rep into ten sales reps okay gift giving is one of the coolest things that can actually be automated so you could build in your process for 365 day fault calendar day 10 we're always going to send them a chocolate boot and say we'd really like to have an opportunity to get our foot in the door and that can be automated in a workflow and hubspot so as soon as it's been 10 days automatically sends that out all right so a couple things we can talk about here but sequences and workflows for sales and marketing email automation email tracking again see who's engaging with your content sell closest to the sun number of opens clicks by contact those can create active lists because you can actually take the people that open emails create an ad audience automated and then those are the people that get the message on linkedin or facebook ads and so now you're hitting them everywhere then if they engage there it could come right back through and end up on the call queue for the sales reps so now the first time you're touching it is when that rep picks up the phone off of a connect and sell dial and just sitting there and the person picks up everything else could have happened automated without anybody touching it okay landing pages and offers have a way for them to engage have a way for them to interact and purchase and convert with you knowing your roi tasks queues counter ranks chats all these things can be automated right so you build a bot and hubspot for what you want to happen when people chat with you calendars you can build those out and you can build automation around the calendar links again one of the conversions is one thing to book 10 meetings how many people show up on the meeting well if we build some automation around that that can help us use video so you can use video and then just drop it into an email template if you'd like a lot of people don't know but you can actually do a video right within linkedin messaging so that's a unique way to get to a prospect that they probably don't see every day so you just open it you hit the little paper clip that says video hit that record your video and send it to the prospect guarantee you're going to get some meetings doing that text so the open rates on a good email might be about 20 now with some of the changes and privacy policies um spam you know those are getting harder to come by but text message has a 90 98 open rate okay so i wouldn't abuse it because it's it's um a very personal way to interact but it can be very powerful too okay get creative so we actually partnered with an organization grove cookie company and they'll send out these cookies you see that qr code on the top of the box that qr code if a client would scan that sends them right to my scheduling page so we send those out because it's a way to get past gatekeepers because they're going to get that on their desk they hit scan and now boom we've got an appointment set from those cookies that we sent and they're thinking that um this isn't something everybody do so i believe that well a card there says that if you want help fully baking your sales and marketing processes give quantum a call and then again they can book a meeting on that qr code all right some examples of what we've done we've sent an office chick-fil-a and said when you're ready to eat your competition for lunch give us a call we've sent dairy queen blizzards and said i know sometimes when it's time to make a decision we all freeze up so those are pretty unique fun ideas people usually like them respect them and it definitely gets you the call back if not getting you the business all right always include a call to action great content doesn't mean as much if there's not a way for them to do business with you right so we've read a lot of books but we probably didn't call anybody to do the consulting with us after we read the book there's got to be a call to action okay always be collecting contact data and information that's obviously key all right so i'll stop right now after nurture and just let anybody who'd like to ask a question go ahead and ask a question all right now that it oh let's see here yeah brad this is recorded i i sure hope so oh maybe it's not it's unfaithful playing no it's like says says resume recording or stop recording now the rest of it will be all right we'll probably just what we'll do is we'll probably just record this on our own and make it super fluid and then that way um that way it'll just be nice and clean and we'll just go through and record it for you guys okay so convert to client keep and track your deals pipeline management can actually automate pipeline management so if there's always something that should happen in a certain stage of your deal pipeline we can automate that and whether it's something that would go to the client whether it's something to go to the internal team all of that can be taken care of and can be automated in today's world so pretty cool stuff that can happen i always say this part of the process should be pretty frictionless if we've done all the work up front asking for the deal number one reason that people don't get business is they never asked for the deal okay so it sounds really obvious but if you think about it it's the point that is the most anxiety for the sales person and the most anxiety for the um for the consumer or the prospect one of the things i talk about is get a tie-down before you present your information to them about the final proposal that can help you eliminate the friction at the moment or make it up front which is really what grant you know preaches put that information up front and just say at any time if you've seen enough to make a decision let me know and we can move forward and here's the investment all right so we talk about reducing friction right no hidden fees no fine print surprises simplified checkout process payment options and be available and ready you'd be amazed at the number of organizations that don't pick up the phone and you can barely get a hold of them while you're trying to buy from them all right customer understands timeline for delivery is properly informed of any change so we're almost beginning to get into the wow part of it which is the client experience and to be successful um what are we doing to systemize that approach so that we don't have any drop and then again you can automate a lot of these pieces so that if something's been in a certain stage for a couple days we're automatically emailing a customer letting them know that we're still working on their behalf and that way they never go a week or two without hearing from us does every member of your team know what to do once an order is received etc so these are more internal processes but again really having a process setting up workflows setting up automation to make all of this happen for you there's so much efficiency that can be created if your business isn't mostly automated at this point you're missing a huge opportunity to improve and i would really encourage you to reach out to us of course but even if it's not us get some help automating your business there's so much that can be done and if you have an expert take you along that journey it's going to pay for itself 10 times over prior in the first 90 days and then the last piece here that we'll go through is just how do you wow your clients right so that amazing client experience and i ask people to think about give me an example of a salesperson or a buying process that absolutely blew you away in the last year and unfortunately most people can't name any processes that have done that for them and when there is one they always remember and i say okay so who's the realtor or what's the restaurant what experience was it that was so good that you remember it here is your experience as good as that one right because sometimes we're just trying to go as fast as we can and get through the day and we're running around we're wearing different hats but the best customers are the ones you keep and then you can get repeat referral and cross-sold business so how do we stay present in front of them well emails calls text videos right how do we keep bringing them really great content we always talk about a quantum how do we put our teeth into the client and make ourselves super sticky so we actually keep adding value like now our clients are getting sales training for free if they're a corporate client they're getting to be on our weekly calls and our weekly hub spot calls they're going to go to any of our boot camps for free so this thing they bought for x amount of dollars a month say 5 000 a month all sudden they get all of that plus these other six things they didn't even sign up for but guess what it's harder for them to leave our organization now too because there's other sticking points that we have within the organization to help them be successful all right so we talked a little bit about you know good versus bad customer experience top indicators of poor customer experience so long wait times again how can we cut some of this stuff out and make it much easier even if it's something like i call an airline and they call me back 20 minutes later but i'd have to wait on the phone on hold that's a lot better experience than the one that i have to wait on hold for all right so customer satisfaction surveys uh measure the customer effort right analyze your churn rates test different things um build community build personalization into doing business with your organization so that they feel like they're part of something bigger than themselves your customer experience should be defined and repeatable and again use automation where you can obviously you want to cross on upsell your current customers so again if if you're not asking for referrals if you're not asking for cross-sold businesses you're probably missing a huge opportunity one of the big areas in the industry that i came from was you know they would have thousands of customers but they always struggled to cross sell these other areas and it's because they didn't have this process down and really documented and allowed that segmentation to happen but the relationships and the dollars were already there and they were being spent with somebody else so super challenging and frustrating for that organization but something that can be easily fixed all right and then i'll kind of just stop here see if anybody has any questions yet all right we'll go into some needle movers so know your sales map and again this kind of just a small sample of you know if you're up here and you start leveraging a better process and then you put technology on it these are the types of results you can see so you can see about 11 times the performance it's just sales math so how many people would i have to be in front of what are the conversion ratios how many emails do i need to send what are the open rates if i send that many emails how many meetings do i get if i have a meeting how many people show up on the meeting if people show up on a meeting how many turn into an opportunity how many of those turn into a close how many of those end up in cross-sold repeater referral business right and obviously there's other kpis but know your sales mail revenue sources do you have something for everybody can people buy from you or get into your ecosystem at different levels and one of those levels can honestly include free and once you get them into your ecosystem you can keep moving them up the product chain and ultimately grow your revenue that way some tech stat considerations we talked about with these digideck is really amazing digideck allows you to go and basically see who's looking at your presentation real time what page they're looking at and you can even start to message with the prospect while they're looking at the presentation you can take tracking codes and tie that right back into hubspot and kick off automated workflows as well so again back to if you're not leveraging a really amazing tech stack you're completely missing the boat in today's world huge opportunities that are sitting there for your business right now special offer if you wanted to scan it'll take you right to uh the page but we're offering for 197 a month we're going to cover a lot of this stuff plus sales stuff on wednesday nights and it'll be for an hour if you're not able to make it we'll record it and if we don't remember to record we'll re-record um so this to me is a really good entry way for people to start doing business with quantum whether you're an independent producer or if your organization wants to send a few sales people so we'll be using grant cardone sales methodology and thought processes goal setting etc we'll get into hubspot we'll get into other automations how to leverage linkedin but a lot of great things again 197 month to month scan that sign up and uh we'd love to have you there all right so how do i let everybody talk just a moment here okay guys um i've got it set up so people can actually talk uh does anybody have any questions all right i'll ask a question if we want to put in the chat what was the biggest thing in this presentation that stood out to you guys brad i'll pick on you because i know you already what did you like when you say you're learning some things um i think the biggest thing for can you hear me sean yeah i can okay i think the biggest thing for me is um so i'm already on a solution based model uh where i have been for years um that's typically why my gp is a little bit higher than than my counterparts are but um the thing is i like that this is going to be able to enhance that for me and drive even more revenue um that that's what i'm seeing with what you're presenting um i know we've been talking for a few months on this and we got some obstacles with the crm but uh man i can't wait to go full throttle with this yeah i mean it's really amazing what can be done um zach james jeff um ashbuk uh can i can i answer any questions for you guys we have just a little bit of time here so i'd love to get into real questions real scenarios things that are on your mind how to select one or doesn't it matter okay so james is a question on the automation tools we've went out and one of the reasons you work with somebody like quantum is it can be pretty overwhelming when you get out into the automation world and what works what doesn't we did a lot of that research and and found you know best in class i have said my own consultants that i work with um guys that have wrote books on the topic of automation and sales automation so we leveraged hubspot connect and sell connected seamless ai zoom info linkedin sales navigator um digideck those are some of the partners we went out and chose for the reason that they're best in class doesn't mean there's not other ones out there that can get the job done but um that's something that we help organizations walk through as well hey sean just to follow up on that um so last year we went down the hubspot route and after six months the implementation failed we went to hubspot and and did a whole sales and marketing piece was given one of their platinum hubspot partners and i i can only assume that the hubspot partner under undersold the solution to us i mean we're an msp um and they undersold the solution to us and after six months we didn't have any of the campaigns or any activity that had kind of been had been given to us um this kind of renewal for hubspot expired a couple of weeks ago and i've been contacted by hubspot about renewing and i'm saying well i'm 12 months down the road and don't have a sensible solution and now i'm back to kind of square one again of of trying to reassess the automation tool trying to get a sales and marketing partner in place or thinking about recruiting somebody and and and taking it in-house yeah so that so i mean unfortunately i hear that sometimes right where people have um bought the tool and there's so much that can be done they don't know where to start or if you don't have it and i don't know who the partner is so i won't speak to the partner but to have someone with business acumen that's one of the biggest differences like with quantum i'm not on here just to sell quantum but is being a previous ceo in the industry and working um as a sales leader and i had a sales company before as well that merged in is i have that business acumen and i actually know what we want to do so it's like a computer program right it's one thing to know how to get in in code but what am i trying to make the code actually do and why and those are the pieces that get lost sometimes when it comes to the technology so i'll give you like a quick example um you know organizations will go out and they'll do like an initial client meeting they'll do a quarterly business review and they'll take that information they'll end up like in the notes section or maybe on a pdf or something well what i did is i said why don't we create a landing page with a customized form as soon as we're done we fill out all the information in that form throughout the meeting instead of on a fillable pdf or whatever hit submit now all of the data goes into structured fields which then can help us create if you're familiar with hubspot than james active lists the segmentation trigger workflows based on you know different criterias so those are some of the things that come with having the business uh understanding as well as the technology understanding in sales and marketing so that it all actually moves together so we work with several companies who bought hubspot not from us but we've come in now to help um them either fix it or actually fully utilize and engage it so a ton of our clients are exactly what you're talking about okay i think so yeah i'd love to too if you um heidi do you have james information she should be able to talk yeah sorry took me a minute to get off me out um i i know we have his email uh james if you um want to be contacted any different way please let me know i see a request here from um i don't know if i'm going to say the name right but ash ashbach as well so we will absolutely follow up again we'll follow up by email but if you want us to follow up any different way if you can uh message that in the chat we'd be happy to do that something i just did here heidi is i put my meeting link inside of uh the chat there too so you guys can just go to my number right now and book or you can use the qr code if you want to scan uh zach or jeff any questions from you guys all right so we put that in there all right any other questions otherwise i'll give you guys back about 12 minutes of your day here uh real key takeaways to me are that there's a lot of opportunity to improve business practices and ultimately put your sales people in front of a lot more opportunities which is exactly what you need um to you know obviously grow your revenue so cool all right i appreciate you all and uh look forward to meeting with some of you after the call in the next week or so and see if we can help your organization sure thank you guys you