The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 4 years ago

Audelia Boker on Sales Is Rapidly Becoming More Digital (Here’s How to Stay Ahead of the Trend)

ABOUT THIS EPISODE

Lots of companies are trying to map customer journeys across channels, but that may be unnecessary.

The customer journey is becoming more and more digital. A few statistics illustrate the point.

In the UK, eCommerce sales account for just 14% of total retail sales. In the U.S., it’s only 8%. Looking at these, you wouldn’t expect that digital is taking over, but then the narrative shifts when you look at preferences.

It turns out that 40% of U.S. males between the ages of 18-34 say that they would ideally buy everything online. We can all relate to that desire for convenience.

We’re also more and more demanding from digital platforms put out by service providers. 39% of us would stop engaging with a website if it takes too long to load.

These statistics and more come from our guest today: Audelia Boker, VP of Marketing at Glassbox Digital. Audelia made a case for why understanding the online behaviors of your prospects and customers is more important now than ever.

Find a breakdown of this episode here.

There is no one size fits all solutionfor optimizing, your sales and marketing organizations. Yet how yousell and market is a tremendous differentiator value. Prime solutionsuses proven formulas in frameworks with a customized approach to increase yoursales in marketing Roi to learn more about how we can help you visit value,Prime Solutionscom you're, listening to the BTB revenueexecutive experience, a podcast, dedicated elp. I executives train theirsales and marketing teams to optimize growth, whether you're looking fortechniques and strategies were tools and resources. You've come to the rightplace. Let's accelerate your growth in three two one: welcome everyone to theB Tob Revenue Executive experience on your host Chat Sanderson for those thatdon't have time to listen to the entire episode. Please feel free to check USout at be to B, red exactcom or on Itunes, where of course, e review isalways appreciated. Today we have with a SADITA booker an vpof marketing withglass box of digital anther, a company which provides a platform forunderstanding, enhancing a customers, digital experience in its entirety. I'msure I'm not doing that justice, but we'll Gi de yo. A chance to explainthat it a little bit more detail and and our listeners no aways been a greatdeal of time working with companies to prerfect their didital experiences inthe past and and learning from the insighes so having a dayy on the showis extremely exciting today and if that's not enough, we're going to focuson our sales is becoming increasingly digital in nature and how you can stayin ahead of this trend. So did t first. Thank you very much for taking the timeto be on the show and welcome it's. My absolute pleasure chat. So we like tostart with a kind of an odd question. We like to try and upload value up fronfor people that can't listen to the entire episode. So I like to ask eachGuss if you think back across your career to some of them might have beena defining moment, something that you go back to over and over that thatyou've learned something from would love to understand what that what thedefining moment was and what you took away from it hm. That's a that's aninteresting question. I have a couple of defining moments. I happen to haverelocated twice in my life already so far and I think one of the most interesting ordefiingmoment as you call it was when people gave me a chance. You know when youcome to a new country and you don't have the network you used to have andpeople just trust in you and give you a real chance. The second moment I I wasactually promoted during my maternityy was, which is quite unusual and again Ithink you know. BBEING, given a Bot of confidence, is something that I trie totake with me and give back and t when I hire people, and I try it with my teamsto always emphasize you know what they're good at and because that's theway to empower people- and I believe that, as long as you have...

...people with passion and good workethics, that's the the only thing you can actually do. The best thing to do.I is to basically give them a chance and believe in their in their strength.Actually ye H, it's a sertof leadership. Type of thing give to get veryimportant to recognize that you know an your in your coworkers and yourselvf.Those opportunities are rare, so I''m glad to hear that you've Youvebenefited from those so for our listeners just so that they have alittle bit more detail. Can you kind of tell us about class bucts digital andyour role there? Yes, absolutely so. Glassbok Digal is a company that isoriginally from Israel. As of now, we moved the headquarter to London and we also have operations inthe US. What we actually do is quite simple: If you think of a customer hitting anorganizations website or mobile APP, the minute a person does that weactually start recording the session for the organization, so it can soundscary, but actually it's really really useful and we automatically recordautomatically index all the data so that actually we can reconstruct thesession in real time and because we have such rich data, we can of courserun very deep analysis, so we have an analytics platform, Witha, AAn, newlayer of machine learning and artificial intelligence and weare,basically able to automatically provide insights on not only what are peopledoing on your digital channels. But why are you? Are they behaving the way theydo and that can be leveraged across the organization in multiple ways? So it'sa true ability to really understand itto kind of Wul, say oversee or bigbrother, but to really see how somebody is actually engaging in that digitalexperience cross platform. So it's not just web, it's mobile and any device.Absolutely and just imagine you you're sitting on you- know the Peopl, theperson's shoulder and watching a replay of their session exactly as theyexperienced it. So it's quite powerful, excellent excellent. So, as we weretargeting the topic for today's show, we decided to focus on sales and it'sincreasing like digital aspect, so I was wondering if you could span for ouraudience. You know why why that topic, and why are you so passionate about it?Yeah? Absolutely a couple of gears ago I used to meet a lot of customers in ina previous companyn, and everybody was trying to map customer journeys acrosschannel and I think that's still a big topic, but actually the journey itselfis becoming more and more digital. We see, you know the ND. The marketpotential is huge. I mean ie got with me some statistics, you know if WAEcommerce cells in the UK, they account for just fourteen percent of the total retail cells in the US. Itit's only eight percent, so you know there is still room to grow, but from apreference perspective. Forty percent...

...of US males between the age ofEightheen and thirty, four say that they would ideally buy everythingonline. So you know, and fifty one of the Americans pre, you know state thatthey prefer to shop online. You know- and I think, we've all you know we canall relate to that, and we also are more and more demanding from thedigital platforms of our service providers. So you know thirty. Ninepercent of US would actually stop engaging with a website if it takes toolong to load. That's you know, that's absolutely crazy, and I'm only you knowso far. I've just been stating e commerce. If you look at mobile banking,it's huge, I mean in two thousand and fourteen four forty seven percent ofAmericans primarily used digital banking. Today, it's already close toseventy percent using online banking and mobile banking.Primarily so you know, this is just to illustrate how much you know our livesbasically have changed in the las in the last day came and for my children,you know it's become obvious that we don't you know we don't buy a pair ofshoes in store. We just order it from the Internet, so that's just toemphasize the importance of the digital channels and having ways to understandhow people are behaving on those channels is becoming crucial. And howdo do you do organization acquire these customers Wuth? Also, how do theybehave once they are on your mobile appoe on your website? I'm actually oldenough that I remember that the first time that somebody said Oh ou justorder that online don't go to the shoe, store and try on the shoes. What possibly do that and an maybe that's Givin way too much ofmy age, but man it is definitely changed, you're not kidding so in the so. A lot of this sounds likeYo, moble, Bein, tat, Kin, O SOM sounds Beti. Se. Are you seeing some of thesame trends on the Beata B side, where you're singing increasein thedigitization of that sals process as well? Absolutely, I must say that onlyyou know only a couple of days ago, I was actually with a prospect of ourhearing. The UK wone stay the name, because you know they are a Telco Organization and theyhave a whole orgnization that tells me to be. They have identified veryclearly that, in order to engage their custom, their own customers, they needto be more digital, so it's not only a bitty seething. It's becomingincreasingly a bit to be matter because at the end of the day you know the B inbachbs is still people and people. You Know Wan the sumplicity and theimmediacy of of engaging with a service providor online and I think, that'sbecoming to across the board. Yeah it's interesting rig. The the wholedigitization has really, if it ued...

...properly right. Essentially what you'redoing is you're you're, increasing your chances of having a meaningfulconnection with the human, but the digitization and the digital aspectsallow you to be much more discerning in terms of where you want to spend yourtime. So if a company is not focused on that, then they're definitely behindthe curve. Yeah absolutely so you mentioned something in one of youremails and I have to gin to have to read it. Directy, I'm not a hundredpercentsure what it means, but we were talking about business people feelinglike they where they are on the self sufficiency it dependency access. YeahO can help me understand that yeah. I appreciate I worki very cear, but youknow, if you imagine an access, a spectrum on one end, you have, you knowtotal. You know self sufficiency when it comes to accessing the data that youneed in order to make decision, business decisions and on the otherside of the spectrum you have, I tdependency right, so I'm veryinterested in knowing where business exacts feel they are onthat spectrum, because I think that what technology brings to the you knowto the table today is the ability for business users to have access to datain a very self sufficient manner so that they don't need. You know todepend on on it or on that assayant scientist. In order to get the reportsand the data they need, I n order to understand their market or theircustomers, and you know glassbox is all about that. It's about democotizing theaccess to data in a way that is digestible. That is very visual becauseyou know pictures an tousand worn one of our CSTOMERS. One said to me: Youknow at the end of the day, big data is ugly, it WAA powerful sentence to say ndit'strue and on the end of the day, you want people within an organization tohave access to data, to be able to relate to that data in in a way that isfriendly and for everybody to have. What is you know, I'll use the buzzword of three six to a single customer view, but at the end of the day, if aeverybody has access to data that is digestible and understandable, theneverybody can understand the struggles that customers are' facing and beingagile enough to fig them in a tinly manner. And I think that's that'sreally interesting. Without a doubt. I mean it's always been at liast. Myexperience, you know the big data and thes data insights. You have the data,sciencist ou get it, but then the business people that kind of look. Youknow they can kind of. Look like a confused puppy right, ead, still t lestlikewhat H, Cam. I looking at so being able to provide them with a solutionthat makes it accessble to them and it's extremely powerful, a Toluk,especially you know, in a dynalic environment, where your website andyour Mobili are constantly changing. They are, you know, being updated everyevery weeg every month of me. These...

...things are very, very dynamic and beingable to go back to data retractively being able to access the data you knowwithout having heavy maintenance and then tugging and Al and configrationsand being able to you know be hands on this is really being hands on. I thinkthat's really what what a lot of organizations,at least in the enterprise segment are looking for today. So you mentionedearlier personas- and I remember Mwe spent ten years with with digitalagencies weuved to talk about journey maps and empathy, maps, customerpersonas and I've seen a lot of more sales organizations attempt to do kindof buyer journeys and buy our person is right. There's a difference betweenprobably especially in the BAUTYB space who you're selling to versus who isactually using the solution. So I mean glass box, provides the ability to lookover somebody's shoulder and record those those episodes, but I'm curiousif there's a way when you're helping your Seles Organization, think aboutthe buyers that may be the ones that you know sign the checks for glass box.Do you guys develop bire journeys and Buie Personas to help the sales teamswer? Is that really aggregated more from sample data from the glassboxplatform? To be completely honest, I mean we're still, you know at thestartup state, so were were kind of a small and lean organization Wi, theinteis we probably should, and what we do tend to be very focused on is youknow, mapping our target accounts in a way that we clearly understand who isgoing to be the user? What's the use case and who is the decision makerWHO's, the Byer as you call it the BIOPERSONA? Sometimes you know it's,not a single person. Sometimes you know, budget will come from several sourcesit can be at can be. Innovation can be digital in varies so the biopersonayeah. At the end of the day, you want to know, what's the journey of thatsingle person that you know holds I budget, but very often n, when you sellto very large organizations, it's a complex cells cycle where a lot ofpeople are involved and you need to spend a lot of time. You know being theambassador and socializing your solution within within an organizationso to make a long story Shor, they think the answer is we should, but wehaven't reached a state where we have. You know dedigated marketing assets foreach one of the steps of the journey for each one of the personas, but we'regetting there excellent excellent. So we talked about it, wwewe're goingemails back and forth, but concepts like real timeleness and retroactivityin terms of data accuracy. Can you help our audience understand what you werereferring to there? Yes, absolutely! I think you know one of the example thatI can give in terms of of real timiness. Is You know as an end customer if I tryto SELV serve on a website, and I fail...

...to do so for fom, whatever reason rightand then falling into the the obligation, if you will, of calling acoal sent, customer Clare Representative is going to answer meand this this pool person on the line doesn't have any idea of what justhappens to me five minutes ago right. So this is, you know very frustratingbookhs for me and for that person, and basically you know, technology andand glassboks especially provide visibility in real time to that'. Tothat specific customer CARRIEC presentative to replay the session. Youknow understanding Ha matter of a few seconds what's been going on andbecause it's working in Wayo time that person can almost cobrowse without youknow, taking control taking over your deckdesk top, but just understand witha slid delay of a couple of seconds. What you're trying to do on yourwebsite and guide you in real time so that you know some of our customershave reduced e. The duration of support calls in the COA centers fon fiveminutes to a minute and a half that'. Seventy five percent reduction-I mean you know in terms of Coss Roduction, you do. The math yehit issignificant, so this this has to do with real time iness. The other aspectof that is that wall, the data that we collect you know can be exported and Ican share it with my peers in within the organization. So, if I'm a I'm ateam leader in the coal center and I've noticed that my team is dealing wit,let' say with a lot of calls on the same topic today I can, then you know,raise a flag, send all the data wi sample replays of the sessions to theat department and tell them hey guys. There seems to be an issue with at PAG.Could you have a look into it and because they have access to glassboolsas well, they will be able to identify whether it's a useability issue andavailability issue. Maybe it's a performance issue, but really in invery quick time frames, be able to pinpoint the issue and fix it. Sothat's that's for real timeliness. The second aspect I mentioned isretroactivity. You know we see a lot of our customers using glassbooks forcompliance purposes as well and dispute management. Now because, as we said,you know, my website is looks a certain way today and might look very differenttomorrow class. What I see on on you know my banks website, isn'tnecessarily what you're seing on the same website, because everything ispersonalized so because everything changes it's very difficult to provideevidence. You know if you have an audit. If the regulator is knocking on yourdoor and asking for proofs it's becoming extremely and increasinglydifficult to provide evidences so whither to like, like Ouys, but I'msure there are other.

You can actually provide temper, provetimtemt digital footprint of all sessions, and you can go back realwith,ractively and replay sessions, even if it happened two or seven years ago. Itdoesn't matter right in the same way your customeris experienced them andactually some bout. You know some of our customers went to court with withreplace and and the the one their cases, because it is a digital proof. That is,you, know unquestionable. So you know the ability to go back in timeand analyze what's been happening. You know, if you identify an issue on yourwebsite today, you want to understand. You probably want to understand fo. Howlong has it been impact ing my customers and you probably want to beable to also provide remedy and go back to those customers that were impacted.So in order to do that, you need very, very wich data, and this is what we areabout. So that's what I meant. Se of you know the context. You know itbecomes more and more important right again. Maybe it's an age thing, but Iremember when they first started telling me my cell phone would trackwhere I was, and I hought why in the world would I want anybody to knowwhere I am well fast forward: Five, six, seven years and now, if my phonedoesn't know where I am like, if it doesn't have that conetoal awareness,I'm annoyed yeah and in the sales process, it's the same thing. If Youre,especially customer experience, if you're dealing with a customer, youreally want the ability to understand their context, because they expect youto now expectation to tot change that way, so they're willing to give up that.I don't want to use the BUZZWORD, privacy but they're willing to they'rewilling to give me more insight into what they're doing if it will providethem a much more frictionless experience. Absolutely an and you wantyou want also to be able to end. You know to integrate the data in ways thatare meaningful. So if you have, let's say you know, Voice of a customersurvey on your website, you want to be able to understand, but I'm making thatup right now, but let's say I': I want to analyze all the sessions of people that spent more than fivesecond on the card page right, so these are very qualified people that areinterested. They have something in their cart, but then gave a poor ratingto my website right. These are very tangible. You know people that I wantto get in touch with because e they are qualified, they wanted, they tried, ormaybe they even bought something on my weapon Billesut, but for some reasonthey ranked my website poorly. So I do want to understand why so ITL it's aAriht, so it flass box. I can look over the pretending, I'm looking over theshoulder F of my my customers ARD, my prospents, and I'm curious, though. Howdo you take that single customer view and link it to kind of aggregate it upfor those business executives to enable...

...business agility? So, first of all, youknow we are able, because we collect- absolutely everything, including youknow, whater, customer or visitor, for thatmatter sees everything that person does or anymouse movement any finger gesture if it's on a mill device, but alsoanything a person types in right. We are able to stitch together if you willsessioned, even though they are disjointed. So just to give you anexample, if you know I browse my banks website several times a day from the sameipaddress and at some point I logged in right, I will be able to trace back allthat all those sessions, because I have collected both the IP dress, the emailaddress of that person or any you know, unique identifier that that person mayhave typed in and therefore we are able to understand that this is the sameperson now. How does this translate into a single customer view? Because,again it's a very open system. You can actually pour all the data into yourdatalake initiatable or your bi, or you know whatever that awarehouse or bigdata initiative you may have and basically and rich all the data youalready have about your customers and understand you kN W in a deeper wayyour customers and visitors. So by you know doing that. You increase businessagility because you bring down all the silos right. You you basically provideall the data and then different people across theorganizations are going to use the data in different ways, but at the end ofthe day it's all th. You know the source is the same and and that's whatmakes all the whole difference excellent excellent. So, let's PIP it alittle bit here and let's, let's talk about kind of your top businesssubjective at glass box in your role and kind of ow you're, applying theseconcepts internally right so well! You know we have very simplistic goals because, because were we're small andwe're big enough to grow and and small enough to care, so the two main goals I have as a BPmarketing is ato to to trade awareness around glass boks, because we, you knowthe brand was created only eighteen month ago. So we really want to youknow to associate glass box into what we're doing to understand what sessionreplay is to understand that we're? You know we're supporting both websites andmobile channels, mobile apt, so there's a lot of iducation to be done on oneend. On the second end, we don't have the luxury to doing you know onlyawareness and we need to generate lead.

So for me understanding. You know I useglassbooks, obviously on on our website and being able to understand. You knowwhere are people coming from? Where are they struggling on my website? I canyou know I can give you a very funny example. We were using on our website.You know the capture plugin and the questions that were, as therewere, mixing between lecters and numbers so that they would have youwould have you know the number six class, then the field that people needto fill in equals eight with eight retin in letters right and people wouldget confused because they didn't know if they were needed to fill in the fild,with a figure with letri. So, yes, you know these are the things you can onlyunderstand. If you watch the replay, if not I mean I wouldn't have neverimagined that this was an issue, but it was- and you know when people weredropping, abandoning the the session because of that. So it's really amatter of drilling into what's happening on your digitalchannels being able to react immediately. You know when someoneperforms in Ta consections or request themo being able to react, Ti that andforward it to the to the relevant cell people, etc, etc. So, it's being very,very agile in hens, op ND. So when you, when you' trying to increase thatawareness and understand how your own customers ar ar going through thewebsite and the bires during, I know you guys are start up, and ever I meanI've done, my fish are so everybody wears multiple hats, I'm kind ofcurious. Do you have a you know a sales team that you work with, or is itreally just kind of all hands on deck? If there's a prospect, it's you know.How do you guys approach that? Well, we definitely have a self team. Weactually have a hybrid model, so in the US and in the UK we work direct in therest of the world. We work with business partners. We work with the bigbig guys, but also with local SSIZE, and we have a team of a customersuccess as well to make sure that you know th. He all proof of concepts arescoped properly and that you know customers are happy along. The entirejourney from o know the very beginning when we start discussing the PLCthrough the commercials and then when they use glas books as customers makesure that they actually get the value out of the tool so yeah. So if I'm, ifI'm a sales rap for Glassbok, I would just done O me. So if I'm, if let's sayI was selling glass box to me to be enerprises, I would have the ability tosee what my prospect had done, not just to see the like page lenks like a today.Most systems will say: Hey they went to this page or they went to that page,and you know that kind of stuff, but I actually is a salesman, could replay,so you know call it. I don't know. Let's pretend it's wells far gotlissten tin, Someong, wout Fargo, and I know that came from the right ipaddress,so I can actually see as a sales rep...

...how my prospect went through that siteacross the multiplatform digital touchpoints. I could replay that, as Ipreppe for my next meeting, absolutely that's exactly what we do I can. I cangive you kno it'jodropping Rightbut, yes,absolutely. I can give you the example of one of u UK customers. Actually it's one of thetop banks here in the UK. I want again I mean most of our Pestoni want toremain. You know ananimate, but they discovered you know they knew they hada conversion rate issue on their online account opening right, and there was alot of pressure and there was an entire analyst team across India and the UKworking on that issue, and they couldn't you know they couldn't puttheir heads around what what the problem was. We came in and at the PFClevel, so doing the proof of concept. We were able to show them that you knowwe started capturing all the sessions of those th. Those people that did notconvert and were what we made them realize is that people that you knowthat spent twenty minute on a forum filling in their personal informationin order to open an online account. But all the people that had specialcharacters or spaces in their names would actually be ejected at the end ofthe process without having any arror message or any notification tellingthem that there was an issue. You know, and this bank happens to be the numberone bank in the UK for people relocating. So all the people you knowfom on South Europe or even northern Neuop, with all these weird charactersand accents on their names. All these people would actually gothrough the entire process. Click some meat and just at the end, be ejectedfrom the system. So you know that tha and we were literally able to show themthat in a few minutes right. So you knowtake that to Oh and another example. If I may, if we still have time S, theyrealized they had a loan page for short and loans, and on that page there weretwo sliders right. One for the amount that people wanted to borrow and theother slider for the duration and the minimum duration for these sort.shorterm loans war was twenty four months and what they realized is thatpeople were trying to pull the slider to the left further to the less becausethey wanted to reimburse in Lessan fanfo month. But there was sosuchoffering you know there wass no such product Wut. They wl actually want withthese replaye to their co and SAI. Look we have an opportunity there. Let's youknow, let's create tha product of you, know short erm lons for twelve toeighteen months, and you know there's demon for it. So it's not only aboutyou know usability issues. If you know you canalso reveal identified opportunities in your market, so yeah there' yeah, it'san amazing tool. I mean I spent so much...

...time with companies trying to help themunderstand why design and that experience it was so important, but tobe able to actually have a tool that could validate that and uncover notonly friction areas or user areas, but business opportunities. I mean that's athat's a pretty powerful offering and it s a salesperson, I'm literallysitting here thinking man. I would love to have the ability to see what some ofmy prospects were really looking at, how they were interacting with you know,all of the digital assets that we put out so ver, very impressive tool, veryimpressive. So let's change direction just a little bit as we get towards theend of the interviews. I ask aganst kind of two standard questions. Thefirst is simply you know as AVP marketing and a startup you that makesyou kind of a prospect for some people who are out there trying to sell youthings and that's why I'm curious, what is it as a revenue executive that wouldget your attention or inspire you to engage with someone whowas trying to Selyou something gosh? Yes, I AMA target. It's a it's a very, very good question.Actually you know you sent me these questions yesterday evening at my ChinaI kept on thinking. How am I goingna answer that question because it's verydifficult to pinpoint what it makes me actually open and read an email? Ithink I think Thare's, you know, as I mentioned earlier, was it thirty. Ninepercent of people would wuld abandon a website if it takes too much time toload. I think there was another statistic I didn't mention it, butabout if the user viewser interface is not nice and friendly, I won't evenlook at it. So all these very worthy emails, I think when it all comes downto is when people that are reaching out are really genuine and are coming to mewith with a proposition that really relates to my need as a startup. Sosome people, you know, have very generic emails and you can out you getthe feel that they kind of it's spanming right. It's re, they stand thesame, the same thing to everyone and and I'm pretty you know I'm using thesetools myself. So I know there are ways to personalize etce, but when someoneyou know reach out to a business Mi, you know our size. I think you have toput you yourself in their shoes and relate to their to their needs, soanyone who comes with a proposition that is not misky that relate to mytarget audience. You know that gives me something before asking me to getsomething all these things make me reactin a positive way, all theall the automated stuff, which I can very easily you know identify I meangetting very you know. Some names have become my virtual best friend Nyou know I'm getting emails from thesame person. I've never spoken to an...

...and it's kind of, because I'm notalways uncuribeing or not always asking to remove my ase from from theirdistribution. Is They keep getting them? I'm not even looking at these theseemails, so I think, being short and to the point being crisp having emailsthat look good right, that what moves the needle for me when it comes toreacting to to someone who's targeting me as a potential testament SOCs atotality the experience right. It's NTI, it's genuine! It's not coming right at you with anask. It's understanding doing the research understanding that you mayhave specific problems. They might be able to help MAK MEG sure that they'reprofessional and courteous, respectful of the amount of time that hthey'retaking absolutely an thinking. Why you know what sets them apart, because manyof the emails that I'm getting are so similar and w. Why would I even youknow, respond to someone who's telling me that he's doing in the best sceo I mean they're also saying the sameright come with a f. If you come with a real, you know,rationale and with with a couple of preferencess, then I'm happy to youknow get in touch. Okay, excellent, so last question: We call it ouracceleration insiht. So if there was one thing you could tell you know salesmarketing, professional one piece of advice that you think would help them.You know, beat their targets being more successful. What would that be and why I think the best pase of advice I wouldgive it that's Ma me because I'm very started minded is to I to dare and to do you know I,like the e twenty rule. I don't wait for things to be a hundred per percentperfect and also because I'm half Israeli, you know don't get Stumk,because the door is closed because ie IV, the door is closed. There's alwaysa window. You can always break you know, there's always a window you can get infrom through the window. So that's that's, really the spirit beingcreative during being you know, different and not trying to be perfectagain. As you told me at the beginning of the interview right, there's no suchthing as being perfect and that's my piece of a dat advice.That' Co, Mat Weti know it's excellent ieina lot of people these days have atendency to be easily distracted, wo're dissuaded from from what their goalsare and while there's just as many tools out there to help from Ha digitalstandpoint to make it easier, tthere's more noise, too. So people have to be alittle bit more focused. I think that's, I think that's excellent vice! Thankyou for that. So all right everywone that does it for this episode. Pleasecheck us out and B Tob revezaccom share the episode with friends, familiespoworkers and please do his favorite writer of you on high tenes. But then Ican't think o enough for your time. Today'ts en an absolute pleasure tohave you on show likewise chat again...

...thanks. Everyone for listening, O einto a day for these valuable insights until next time, weave value, primesolutions with you and your team, nothing Wut. The Greatest Success you've been listening to the BTOBrevenue executive experience to ensure that you never miss an episodesubscribe to the show in Itunes or your favorite podcast player. Thank you somuch for listening until next time.

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