The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 1 year ago

Prospecting Response Rates Are Plummeting. Here’s Why. w/ Kristina Jaramillo


Regardless of what you do, the last year’s been crazy —

COVID, protests, election madness, strange Kubrick obelisks popping up…

But if you’re in sales, you can add another 2020 disaster to the list:

Plummeting prospecting response rates.

To find out why response rates have dropped off faster than murder-hornet news segments and how we can turn it around, I turn to Kristina Jaramillo at Personal ABM - Account-Based Marketers.

In this episode, we discuss:

  • Why response rates are plummeting
  • How to create an authentic personal brand
  • Why intentionality is key to stopping the response rate drop

Check out these resources we mentioned during the podcast:


This post includes highlights of our podcast interview with Kristina Jaramillo at Personal ABM - Account-Based Marketers.

For the entire interview, you can listen to The B2B Revenue Executive Experience.

If you don’t use Apple Podcasts, we suggest this link.

Everything you do has to be intentional. There has to be some kind of strategy behind it. You can't justhit send every five seconds just because you want to and you have that urge. You're listening to the BDB revenue executive experience, a podcast dedicated to helpingexecutives train their sales and marketing teams to optimize growth. Whether you're looking fortechniques and strategies or tools and resources, you've come to the right place.Let's accelerate your growth in three, two, one. Welcome everyone to the BTob Revenue Executive Experience. I'm your host, Chad Sanderson. Today we'retalking about why people are seeing significantly less response on their prospecting outreach, howsales teams are relevant to key accounts and the human buyer and, most importantly, have your linkedin profile impacts at all? To help us, we have withUS Christina Jeremillo, with personal ABM account based marketers. Christina, thankyou for taking time and welcome to the show. Thank you for having mechat. I appreciate it. So we always like start with a kind ofget to know your question icebreaker, and always curious to know something you're passionateabout that maybe those outside of work would be surprised learn. Our audience mightbe surprised to learn based on your professional profile, probably because people don't reallyknow this unless they suit know me really well. I'm a big Disney nerd. I've liked Disney since I was a kid, from the movies to thecartoons to the parks. I've been to the parks a dozen times. Ieven did the college program where they have like an internship thing, and Iworked on Main Street USA in Orlando and Magic Kingdom and I wore the fulllike flannel and summer and in Orlando summer it was really hot and interesting.The quite a few interesting stories, but that's I always what I loved aboutit was the experiences that they create, and then I get to share thatwith my kids now, which is awesome, but it was just very Disney isall about experiences. Whatever platform they're in, they're always trying to makeyou part of their world and part of the reality or fantasy, whatever youwant to call it, and that's what I really loved about it. That'samazing. The from an experiential standpoint, they were kind of the forerunners.Now companies all talk about customer experience and all that lovely stuff, but there'sname was really the one that broke that ground. So I appreciate you sharingthat with us. And so let's jump into kind of the topic at handand something that anybody and everybody that's dealing with the covid environments that is curiousabout. Why are people seeing a decrease in responsiveness? Any perspectives or statsor thoughts that you can share on kind of why this is happening through allof the different channels where people usually connect? Sure. Yeah, recently, Ithink it was a second quarter of two thousand and twenty Linkedin came outwith the study. It set about forty four percent of organizations. We're seeinga drop in responsiveness on social, email other channels they were using because ofc nineteen, and I think it has to do with C nineteen or Covid, whatever we want to call this, but I think it's because buyers,while I'm still engage with experts that can help them with their current and futurechallenges, even if they can't buy right now or they're buying less or whateverthey're particular issue is, and they want to build relationships on value, andyou know that value is like the key of everything and that's never changed andhopefully it never will. But I believe the unresponsive is that everyone is forcedinto digital channels like linkedin other platforms because of no live events, no tradeshows, no conferences, no one on one interactions. So there's more peoplecompeting, there's more people pushing out messages. They're pushing out more invites, morecontent, more generic messages, just to hope something is going to stickand it's kind of just adding to the noise and they're not hitting with relevance. So I think the lack of relevance is, at the end of theday, what's missing for all these people. Well, and think about mean,that value thing is so important. Like all of a sudden, foronce we're globally sharing this environment, this thing. We're anxieties heightened, peopleare on edge, but other people respond with some people have lost people,other people have another, people have lost jobs. For some it's been apositive I mean it's all over the board, but it's all this common thread ofCovid and we all go virtual and we all start getting twice as muchemail, twice as much BS, linkedin...

...requests with no note. Then turnsinto a crappy sales pitch and and it's this inundation of digital that's almost hardto process, which, I think, to your point of about the noise, makes it harder for individuals to not only connect but now to understand whatsomebody else finds valuable, given the current environment. Any thoughts on how you'reworking with people that help them figure out what is it that your prospects wouldfind valuable or helpful at this point? You know, I think it's youhave to do your homework. If that's, you know, sales one hundred andone. You have to look into this. I mean you have todo your homework. You can't just assume that everyone's going to be looking foryour solution or looking for your product or whatever it is. You can't sendout generic stuff to everyone. You have to treat people like a human there. You're interacting with them digitally, but there's still a human behind there,you know, and I think people are, just, like I said, usinggeneric copy. Their profiles are just resume. So if I send youan invite in my profile, just a resume, I don't really see thevalue and necessarily connecting. You're not giving me a reason in my invite ifyou're not giving me relevant content there or, you know, don't just throw inmy name and give me that copy and paste template. I hate that. I automatically delete it. I'm sure people do. I think it's justI think it's everybody's just playing that numbers game and when you play a numbersgame, everyone just kind of loses because nothing's actually hitting where it's supposed tobe. No one's actually you know, if that' spray and pray that everyoneloves, and I think it's amplified now on digital. So you're only reallyresponding to people that have predefined needs, so they're already looking for your solution. Maybe that's that ten percent of the market. Then you're lucky. It'slike playing a casino game. The odds are really never in your favor whenyou do it that way. Yeah, and then I saw a research,say by marketing donut. I can't remember when it came out, but itbasically said that three percent of your like if you had a hundred prospects,only three percent worth three of them are actually currently looking. So it's Imean, that's crap. I mean those odds are horrible. So if youlook at that report. There are strata that they are different ways you canapproach it to increase it from three to maybe seventy, but you have touse different things and all of it's around personalization. made a comment about thenumbers game. The date is important and I'm wondering, and I know thisis totally all scripted, not on the questions, welcome to the show,but when we look at the data and people have a tendency to be allday to day too data, and I'm a big fan of like I wantthe day to to tell me what's working what's not so I can get better. But there's this fine line between treating people like numbers and remembering that humanelements and it's gotten even more of a fine line in code because everybody's playingthe spray and pray game. How do you how do you help people stayfocused on effectively making that human connection? I think it goes back to strategy. You can't just, you know, shoot from the hip and just connectand invite anyone you want and think that that's going to work. Like Igot an invite yesterday from someone that I had commented on a thread about demosand what we should be calling them. As we should be calling them demosor we should be calling them discos or whatever, just keywords. And theguy is didn't read my comment, invites me to connect and says, Oh, I have a demo solution, you should check it out, and I'mlike, wait a second, if you had read the comment that I puton, you would say that. You would know that I said lead withvalue. If you would looked at my profile, you would know that I'mnot even a prospect of yours because I don't offer software or I don't workwith software, like I don't sell it myself right, so it doesn't workfor me. So I I sent him a message trying to explain that tohim. I mean, I didn't get a response back, but it's justI think that's what people are doing is I think that anyone and everyone,there's no strategy of who your targets are, and if you don't, if youjust go out there and think that anyone and everyone's going to be yourperfect fit, that's why you're getting that three percent is not less, becauseit's just not. That's not the way it is. You need that idealcustomer profile and that has to go first before you can actually go out there. Yeah, you have to have some kind of filter mechanism. Just becausesomeone is breathing does not I'm a prospect. I mean it's good, but goback to the dating game, back when we well, when I'm notwhen I was younger, the dating game,...

...oh, it's a numbers game.It's not. It's wasn't a numbers game. You don't go after everybodythat's breathing. You have someone's where you're actually gonna have a connection, andI think we the more we get behind these virtual walls, we have towork twice as hard to drive that connection that not only that, but toget people to get through the noise, to get people's attention, for themto willing to get on a zoom meeting so you can actually see their faceand see absolutely and things like that, and I think that creates a hellof a challenge. I mean, without being able to do that effectively,without leading with value, you probably run the risk of damaging your brand,your personal brand, in the corporate brand, in my missing the mark there.Is that pretty accurate? No, I think that's totally true, andit's funny that you mentioned the brand only because I think a lot of peoplehigh behind their corporate brand and don't like put themselves out there. And Idon't know if it's if it's because it's think it's an internal thing. They'renot allowed to or you know that maybe they're not confident. I don't knowwhat it is. But again, you know that people buy from other peoplethat they know, like and trust. That's something that's again sales on onebut if you don't put yourself out there and make yourself an actual human andmake yourself personal and make yourself relatable, how am I ever going to engagewith you? And that goes back to one of my pet peeps that whenpeople look at their linked in profiles, if you see it's written in thethird person. It drives me crazy because I wouldn't go up to you andbe like here's my resume, chat, nice to meet you, like Iwould talk to you like I this you that I would. I would usedifferent words. It's written like you want it to sound like the backflap ofa book type of thing. You know, the biosections very boring, very buttonedup, very you don't know who the person really is. Right soyou had to give yourself some personality, but obviously professional personality, but Ithink that's that's what's missing too. Yeah, and I remember. I mean youcan see the audience can't think goodness, because I do have a face forpodcasting. These are platinum highlights in my goatee. This is not greathere. At least that's I'm telling myself. Like I remember back when social mediafirst started, Linkedin facebook, and there was a lot of churn insidethe organizations where I was an executive about what do we allow our people todo? What, what will impact negatively impact a corporate brand verse? Whatare where are the boundaries in the guidelines and and I feel like those stillhaven't been defined and were or established, at least not cross generationally. Likefor myself, as a gen X or, I didn't grow up with my facein a screen. millennials probably more so. Gen Z absolutely, andthere's these different understandings of appropriate versus not a perfect so we get this generationalclash and lack of shared reality across what is or is not appropriate, whichcould boils down from, I guess, what I've seen, into this oneword authenticity. Yes, and so how do you help? How do yousuggest people, when they think about their linkedin profiles or the way that theyinteract digitally maintain authenticity without jeopardizing their own personal brand and or a corporate brand. And he got and this may sound like a basic, like Duh question, even as I hear myself asking it, I think I know the answer,but I'm finding we all need to go back to basics for some levelof foundation at this point. But just curious on your thoughts. So areyou asking basically what when they're somebody's profile presence on Linkedin or their social usin general. Well, I mean and just their just think about their digitalpresence. Yeah, yeah, because because now, nowadays, a lot ofpeople still have not locked down their facebook. I don't know why they're. Idon't know what they have. I don't know why. I haven't figuredthat out. And then you know Instagram, and some haven't locked that down either. So they may have this like wow, I'm super polished and professionallinked in and then there's shots, you know, body shots at Tequila andweird, you know, dark alleys on their facebook and it doesn't create youknow, it's not sigistic. So how do you help people? How doyou suggest peop kind of understand the multifacets of their social persona and the impactthat it can have on a business or on their ability to connect with humanbeing. Yeah, absolutely, I think. Well, aside from giving me thosecrazy pictures that people like to do...

...or lack of picture, that that'sthat's a whole other conversation right there. I mean has to be a professionalpicture. It doesn't have to be something where you're in a suit and tie, right necessarily, but just have to be for a professional but I thinkmy biggest thing that I've seen a lot of, at least be tob salesleaders, is they're listing their employers, their roles, their sales accomplishments,no relevant value. You know, I did. I had my team doa look at a lot of be tob sales leaders profiles and we kind ofdid our own like unofficial study, and we saw that the thing that aremost people are talking about are their close rates, their sales awards. Youknow, how they're hitting or exceeding quotas and targets. But unless you're sellingsales training or your sales coach or that's the realm that you live in asa fire as a prospect, it kind of turns me off because I feellike you're going to pitch me the minute I connect to you, or youonly care about me helping you make your quota, not about the value you'regoing to give to me as an individual. So, you know, that's onething that I think people need to think about when they're looking at theirsocial profile. Like you can't treat linkedin like the other profiles. It hasto be professional to a certain extent, but then you also have to bea human. You can't just be so like buttoned up like we're talking about. And then that third person thing I was talking about, I don't likethat automatic disconnect. No, he talks like that in real life. SoI don't understand why that is. Again, that human, human connection. I'mnot talking to a piece of paper, I'm not talking to a screen,I'm talking to a person. And another thing that I see is thatpeople are talking about their past and what they did in the past and steadof the present and the actual now and how they're helping clients now and whatchallenges they're seeing in their in their market with their clients and, you know, how they can help them with their current situations for future and long termgrowth goals. Whatever that is. And last thing is about building trust withdigital relationships. So if you have profile and messaging does four things, Ithink it's going to help you build that credibility and trust. And it's one, demonstrate clear understanding of your target audience business needs, like going back tohomework and doing your research and knowing your audience, and go beyond personalization,provide the personal message. So to me, personalization and personal two different things.So we need to speak to the human, that's the personal within thetarget accounts that you're looking to win, protect, expand whatever it is thatyour goal is, and then also share content that's applicable to decision making processand relevant. Don't just share silly things. That stuff is for other platforms.That might be for facebook, or it might be for instagram or wherever, Tick Tock, whatever you're using. I don't need silly, you know, uplifting things or political things on Linkedin. That's not what I go to itfor. And the fourth thing that I like sell people is to buildconsensus with decisionmakers and influencers. So that's going to go back to make surethat you are sharing stuff that's applicable. Yeah, absolute, well, I'mit also means they have to have a voice, they have to have anopinion and you have to know how to express that opinion in public discourse withoutbeing divisive, which, if you look at the news today, we're notvery good at it, just generally, but I mean you have to behuman. Beings are messy. There's nothing there's nothing pretty about any of us. I I don't care, and it's and this whole instagram ducklip me me. Think she's laughing because I'm literally holding my hand up like I'm taking apicture and I made the duck lip face audience. So that was just foryou. But it's all up it. We live in this like me,me, me, but in order to connect, it has to be aboutthem first. There's not a significantly easy way to teach individuals how to crossthat Casle, and so I think there's a huge gap which leads to thewhole divisiveness and things of that nature, and understanding that linked book, Linkedinis not the facebook of business. It was not designed to be. Thatman get that point across super challenging, depending on the generation that you're speakingto and their understanding of the digital environment. I'm curious. Have you seen kindof you're talking to older clients versus younger clients. Kind of what strataof explanation do you have to provide her? Guidance, coaching, mentoring, sure, petting do you have to provide... get them to not be anoutlier but get to a common human connection on a digital platform? Yeah,that's that's interesting question, because a lot of people when we go to likesea levels or maybe people that are senior in their career or you know,VP's, they're a little more traditional, buttoned up, very you know,I have to represent the company really well, I have to, you know,stand behind the brand and we're trying to get them like a little bitout of their comfort zone maybe and show that they are a person, they'rethey're not just a title on their office door whatever. And then the theyounger crowd, they're all about the emojis on their profile. It drives meinsane. I'm like, I just because you put a star or Smiley facenext to your name doesn't mean I'm going to connect with you. And youknow, as a professional, I'm kind of running the other way because,like I don't like that. But anyway, that's just personal and I think likethe middle of the ground. They're like, okay, I got tobe professional, so maybe like S for S S. I don't know that. And and raige. I have to be professional and I have to haverepresent the brand, but I also have my personal brand. So they're kindof the hybrid the middle, I guess Middle Age. I don't know whatthat is called anymore now. I haven't bought a sports car yet, butI'm getting close. I don't yeah, I don't know what that's. MiddleAged, middle, middle career. Let's go with that. I like that. I like middle of your middle of your stage of your career. They'rea little more of the hybrid of personal brand and Solo and because if you'regoing to move to another company, you're still going to need that Solo brand, you're still gonna need that personal brand. If you if you have your ownbusiness, you'd have to have a solo brand and you can't just hidebehind the company because if you're not with that company anymore than what do youstand for? Who Are you? What value bringing to me? Or areyou just resharing everybody else's content not actually putting your own spin on it?or Add your own two cents absolutely and and it's a fine line. LikeI remember. I remember when I was younger, somebody said to me,hey, you're not dressing for the job you have, you're dressing for thejob you want. Now you can see me, I mobviously I'm wearing atemple bar from Dublin, Ireland Whiskey Tshirt. I'm covered in tattoos. I'm notshy about sharing my love of Harley's. But that's one cover of the book. The other cover of the book is degrees and accomplishments and blah blah, blah, blah blah, words and all that crap. At the endof the day, thanks to two divorces and a bunch of therapy, I'mcomfortable just putting it out there that, hey, this is what you're gettingand I'm not. I'm not going to I'm not going to be anything butauthentic and I am happy to push bounties, but I always be professional. Ithink there are a lot of people that struggle with the ability to betruly vulnerable. To be truly authentic, I think, requires a level ofvulnerability, especially in a digital platform where if you do it it doesn't goaway. That shots from Mexico, where you're doing body the picture where you'redoing body shots in Mexico and the Tequila and the and the Fountain of Vodka, that's not going anywhere. It's going to be there forever. So youjust kind of got to own it at some point and be able to proactivelymanage your reality versus your digital representation of self. Is that a fair kindof assessment of it? Absolutely, absolutely. But I think it's going back tothis events and value. If you're not sharing either of them, thenyou're not you know, you're not making it, at least not on Linkedin. You're not going to be able to make that connection with people that you'relooking to attract. Yeah, what like a I mean some people are attractedto things that resonate with them. Right. Yes, emoje. I'm with youon Emoji's, by the way, I don't get the emojis. Idon't know and now I have on my apple phone, created the Little Emojithat looks like me. That's different. But yeah, but I'm not usingthat on Linkedin, although it's a better looking representation of self than my picture. That has more to do with me than the photographer. But the endof the day it's that being mindful. I think. Is that fair?I mean, I think mindfulness helps and it's such a cliche. It's gota point where such a cliche word now, but being mindful of the way youand your persona and your outreach impact another human being needs to be oneof the first thoughts that goes through a...

...mind, not one of the last. That Fair? Absolutely, it has to be. Everything you do hasto be intentional. There has to be some kind of strategy behind it.You can't just hit said every five seconds just because you want to and youhave that urge and I know I have to. I have to curb it. Yeah, the five hundred times at Hell, you know it'll work eventually, right, ummers game. Yeah, now, let's just do that.Then we'll cry about why it's not working. No, but I don't. Everythingyou do has to have an attention. There has to be a reason thatyou're doing it. And please, for God's sake, filter and ChadAn, edit and make sure that you're talking about what you really want totalk to you. But hit for you, hit said because you think you canedit these things, and sometimes you can and sometimes you can't. Oh, yeah, I know what's it's out there. It's out there and it'sout there forever and it can be found and it can be searched and itcan show up in the cord affidavit. Yeah, yeah, no typos.No. You know, if if you read it aloud to yourself and itsound defensive, don't say it said like. Think about it. Yeah, absolutelyall right. So tell us a little bit about ABM, account basedmarketers. What do y'all do over there? So count base marketers. We've actually, you know, gone through a couple of iterations of Our Name.So right now we are personal ABM. We're doing business personally BM. Sopersonal account base marketers works with you to be tech SASS, logistics, threeplcompanies and then the tech that they use in those industries. So we focuson, you know, the top ten twenty accounts and try to win,protect and expand at risk accounts and just to keep retention and and go afteractual targets. So I know a lot of people think of ABM as beinga little more personal or personalized, and the you know, we have ahundred ABM accounts. We want to or target accounts. So we want typicallythat's not something we do. We have to have actual named accounts. Wecan't say we want it, we want to attract the company or work witha company that looks like Oracle. No, we want to work with Oracle,or we want to work with Microsoft. We actually need the physical named account. So that's who we're working with and we've been doing that for aboutten years now. How did you get there? What's the journey like?What's the journey like? Tell me the story like. I'm curious because tobe able to help someone go after an enterprise, I mean I'm assuming mostof them are enterprise level accounts. I want to do like and I'm that'smy podcasting. Say whatever want. I don't want to do business with work. Well, I'd rather it's the one company. Don't want to do bus. Let's pick another company. I'd rather do business with. Let's just callit apple, and I'm not even sure I want to do business with them. But is that large scale account and you help them take an ABM approachto get into the accounts, to make the connections, build the clusters ofconnection and up identify the opportunities. That am summarizing a correct yes, yeah, and we're typically we work with sales leaders. We do occasionally work withmarketing, but we're driving conversate, sales conversation. So anything that we putout, whether it's content, articles, anything like that, and it kindof nurturing messages or outreach that we do is always tailored for specific sales conversations, because what we're finding, or what we found, is that marketings havingone conversation sales is having another. marketings talking about yeah, brand, brandawareness, legion, you know, me and me, Mei benefits features,and then sales is talking about the actual problems and issues that are you know, each pisists Pacific client or target that they're responsible for is having. Sowe typically are working with the VP of sales or a sales leader that hasa couple of accounts that are like either stock or they're going to our FPbecause they heard some rumors or, you know, they're just not engaged withthe actual decisionmaker there may be engaged with the person that's using their solution orusing their service. So it's not the person that holds the first drink typeof thing. So we drive conversations and we're accountable for revenue. So ifour conversations are not pushing sales cycles forward, we're not driving revenue conversations, thenwe're not doing our job. That's our metric, is revenue. We'renot we don't care about clicks, likes, those vanity metrics. They're fun tohave and they're nice and they are important to certain people, but ourparticular metric and our only metric is revenue.

And in do you structure your engagementsin a way based against results? I don't want to get too putin the yeah, yeah, we do. Absolutely. Okay, excellent, becausethere are not many people out there that will stand behind what they're doingenough to say, Hey, I'm willing to put skin in the game.Right, yes, I think that's something that you and I both share.It's like, Hey, I know how effective this can be, so I'mwilling to put skin in the game. But you got to do things acertain way, exactly, exactly. And so you said, ten years beendoing this. What we're doing for what made what made ABM personally be insuch a passion for you? You know, it's kind of something that we weredoing for ourselves and then we saw that it was doing so well forour actual we were use ourselves as guinea pigs. Basically, we started offas we were content marketing. Before content marketing was an excuse me, yeah, Article Marketing Actually, when you know where you would get your articles intop publications. We kind of more from a publicity publicity marketing engine into somethingthat evolved into account base market. We just kind of used it the sameapproach on ourselves at the Guinea Pigs and then we started rolling out to clientsand saw that it was working and we kind of just went with it.You know, we originally were just linkedin oriented, but now this whole processcan go social conversations, email conversations, live one on one conversation. It'sall about the strategy of the conversation you want to have. We're big proponentsof the Challenger sale and that's the kind of approach that we were taking andwe didn't realize until we read the book and we're like, Oh, thisis what we've been doing. And then they kind of refined it because wewere a little more, maybe rough around the edges, a little more too, too aggressive, maybe, as the word. I've been called for quitea few things around those lines Um. So we find it, thankfully forthe book, with the help of the book, and I didn't realize thatthey have three books. I've only read like two of them, but yeah, so that's kind of where it morphed to because my business partner has beendoing bb marketing and content article marketing since college, start out in public relationsand then he kind of brought me in to help his business and market hisbusiness and then I fell into the marketing for him on Linkedin. He's like, I don't have time for that, that's another social thing. I don'twant to do that. You know whatever. I was like. He's like,if you can make a work go ahead, and I kind of didbecause I was working in corporate I was working for a hospital, healthcare organization, and kind of just went from there. Involves excellent. All right, solet's change direction a little bit here. We ask all of our guests twostandard questions and each interviewing. As a business owner, as someone thatis out there in the public, that makes you a prospect for a lotof people that are out there. So I'm always curious to know when somebodydoesn't have a trusted introduction to you, what referral into you, what we'reworks well to capture your attention and earn the right to thirteen fifteen, twentyminutes on your calendar. You know it. Just be intentional with any kind ofreach outreach to me, if you're connecting with with me on Linkedin,if you're sending me an email, it's got to be intention you have toput some personalization in there, not the personal put my name. I sawyou here, I heard you here. Give me a reason why to connectwith you, so that I know you wrote it for me and you didn'twrite it for five hundred people hoping that someone's gonna actually connect with you andget on your calendar. I love it, so we'd they have to show youthat they know you. It's exactly done your homework. All right.Last question. We call it our acceleration insight. If you could give onlyone piece of advice, only one piece of advice, to marketer, salesprofessionals or consultants, only one and you believe it is the one piece ofadvice that would help them hit their targets or exceed them, what would itbe and why? HMM, this is a good one. I think I'mgoing to cheat a little and go back to what I said about intention.Everything that you do has to have an intention. Your profile has to havean intention. You know, if you want to create sales conversations, thatit's got to be written for that. If you want to share stories withclients, then everything that you do has to have that intent behind it,because I feel like that's the only way to get credibility and get that valuethere and, you know, create that emotional connection with buyers or anyone thatyou're looking to engage with. And the only way you're going to make someonea top or someone will make you a top priority is if you share thebusiness case give them a reason to connect...

...or reason to engage with the Ilove it. I love it all right, Christine. If somebody's interesting talking toyou more about the topics we talked about or learning more about personally beI'm where do you want us to send them? Any particular place? Thebest place would be to go to learn about our account base, sales andmarketing services at, personally Bemcom and then also stop the sales dropcom is wherewe have podcast we have articles, we have videos, all types of differentthings, and we actually have one of your colleagues coming on one of ourreboot Friday series. Julie Thomas will be participating one of our sales and marketingand sales enablement topic panels and that's beginning on Friday. So go to stopthe sales dropcom and join the click on join our community so they can learnmore. I love it. So stop the sales dropcom. Correct. Thatis the perfect you. I'm so glad you got that URL. That's it'sbeautiful. I mean in the middle of everything's going on. That's awesome.All right, I can't thank you enough for taking the time. It's beenan absolute pleasure to have you on the show. Thank you chat. Iappreciate it. Hid good time. All right, everybody that does of thisepisode, you know the drill be to be Rev exactcom sure with friends,family and Co workers. Let your kids listen to it. It's better thanscreen time. And until next time, we buy selling associates with you allnothing but the greatest success. You've been listening to the BB revenue executive experience. To ensure that you never miss an episode, subscribe to the show andItunes or your favorite podcast player. Thank you so much for listening. Untilnext time,.

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