The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 11 months 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 stratey behind it. You can't just hit sed everyfive seconds just because you want to, and you have that urge you're listening to the BTB revenueexecutive experience, a podcast, dedicated elpen 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 every one to theB to be revenue executive experience. I'm your host Chad Sanderson todaywe're talking about why people are seeing significantly less response ontheir prospecting out reach how sales teams are relevant to key accounts inthe human buyer and, most importantly, have your linked an profile impacts atall. To help us we have with is Christina Jermillo PR with personal ABMaccount based marketers, Christina. Thank you, you Takeng time and welcometo the show. Thank you for having me chat. I appreciate it, so we alwayslike start with a kind of get to know your question ice breaker and alwayscurious to know something you're passionate about that. Maybe thoseoutside of work would be surprised, learn our audience might be surprised.T learn based on your professional profile, probably because people don'treally know this unless theysuit know me really well, I'm a big Disney nerdI've liked Disney. Since I was a kid from the movies to the cartoons to theparks, I've been to the parks a dozen times. I even did the college programwhere they have like an internship thing, and I worked on Maid Street USAin Orlando Ind Magic Kingdom and I wore the full like flannel in summer inOrlando Summer. It was really hot and interesting quite a few interestingstories, but that's I always what I loved about. It was the experiencesthat they create, and then I get to share that with my kids. Now, which isawesome, but it was just very Disney, is all about experiences whateverplatform they're in they're always trying to make you part of their worldand part of the reality or fantasy whatever you want to call it and that'swhat I really loved about it. That's amazing the from an experientialstandpoint. They were kind of the forerunners. Now, companies all talkabout customer experience and all that lovely stuff, but Disney was really theone that broke that ground. So I appreciate you sharing that with us,and so let's jump into kind of the topic at hand and something thatanybody and everybody that's dealing with the covid environment todayiscurious about. Why are people sing, decrease in responsiveness, anyperspectives or stats or thoughts that you can share on kind of why this ishappening through all of the different channels where people usually connectsure yeah recently, I think it was a second quarter of two thousand andtwenty Linton came out with a study said about forty four percent oforganizations wer, seeing a drop in responsiveness on social email, otherchannels they were using because of c nineteen, and I think it has to do withc nineteen or covid whatever. We want to call this, but I think it's becausebuyers, when I still engage with experts that can help them with theircurrent a future challenges, even if they can't buy it right now or they're,buying less or whatever their particular issue is, and they want tobuild relationships on value, and you know that value is like the key ofeverything and that's never changed, and hopefully it never will. But Ibelieve the unresponsive is that everyone is forced into digitalchannels like linked in other platforms because of the 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 moreinvice, more content, more generic messages, just to hope something isgoing to stick and it's kind of just adding to the noise and they're nothitting with relevant. 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 thatvalue thing is so important, like all of a sudden for once were globallysharing this environment. This thing where anxietyis heightened people areon edge, but other people respond. Some people have lost people, other peoplehaving other people, Hovh lost jobs. For some it's been a positive. I meanit's all over the board, but it's all this common threat of Covid and we allgo virtual and we all start getting twice as much email twice as much Bslinkd idn't request with no note that...

...then turns into a crappy sales pitchand and it's this inindation of digital, that's almost hard to process, which Ithink to your point. If about the noise, makes it harder for individuals to notonly connect but now to understand what somebody else finds valuable Givin, thecurrent environment, any thoughts on how you're working with people to helpthem figure out. What is it that your prospects would find valuable orhelpful at this point you know, I think it's you have to do your homework, athat's! You know sales won, O won. You have to lookto EI. 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'tsend taut generic stuff to everyone. You have to treat people like a humanthere, you're interacting with them digitally but there'RS still a humanbehind there. You know- and I think people are just like I said usinggeneric copy. Their profiles are just resume. So if I send you an invited, myprofile just a resume don, really see the value and necessarily connectingyou're, not giving me a reason in my invite, if you're not giving me Rellevat content there or you know, don't just throw in my name and give me thatcopy and pase tempplate, I hate that I automatically delete that. I'm surepeople do. I think it's just. I think it's everybody's just playing thatnumbers game and when you play a numbers game, everyone just kind ofloses because nothing's actually hitting where it's supposed to be noone's. Actually, you know that spray and pray that everyone loves and Ithink it's amplified now on digital, so you're only really responding to peoplethat have predefined need so uther. Already looking for your solution,maybe like that ten percent of the market, then you're lucky, it's likeplaying a casino game. The odds are reallynever in your favorte when you do it that way, yeah and then I saw aresearch 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 hundredprospects, only three percent wher three of them are actually currentlylooking, so I mean that's crat I mean those odds are horrible. So if you lookat that report, theiar strata that there are different ways, you couldapproach it to increase it from three to maybe seventy, but you have to usedifferent things and all of its around personalization. It made a commentabout the numbers game. The date is important and I'm wondering- and I knowthis is totally Oll scriptand- not on the questions- welcome t the show, butwhen we look at the data and people have a tendency to be all data datadata and I'm a big fan of like I want the Dato to tell me what's workingwhith sot, so I can get better but there's this fine line between treatingpeople like numbers and remembering that human element- and it's gotteneven more of a fine line in code, because everybody's playing this brandpray game. How do you? How do you help people stay focused on effectivelymaking that human connection? I think it goes back to strategy. You can'tjust you know, shoot from the hip and just connect and invite anyone. Youwant and think that that's going to work like I got an invite yesterdayfrom someone that had commented on a thread about demos and what we shouldbe calling them a. We should be calling them demos or we should be calling themdiscos or whatever just keywords and the guy is didn't read. My commentinvites me to connect and says: Oh, I have a demo solution. You should checkit out and I'm like wait a second. If you had read the comment that I put on,you would say that you would know that I said lead with value. If you wouldlook at my profile, you would know that I'm not even a prospect of yoursbecause I don't offer software or I don't work with software like I don'tsell it myself, so it doesn't work for me. So, like I sent to a message tryingto explain that to him, I mean I didn't get a response back, but it's just, Ithink, that's what people are doing. is they think that anyone ind everyonethere's no strategy of who your targets are, and if you don't you just go outthere and think that anyone and everyone's going to be your perfect fit.That's why you're getting that three percent is not less thit's. Just notthat's not the way. It is. You need at ideal customer profile, and that has togo first before you can actually go out there yeah. You have to have some kindof filter mechanism just because someone is breathing does not make thema prospect. I mean it's got. We go back to the dating game back when we well,when I'm when I was younger the dating... Oh it's a numbers game, it'sNothi is wasn't a numbers game. You don't go after everybody, that'sbreathing you ave to ones where you're actually going to have a connection,and I think the more we get behind these virtual walls. We have to worktwice as hard to drive that connection the not only that but to get people getthrough the noise to get people's attention for them to willing to get onas zoom meeting so you can actually see their facen see absolit, lations andthings like that, and I think that creates a hell of a challenge I meanwith, without being able to do that, effectially withoutleading with value,you probably run the risk of damaging your brand, your personal brand and thecorporate brand on my my missing the mark there, or is that pretty accurate?No, I think, that's totally true and it's funny that you mention the brandonly because I think a lot of people hide behind their corporate brand anddon't like put themselves out there, and I don't know if it's if it's,because I think it's an internal thing they're not allowed to, or you knowthat maybe they're not confident. I don't know what it is. But again youknow that people buy from other people that they know like and trust. That'ssomething that's again: Sales Onde on one, but if you don't put yourself outthere and make yourself an actual human and make yourself personal and makeyourself relatable, how am I ever going to engaged with you? And that goes backto one of my pet peeves that when people look at their linkedon profiles,if you see it's written third person, it drives me crazy, because I wouldn'tgo up to you and be like here's. My resume Cha a'd nice to meet you like. Iwould talk to you like I this you that I would. I would use different words.It's written like you, want ID to sound like the backflap of a book type ofthing. You know the biosection is very boring, very buttoned up. Very youdon't know who the person really is right, so you had to give yourself somepersonality, obviously professional personality, but I think that's that's.What's missing too yeah, and I remember I mean you can see the audience can'tthink goodness, because I do have a face for podcasting. These are platinumhighlights in my go tea. This is not great here, at least that's whot. I'mtelling myself, like I remember back when social media first started linkeDan facebook and there was a lot of churn inside the organizations where Iwas an executive about what do we allow our people to do? What? What willimpact negalally impact, the Corporate Bran vers? What are where are theboundaries and the guidelines, a D and I feel like those still haven't, beendefined and were or established at least not cross. generationally likefor myself as a Genx Ror, I didn't grow up with my face in a screan. Millennialwas probably more so genzetd absolutely and there's these differentunderstandings of appropriate versus nonapprepiate. So we get thisgenerational class and lack of shared reality across what is or is notappropriate, which boils down from. I guess when I've seen into this one word:authenticity, yes, and so how do you help? How do you suggest people whenthey think about their Linkdin profiser, the way that they interact, digitallymaintain authenticity without jeopardizing their own personal brandand or a corporate brand any guy? And then this may sound like a basic likeDu 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 level of foundationof this point, but just curious on your thoughts. So are you? Are you askingbasically what en the somebody's profile presence on Linkedon or thei'Rsocialust Te General? Well, I mean N, just Theyr, just think about theirdigital presence yeah, because because now nowadays a lot of people still havenot locked down their facebook. I don't know why. They're, I don't know whatthey have. I don't know why to haven't figured that out and then the you know,instagram some haven't locked that down either so they may have this like wow,I'm super polished and professional link in and then there's shots. Youknow body shots in Tokila and weird. You know dark alleys on their facebookD and it doesn't create. You know it's satistic. So how do you help people?How do you suggest people kind of understand the multifacets of theirsocial persona and the impact that it can have on a business or on theirability to connect H, human being yeah? Absolutely, I think well, aside fromgiving me those crazy pictures that...

...people like to door lack of picturethat that' that's a whole other conversation right there I mean it hasto be a professional picture. It doesn't have to be something whereyou're in a suitan tie right necessarily, but just has to be freshfashional, but I think my biggest thing that I've seen a lot of at least bto besales leaders. Is there listing their employers, their roles, their salesaccomplishments, no relevant value. You know I did. I had my team to look at alot of be to be sales leaders profiles and we kind of did our own likeunofficial study, and we saw that the thing that Aur most people are talkingabout are their close rates, their sales awards. You know how they're, hitting orexceeding quotas and targets, but unless you're selling sales training oryour a sales coach or that's the realm that you live in as a fire as aprospect. It kind of turns me off because I feel like you're going topitch me the minute I connect to you or your onlly care about me, helping youmake your quota not about the value you're going to give to me as anindividual. So you know that's one thing that I think people need to thinkabout when they're looking at their social profile. Like you can't tratelinkdon like the other profiles, it has to be professional to a certain extent, butthen you also have to be a human. You can't just be so like buttoned up likewe're talking about and then that third person thing I was talking about. Idon't like that automatic disconnect. Nobody talks like that in real life, soI don't understand why that is again that human couman connection, I'm nottalking I to a piece of paper, I'm not talking to a screen, I'm talking to aperson, and another thing that I see is that people are talking about theirpast and what they did in the past, instead of the presient and the actualoe now, and how they're helping clients now and what challenges they're, seeingin they're in their market with their clients, and you know how they can helpthem with their current situations for future and long term growth gooalswhatever that is, and last thing is about building trust with digitalrelationships. So if you are profile and messaging does four things, I thinkit's going to help you build that credibly and tross it. It's onedemonstrate clear understanding of your target audience. Business needslikegoing back to homework and doing your research and knowing your audience and go beyond personalization, providethe personal message so to me, personalization and personal, twodifferent things. So we need to speak to the human. That's the personalwithin the target accounts that you're looking to win, protect, expandwhatever it is that your goal is and then also share content, that'sapplicable to d decision making process and relevant. Don't just share sillythings. That stuff is for other platforms that might be por, facebookor it might be for instagram or whatever tick Tock. Whatever you'reusing. I don't need silly, you know uplifting things or political things onLinkeon, that's not what I go to it for and the fourth thing that I like sellpeople is to build consensuns with decision makers and influencers. Sothat's going to go back to make sure that you are sharing stuff, that'sapplicable, yeah absolutewy. It also means they have to have a voice e Havto have an opinion, and you have to know how to express that opinion inpublic discourse without being divisive, which, if you look at the news today, we'renot very good at it. Just generally, but I mean you have to be like humanbeings are messy. There's nothing there's nothing pretty about any of uslike I don't I don't care, and it's and this whole instagram duck lip meme methink she's laughing, because I'm literally holding my hand up like I'mtaking a picture, and I made the ducklip face audience. So that was justfor you, but it's all we live in this like meme me, but in order to connectit has to be about them. First, there's not a significantly easy way to teachindividuals how to cross that chasm, and so I think, there's a huge gapwhich leads to the whole divisiveness and things of that nature andunderstanding that linked book Linkedin is not the facebook of business. It wasnot designed to be that man get that point across super challenging,depending on the generation thet you're speaking to and their understanding ofthe digital environment. I'm curious: Have you seen kind of you're talking toolder clients versus younger clients, kind of what strata of explanation doyou have to provide or guidance coaching mentoring? Shirpaing? Do youhave to provide to get them to not be... outlier but get to a common humanconnection on a digital platform? Yeah. That's that's interesting questionbecause a lot of people when we go to like sea levels, or maybe people thatare senior in their career or you know VPS they're a little more traditionalbuttoned up very you know I have to represent the company really well. Ihave to you know, stand behind the brand and we're trying to get them likea little bit out of their comfort tone, maybe and show that they are a personthere they're, not just a title on their office door o whatever, andthen the the younger crowd they're all about the emoges on their profile. Itdries me insane. I'm like I just because you put a star Smili face nextto your name, does not mean I'm goint to connect with you and you know, as aprofessional, I'm kind of running the other way because, like I, I don't likethat. But anyway, that's just personal and I think, like the middle of theground, they're like okay, I got to be professional, so maybe like ths S, Idon't know Bhack ane rage. I have to be professional and I have to haverepresent the brand, but I also have my personal brand, so they're kind of thehybrid, the Middle Guess Middle Age. I don't know what that is called anymorenow I haven't bought a sports car yet, but I'm getting close, I don't I kea. Idon't know what that's middle aged middle middle career. Let's go withthat like that middle of o middle of your tate of your career they're alittle more of the hybrid of personal brand and Soloveren, because if you'regoing to move to another company, you're still going to need that Solobrand you're still Goingnto eed that personal brand, if you, if you haveyour own business, 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, thenwhat do you stand for? Who are you what Valueou bringing to me or ar you justresharing everybody else's content, not actually putting your own spin on it oradding your own two sets absolutely and and it's a fine line like I remember Iremember when I was youngger. Somebody said to me: Hey you're, notdressing for the job, you you have you'R tresting for the job you want now. You can see me, I'm obviously I'mwearing a temple bar from Dublin, Ireland, Whiskey, Tshirt, I'm coveredin tattoers. I'm not shy about sharing my love of Harleys, but that's onecover of the book. The other cover of the book is degrees and accomplishmentsand blah blah blah blah blah wards and all that crap. At the end of the day,thanks to two divorces and a bunch of therapy, I'm comfortable just puttingit out there that hey. This is what you're getting and I'm not I'm notgoing to. I'm not going to be anything but authentic and IAM happy to pushbounies but I'll always be professional. I think there are a lot of people thatstruggle with ability to be truly vulnerable to betruly authentic. I think, requires a level of vulnenability, especially in edigital platform, where, if you do it, it doesn't go away that shots fromMexico, where you're doing body the picture, wher you're doing body shotsin Mexico and the Takila and the and the Fountain of Vaca. That's not goinganywhere, it's going to be there forever, so you just kind of got to ownit at some point and be able to proactively manage your reality versusyour digital representation ofself. Is that a fair kind of assessment of it?Absolutely absolutely? But I think it's going back to this relevance andvalue if you're not sharing either of them, then you're, not you know, you're,not making it at least not on Linkedon you're, not going to be able to makethat connection with people that you're looking to attract yeah. What like R, Imean some people are attracted to things that resonate with them right,yes, Emog, I'm with Yooni Mojis. By the way I don't get Timojise, I don't a now.I have on my apple phone created the little Moji that looks like me, that'sdifferent, but yeah, but I'm not using that on Linke Din, although it's abetter looking representation of self than my picture that has more to dowith me than the photographer but thein of the day. It's that being mindful, Ithink, is that fair. I mean I think mindfulness helps and it's such a cleas.It's Gotn, a point where such a Clichet word now, but being mindful of the wayyou and your persona and your outreach...

...impact, another human being needs to beone of the first thoughts. That goes through I mind not one of the last sthat fair, absolutely it has to be everything you do has to be intentional.There has to be some kind of stratey behind it. You can't just hit sed everyfive seconds just because you want to, and you have that urge- and I know Ihave to I have to curb it yeah five hundred times at you know, it'llwork eventually right, umbers game yeah! No, let's just do that and then we'llcry about why it's not working! No, but I don't everything you do has to havean ettention. There has to be a reason that you're doing it and please, forGod's sake, filter and chead an edit and make sure that you're talking aboutwhat you really want to talk to but hit fore you hit send because you think youcan edit these things and sometimes you can- and sometimes you can't Oh yeah,no what', it's out there, it's out there and it's out there forever and itcan be found and it can be searched and it can showupin the court affidavidyeah yer yea, no typos. No, you know if, if you bread it alloud toyourself an IT sounds offensive, don't say it' sand like think about it. Yeah!Absolutely all right! So tell us a little bit about ABM, a comnpismarketers. What Dar you all do over there! So CAMPES MARKETERS WE'VE!Actually, you know gone through a couple of iterations of Our Name. Soright now we are personal, aband we're doing business personallbm, so personalaccount base. Marketers works with be to be tech, SASS, logistic, three PLcompanies and then the tech that they use in those industries. So we focus onyou know the top ten twenty accounts and try to win, protect an expand atrisk accounts and just to keep her pretention and and go after actualtarget. So I know a lot of people, think of ABM as being a little morepersonal or personal eyes, and you know we have a hundred ABM accounts. We wantto our target accounts that we want. Typically, that's not something we do.We have to have actual named accounts, we can't say we want it. We want toattract the company or work with a company that looks like Oracle. No, wewant to work with Oracle or we want to work with Microsoft. We actually needthe physical named account, so that's who we're working with and we've beendoing that for about ten years now? How did you get there? What's the journeylike? What's the journey like yea? Tell me the story like I'm curious, becauseto be able to help someone go after an enterprise, I mean I'm assuming most ofthem are enterprise level accounts like I want to do like, and I'm that's mypodcast, I can say whatever want. I don't want to do business with work, OI'd rather its the one company. I don't want to do. Busiit, let's pick anothercompany. I'd rather do business with; let's just call it apple and I'm noteven sure I woand t be bisiit with them, but it's that large scale account andyou help them. Take an ABM approach to get into the accounts, to make theconnections build the clusters of connection and identify theopportunities that, in my summarizing, an Crestons yeah and we're. Typically,we work with sales leaders. We do occasionally work with marketingbutwe're driving conversatio sales conversation. I anything that we putout whether it's content articles anything like that any kind ofmerturing messages or outreach that we do is always tailored for specificsales conversations, because what we're finding or what we found is thatmarketings having one conversation, sales is having another marketingstalking about yeah brand brand awareness legion. You know, Mimi Mimi,benefits, features, and then sales is talking about the actual problems andissues that are. You know each percin, specific client or target that they'reresponsible for is having. So we typically are working with the VP ofsales or a sales leader that has a couple of accounts that are like eitherstuck or they're going to RFP because they heard some rumors or you know,they're, just not engaged with the actual decision maker Theyre may beengaged with the person, that's using their solution or using their service.So it's not the person that holds the purstrings type of thing, so we driveconversations and we're accountable for revinue. So if our conversations arenot pushing sale cycles forward, we're not driving revenue conversations, thenwe're not doing our job. That's our metric is revedut. We're not we don'tcare about, clicks likes those vanity, metrics they're fun to have and they're Nice,and they are important to certain people, but our particular metric atour only metric is revenue, and and do... structure your engagements in a waybased against results? I don't want to get to PLA in the Yeah Yeah Yeayeah. Wedo Asolute, okay, excellent, because Therere, not many people out there.That will stand behind what they're doing enough to say: Hey, I'm willingto put skin in the game right. So I think that's something that you and Iboth share t's like hey. I know how effective this can be, so I'm goning toput skin the game, but you got to do things a certain way exactly exactly,and so, as you said, ten years been doing this, what were we doing for whatmade what made ABM personally Bein such a passion for you? You know it's kindof something that we were doing for ourselves and then we saw that it wasdoing so well for our actual we euse ourselves as guinea pigs. Basically, westarted off as we were content marketing before content marketing wasforan. Excuse me Yeah Article Marketing Actually Wen. You know where you wouldget your articles in top publications, we kind of more from a publicitypublicity marketing engine into something that evolved into count basemarket. We we just kind of used it the same approach on ourselves as theGuinea Pigs, and then we started rolling out to clients and saw that itwas working and we kind of just went with it. You know we originally werejust linked and oriented, but now this whole process can go social conversations, emailconversations liveone on one conversation, it's all about thestrategy of the conversation you want to have were big proponents of theChallenger sale and that's the kind of approach that we were taking and wedidn't realize it untill. We read the book and we're like. Oh, this is whatwe've been doing and then they kind of refined it, because we were a littlemore, maybe rougher, on the edges a little more too aggressive. Maybe, asthe word, I've been called for quite a few things around those lines. So we find it, thankfully, for the bookwith the help of the book, and I didn't realize that they have three books.I've only read like two of them, but yeah, so that's kind of where it morphto because my business partners been doing Btobe, marketing and contentarticle marketing since college start out in public relations, and then hekind of brought me in to help his business and market his business andthen I fell into e marketing for him on Linkdon he's like do have time. Forthat, that's another social thing. I don't want to do that. You knowwhatever I was like he's like. If you can make a work ohead and I kind of didbecause I was working in corporate, I was working for a hospital healthcareorganization and kind of just went from there, Bieexcellent all right. So let's change direction a little bit here. We ask allof our Guess Two Standard Questions Tho end of each interview and as a businessowner as someone that is out there in the public. That makes you a PROSPECfor a lot of people that are out there. So I'm always curious to know whensomebody doesn't have a trusted introduction to you a referral into you.What works well, to capture your attention and earn the right toThirteen fifteen twenty minutes on your calendar. You know at just beintentional with any kind of reach outreach to me. If you're connectingwith me, I'm Linkedon if you're sending me an email, it's got to be intention.You have to put some personalization in there. Not The person will put my name.I saw you here. I heard you heare. Give me a reason why to connect with you sothat I know you wrote it for me and you didn't write it for five hundred people,hoping that someone's going to actually connect with you and get on yourcounnter love it. So they have to show you that they know you. It's exactlydone your homework all right! Last question: We called our accelerationinsight if you could give only one piece of advice, only one piece ofadvice to marketer sales professionals or consultants only one and you believe itis the one piece of advice that would help them hit their targets or exceedthem. What would it be and why HMM? This is a good one. I think I'm goingto cheat a little and go back to what I said about intention. Everything thatyou do has to have an intention. Your profile has to have an intention. Youknow if you want to create sole conversations, that its going to bewritten for that. If you want to share stories with clients and everythingthat you do has to have that intent behind it, because I feel like that'sthe only way to get credibility and get that value there and you know createthat emotional connection with buyers or anyone that you're looking to engagewith and the only way you're going to make someone a top or someone will makeyou a top priority is, if you share... case, give them a reason toconnect or reason to engage with you. I love it. I love it all right, Christina.If somebody's interested in talking to you more about the topics, we talkedabout ere learning more about personallybm. Where do you want us tosend them any particular place? The best place would be to go to learnabout our account bay sales and marketing services at Personalbmcom andthen also stop the sales. Dropcom is where we have podcast. We have articles,we have videos all types of different things and we actually have one of yourcolleagues coming on. One of our reboot Friday series, Julie, Thomas, will beparticipating in one of our sales and marketing and sales enablement topicpanels and that's beginning on Fridays. So go to stop the sales dropcom andjoin the click on join our community, so they can learn more lo, so stop thesales dropcom crack. That is the perfect Veu. I'm so glad you got thatURL thats, it's beautiful! I mean in the middle of everything's going on.That's all right! I can't think you enough fortaking the time it's been an absolute pleasure to have you on the show. Thankyou, Chad to appreciate it Ha Goo time all right, everybody that does ot thisepisode. You know the drill be to be revizeccom sure, with friends, familyand coworkers. Let your kids listen to it! It's better than screen time anduntil next time we valu selling associates with well nothing, but thegreatest success you've been listening to the BTBrevenue executive experience to ensure that you never miss an episodesubscribe to the show, an itunes or your favorite podcast player. Thank youso much for listening until next time.

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