The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 3 years ago

Will Scarlett Johansson’s AI Take Over Your Sales? w/ Adam Honig


For most of us, it’s a pipe dream. For Adam Honig, Founder and CEO of Spiro, it has become a business that he believes can slay Salesforce.

It all started one Saturday night in 2013 when Honig went to see the near-future Spike Jonze movie Her, which stars an uncredited Scarlett Johansson as the voice of an AI that takes over Joaquin Phoenix's life as he falls in love with her.

Six years and $5 million (and counting) later they have realized that vision with Spiro, an artificial intelligence CRM that removes most of the administrative data entry from salespeople’s lives and analyzes what their most profitable path is.

Spiro cuts through that by handling it all and creating the datastream. Spiro handles the email, the texting, and even the phoning. Then it uses power natural language processing and machine learning to suggest the next most profitable actions.

Honig has create special page for B2B Revenue Executive listeners: 

“We publish a lot of content. We have about 700 blogs about sales and we’ve compiled them into The 44 Best Sales Tips Ever,” says Honig. “They are very tactical things that you can do when prospecting or working with customers to be more effective. There’s a free download link.”

To learn why Honig believes that Spiro will slay Salesforce, check out the podcast.

I'm watching this movie right Chet and like I'm like Shit, this is what sales people need. They don't need sales force, they need Scarlett Johnson. You're listening to the BB revenue executive experience, a podcast dedicated to helping the executives train their sales and marketing teams to optimize growth. Whether you're looking for techniques and strategies were tools and resources, you've come to the right place. Let's accelerate your growth in three, two, one. Welcome everyone to the B Tob Revenue Executive Experience. I'm your host, Chad Sanderson. Today we're talking about how sales people should optimize their use of technology to drive their sales rather than rely on it to solve all of their problems. It's a delicate balance. Many people want to believe the technology can provide a silver bullet, but ai machine learning could actually help optimize the balance and make sure that you're doing more of being you then relying on those tools. To help us tackle the topic, we have with US Adam Honegg, founder and CEO Spiro Technologies, crm company focused on breathing new life in a sales technology to help sales people reach new heights. Adams work in the technistry for over twenty five years, building companies that deliver enterprise software in solutions, as well as developing award winning teams across the globe. Together with Spiros founding partners, Adam has developed TEX solutions over three hundred sales people in the past ten years. Adam, thank you for taking time and welcome to the show. Yeah, Hey, Chad, great, great to talk with you. I'd love to talk about silver bullets, you know, because that expression, it's like it says it from the lone ranger. Is that? What? Where the silver bullet comes from? I'm trying to think how is thought. It's either the lone ranger or where. Something about werewolves. I maybe it depends on through it's wear wolves. Yeah, maybe it's Lone Ranger fighting. Where will you know? That would be awesome. So before we jump in, we like to ask you a random question to break the eyes, and I noticed in your bio you've lived basically all over the globe. So really just curious to understand where...

...was your favorite place to start a company. Wow, well, I you know I'm a living in Boston and you know my current companies headquartered here in Boston. I Love Boston. I grew up outside New York and Boston is just it's a got all of everything you'd want. You could do in New York, but it's a lot more manageable, so it's a great place for business. I do want to say, though, that I also love India and I'm going by. Just turned fifty. I'm doing like a fifty birthday kind of trip with my brother to a bunch of different spots in India. My last company we had an office just outside of Mumbai and you know, it's a crazy place indied. So it's probably like the lone ranger in the wild west. It's just like it's so bizarre it's awesome. We built this office there and of course the Internet, you know, ended like ten feet from the office, you know, and we had to like go pay some people to get the Internet all the way through, you know, that kind of thing. So it's a total pain, but it's a fabulous place if you can deal with it. Excellent, excellent. So let's talk about Ai am machine learning. So when you apply it to sales type, first of when you say hey, I'm machine learning, a lot of people are still scratching their heads, although they have enough access to Google they think they know what all that stuff means. Those of us in the text base, it's there's a wide range of understanding of these terms, depending on who you're talking to. Then you apply it to sales, which is an often misunderstood discipline to begin with, I think it's a little more computer confusing. So I hope, I'm hoping you can help us understand those three concepts and in conjunction and help the audience make some sense of it all. Yeah, so, I mean aim machine learning, you know, blah, blah, blah. It's all just a bunch of words, right. I mean basically, you know, for me the idea is, you know, if there's more data than you can yourself look at and make sense out of, you need some help and if we can use some software that'll look at the data and analyze it for patterns and come up with its own conclusions out of them, that's kind of the cool thing. And you know, like for me, I've been in sales, you know, pretty much start my career in sales.

I ran sales for publicly trade of software. Coming know a lot about sales and you know the great. Sales people are typically not like analysts. I mean so they're not. If you I went on Linkedin and I like said, okay, I want to see every salesperson in the United States for advertising purposes and show me the number that are math majors and the percent of majors who are sales people's like point zero one. I literally know one math major who's the salesperson. And so, you know, if you've got all this data and you've got, you know, like all this the stuff to look at it, analyze you know who you know, that's like a job for a computer, right, and that's what the AI does. It machine learning is all about looking at big sets of data, understanding, you know, the the outcomes from the that data and being able to make a recommendation or draw a conclusion about it. So, and it covers the gamut from everything. Like when when there's a piece of software that suggests a phrase like Linkedin, I'll say, looks good, you know enough, spose to it in message or some shit like that, right, and it's all the way. So what's happened in that particular cases? Like there's like millions and millions of millions of people responded to similar, you know, Schlocky in messages that they got, and that's kind of what the common refrain was. So it kind of serves up boo, there's the answer to it. In my pride, might be wrong. You can do whatever. So that's in a nutshell, that's machine learning and and in a sense there's no limit on it, you know, like you can. You can have all your linkedin data and you could have some machine learning looking, you know, all everybody's updates and stuff like that. You could have it look at everybody's email and draw some conclusion. You can combine the two together. And you know, because computers are very good at, you know, kind of scaling, you know that. You know when you have sales teams, like a large sales team and all kinds of interactions and all kinds of data, you know, the more of that that you're looking at, it doesn't make it harder for the computer to recognize the patterns. Actually makes it easier, as opposed to, you know, room full of analysts suit actually makes it harder. Right. So that's that's kind of in it in a nutshell, and I'm not a very technical guy, but that's that's sort of the you know the way to think about...

...this. Well, most sales people, I mean, but you know, tells, talk about we had analysts. Most aren't necessarily overly technical either. So I think there's a great, great definition. So all right, so we've got these three concepts. So where did the spark come from, the passion to apply AI and machine learning to sales technology? Well, you know, it's a funny story because I this is my third company. My last company I built one of the largest sales force implementation partners worldwide. We had thousands of clients, hundreds of thousands of you know, implementations. It's just all kinds of craziness going on. And I sold that company in two thousand and twelve and because it had been a while, I decided to go to the movies. Right, this is not something you you're in the startup world, and case anybody wants to know, it's like, Oh, the movie is out, yeah, I got to work, sorry, etceterday. Yeah, whatever. So I went to go see this movie called her I don't know if you yes, I have, I have. It's great movie. So the basic set up is Joaquin Phoenix downloads like a new APP on his phone and it's played by the voice of scarlet show handsome. She is not in the movie in her Corporeal Sense. You just her voice, right, but that's enough that he falls in love with her and she gives him she analyzes his email and this phone call walls and recommends, you know, what gift he should give his mom and it's it's like a love story. It gets kind of weird whatever, but mom, I'm watching this movie right chat and like I'm like Shit, this is what sales people need. They don't need sales force, they need Scarlett Johnson. Tell Him, like, my God, I know what I'm gonna do next. I know what I got out of the movie and I called it my se CTO Andy, who I've worked on off with for the past fifteen years, and I'm like, we're going to build scarlet jo hands and for salespeople, and he was like what, what are you talking about, dude? I'm like, Oh, we gotta have lunch, I gotta sell this thing. So, like the whole idea is like like why is all of this sales technology so ass backwards? Right, like like you gotta log into a Sirium, you got to log into sales force, you got to type some data, you got to look up a contact, you gotta set your own reminders, you got to do...

...all this work. You know, maybe maybe your manager gets a better view on what you're doing. Maybe the reminder POPs up at the right time from when you set it and that kind of helps a little bit. But why can't it be the other way right? Why can't the software know everything that's going on, updates itself and when it thinks the right moment for you to call as it goes boot, Chad, call scarlet Johnson now. I've just need to comment up about scarlet your handsome for a second, because she was having a baby when we did the when we started the company, she was not available. So she's not involved in scuprop right now. We were happy to call the whole company scarlet, but her people just they it wasn't likely said No. The S is that makestaken. They totally go to me. Actually, I call them like a hundred times and they were just like they wouldn't even give me the courtesy. Wow. You know, I did go see her a movie. I just want to say I want to put it out there. So I did. I've seen every one of your movies. So I don't know. So that so the whole idea of Ai is not really it's not like I'm like, Oh, the Pye theory and algorithm or but I don't know, I'm just making that up. But you know, like it's not like a data, you know, science kind of driven passion for me. For me it's all about what can we do, you know, in sales, to get the sales team to do better, you know, and it's like wow, I think the AIS, you know, advanced to the point where it can really do this stuff, and five years ago you couldn't do that, you know, and so that's why it's so exciting to be doing it now. It's a very cool concept, without a doubt, and it was definitely an attention grabber. So okay, so you have lunch with CTO and all of a sudden now we've got Spiro. How's it been going? How is the journey been to get the product, to get the the not scarlet joe handsome, but close to scritts hands and into the hands of salespeople? Yeah, well, I'll tell you, it's been really, really interesting. So so because we had come from the sales force ecosystem, as they call it, Andy and I our first idea was like okay, well, why don't we build scarlet your hands and on sales force, you know, so like sucks it all your sales force data, it looks at all that stuff and, you know, advise you who to call and stuff like that, and we made a free product to do that. We...

...had about fifteen thousand people using it with sales force, and what we discovered, which was totally mind blowing for me, was that for the Fifteenzero people who are using with sales force, there was another seventyzero people who are trying to use it without sales force, and it didn't work at all. Right, I mean they could download it and nothing right, and we were like, who are these people? You don't have sales forces. We started use some investigation and it turns out that sales forurce only has like a nineteen percent market share. Who knew that? Not Me, but I'm not good at math. And so so we surveyed the Seventyzero people and we said, well, what sum you're using? Like maybe we should build it for sugar or dynamics or or something like that. And the survey came back and it said we're using Microsoft Excel. Fifty percent of the respondence said we're using Microsoft woe and we were like that makes no sense. I got to talk to these people. So I called called the bunch of the people who were trying to do this and I said, you know, okay, Mr Head of sales for a midwestern manufacturing company, you know, it says here you gets using excel. They Yep, that's right. And what you've never use Ram, you know, and the refrain was it was all the same. They basically said to me, have you ever seen cum right to use sales firs? And I'm like no, I understand it totally sucks. And I'd say, well, you know, I'll get this idea. Maybe there should be a serum that nobody needs to use. It just does the Shit for you. And they were like, oh, that's kind of interesting. Can you tell me more? And so so we spent about two years building the the free sale those for a scarletry, hands and thing, and then we kind of, you know, did a little bit of a pivot, raised a bunch more money and we said, okay, we're going to build, you know, we're going to be crazy. We've decided we're going to build our own crm and we're going to put all the ai ride in it from the get go so that it does all these fabulous things that that we wanted to do and we're going to own the data model and it's going to be really optimized to helping sales people instead of being a, you know, kind of a soul crushing gate entry system. A lot of them up and and so that's what we did and it, you know, took about so we've been doing...

...this about four years. We've spent about five million dollars on the product so far and no end in sight for any VC's who are looking for you know, Ai Investments. And so we have got about hundred and fifty customers. A lot of our customer base is coming off of Microsoft Excel. It's like Bill Gates is my big competitor. I got a picture in my office. I'm like that guy, that's who I'm trying to replace. It's not Mark Benny off, it's Bill Gates. That's the guy. So yeah, so it's been going. It's been going really well. You know, once we've cracked the code on, you know, the the idea of a I don't know what to call it. We're working on a new name for like what we're, what we want to be, but like a proactive crm or something like that, a serum you don't have to use, you know, something like that working. We're not marketing guys. You were sales guys, right, marketing. Yeah, so help me understand. So give me kind of a use case. So give the audience use case. So you know, everybody who? If everybody's using itself, which those numbers blow my mind, by the way, absolutely blow my mind. I mean I've been in sales for a long time and that just I'd still have a hard time wrap my head around that. But let's say. Okay, those so one of our customers is is a company called BGR packaging. Their great company. They were in Ohio. They sell cardboard boxes. Now, I know that doesn't sound super sexy, but they sell like cereal boxes to proctor and gamble and like the high end, you know, really great boxes and stuff like that. Fifty sales guys running the whole Shebang on Microsoft Excel. So you know, there's an if you if you go to Linkedin. I love Linkedin because you can like if you pretend to run an add on linkedin. I'll give you all kinds of demographic data. I don't know if you've ever done that. Yeah, just just go into campaign builder and be like, Oh, I want to advertise every sales person the United States. How many are there? And if you if you do the math and you add up the number of users that could be using a serum and you multiplied by like a hundred bucks a month or whatever, half of the market is not there. Gartner says the markets thirty two billion dollars today, but if you do that math, you know it's like a fifty billion dollar market. So I think there's a lot of like what I call cr M dark matter out there right that these these companies that just don't want it. So so any right back your question.

That was a really long detour story. So so, basically, so. So here's such a silly example. But your emailing, your cold emailing a prospect because you want to get in front of them and maybe there's a way you can help them. Great Will Spiro sees that and it creates a contact record for that person. It creates a company record for that person, it goes out of finds their address. If they respond to you, of course it automatically, you know, makes note of that. It pulls their phone number, that out of their eve email signature. You know if it's in there. If you're emailing other people at the same company or, let's say they're in a calendar invite, it will create that data for you as well. Let's say everything goes really well and you know you give them a proposal. Spiro sees that you send them a proposal so changes the sales stage to proposed. I mean, for God's Sakes, this is not like you know that part is not rocket science, but why don't other crum's do that for you? I don't understand. So there's a lot of things like that, just with an email. And then you know, what we're working around right now, which is super cool and it's going to roll out early of two thousand and nineteen, is we're transcribing phone conversations. So Spiro comes with its own phone number and phone system for the sales team and when you make a call with Spiro, whether it's on the mobile APP or on the desktop, you know it's recording and transcribing the calls and not because you know you want to have a five thousand word, you know, block of text in your crum that says what actually happened, but because we want to know the key things that happened. Did the prospects say Call Chad? Did the prospects say follow up with me next week? What was the sentiment of the call? And we're we're pulling all of that information out of email today to be super smart, and we're going to do it on phone calls as well. And so so, ultimately, the goal is that you, as a salesperson, you're going to be calling customers and prospects, you're going to be emailing them, maybe you're going to be smssing them, and Spiro's just going to be like helping manage and build your pipeline. And then, like I said before, based upon all this data, like I'm calling Chad, I'm calling you, your ghosting me. It's not looking Spiro's going to pop up an... template that I love, which is the blank subject, and it's going to say, Chad, should I keep following up with you? That's the whole email, you know, because it knows, sprow knows you're being ghosted. So it says, let's just get this guy to respond whatever. So I don't know, that's that's sort of a use case. And then you know from sales leadership, you know the goal for sales leadership should be for them to really help the team. And so since we're collecting all of this data about what the interactions are and how they're going and which deals are good and which deals are not good, Spiro has this thing in it that we call a one on one builder. You know a lot of one on ones. You show up, you meet with your sales manager and you just talked about whatever crap comes everybody's mind right now our stores. Yeah, exactly, what to talk about. The stables deal. We talked about that deal every week, whatever, and and but what happens is Spiro uses the data to say, listen, the top five deals you should really be talking about our these because these are the ones that need your help based upon their stalled or, you know, they're ready for clothes or kind of whatever the data is suggesting. And so it's a combination of getting out of the way for the salespeople and providing richer data for a leadership, and so gives us the opportunity to more clearly perhaps manage to involve our behaviors to sales reps instead of focusing on the admin stuff. But it reasically. Yeah, I mean hey, how's it? I mean I when I was a VP of sales for a public trade of software, coming like every day was, hey, how's the staples deal? Hey, how's the forest to deal? Hey, how's the like every day you're just doing that because you need to know what's going on. So we actually built something into Spurero, which I'm also super excited about, where you can literally email spiro and you can say hey, what's going on with the staples deal and it'll give you the answer back right an email. You never need to go in and look at it. And we're going to have serie integration for that, probably also early next year, two thousand and nineteen, so that you can say hey, Siri, what's going on with staples and it will boot give you the last activity, the sentiment of what it feels like it's going on with the deal, and you know anything else that that you want to know. And so there's I'm assuming there's a...

...user interface in a portal. If I wanted to go into Spirou I could, but I mean it sounds like you're taking all the things that we normally use, text, phone, email, you know, and not only collecting the information, which is, you know, what most sales reps don't want to do is go in and do those updates in in the crm, but in addition to that, you're actually pulling out insights that are going to help the sales organization, help the individual all or help the manager be a better coach and provide them with more information and insight into those, you know, top five, top ten deals. So it's that suits a serious level of automation above what we have today. Right, right. I mean it just but you know, for me it's just sort of real common sense kind of stuff. You know, there's nothing like Super Fat. I mean, yeah, we're using like so we use this bit of machine learning called natural language processing. Okay, I know they there's a yeah, N LP. So it basically looks at all the texts of the emails and if it thinks you're having a sales conversation, that's one that it pays attention to. You know. So it's you know, it's just like at that level of smart like there's all kinds of great things we want to do in the future, but you know, it's definitely we want to get out of the way so sales people can just be selling, you know, and then help the managers be more effective working with them. Have you have you seen with any of your customers, have you seen stats on increased, you know what, percentage of time? Because a lot of sales exact complain that they're the people are spending too much time not selling. This right, I would think, would get rid of all of that. Any idea what kind of level of magnitude focused on, you know, actual selling behaviors versus admin behaviors are seeing as a result of using the platform? Yeah, yeah, so it's super interesting. So I always when I talk about sales productivity, I always am cautioning people that sales time is not elastic in the way that like classical economics mean, like if a salesperson is going to be working eight hours, are they going to be more productive or less productive than ten hours? I don't know, but what I can tell you is that the the main objective that we have a spirerou in from a salesperson perspectives. We want to get more connections right.

We believe very firmly that if you're able to engage more with spects and customers, that sales should go up. I mean, there isn't like a linear connection, but if you're if you're not talking to prospects, you're definitely not going to clip right. So right, it's converse. It's a weird kind of converse relationship. And so what we've seen is that, you know, customers who are using Spiro are reporting that they're able to have thirty percent more conversations on a weekly basis. Wow, and that is some result of lack of Admin crap that they don't need to do, plus the fact that Spiros, you know, pretty smart at pushing people to call at the right time, you know. So that's that's the thing that we're really focused on when we when we on board a new customer and we set up sort of a success dashboard for them. That's that's the metric that we're looking for. And are there so do we have to like if I'm a sales exact and I've got, you know, let's I've got your typical account exacts and I've also got STRs or bedrs that are not doing outbound prospecting. Is it a different SPIRERO implementation? No, no, it's all, it's all one product. And you know the the life of a BEDR and str is it's a little bit different than a field salesperson, right, and so you know, they would probably be a little bit more in the user interface of Spiro. So in Spiro you can set up a call list as well, you know, and it'll kind of run you through, you know, everybody that you need to be calling. The what we call the the assistant will still be recommending outreaches to people that it thinks you should be doing. But you can explicitly say, Hey, I want to call every box manufacturer in Ohio or whatever the criteria is, and then it'll provide, you know, the the call tools for the Bedr to be doing that. So we we have a we have a very nice Ui. You know, there's definitely, you know, always going to be used cases to do that. You know, you I think it's going to be a while before you can say hey, Spiro, target all the cont you know, contacts to live in this town. You like that's a complicated problem, right, whereas you could just go into the UI and do it. Sure, so for inside sales teams, but it's all one platform. It's really it's not a it's not a you know,... add on to anybody else as seem. It's a full cerm package, you know, that does email campaigns, calling campaigns, you know, all the reporting you want, like everything that you'd want from a regular crm, except less. I'm sort of a light beer fan from back in the day, so I love that. You know all the very you ever wanted in less right. So so. Some of our younger colleagues not really familiar with that campaign, but you know, I really like it. No, it's I it's a great cave and it's and it's a great point because we see technology get in the way so many times. I can't tell you how many of our clients where they're like, oh, well, it's in the crm. Yeah, but okay, you put a reminder and you saw the reminder, the writer came up and then something else got your attention and you forgot about it or you didn't mind your own information. So you're missing out on all these insights. Yet there's still this false belief that the technology, whether it be a crm or anything you add sales force, you know, going that I owe on the back end or the cadence managers on the front, whatever it may be. There's this false belief that this is somehow creating a safety net, when what I have a tendency to see is it's more of a quicksand it's more of a quicksand pit. You put all this stuff in thinking that you have, you know, enablement, but you really don't. It really just becomes an admin headache. So if Spiro can take all of that and capture the insights and turn those around them feed them back in a timely manner, that's a pretty powerful solution. Right exactly now. You know, you can explicitly set reminders as well. You can literally email Spiro and say hey, remind me to call Chad next week at two PM or whatever. In a lit'll remind you at that time. But you know, I think the real power is in the gaps. You know, sure like you're working thirty deals like for hopefully you're not going to forget one of them, but it happens all the time. You know, one of our first Bata users, you know, we were installing Spiro on her phone and you know, the very first thing it did is come came up with a call list of people she should reach out to and she was like Shit, this guy, I gotta call him right now, and like walked out of the... and call this guy that she did fucking meal on the table and she couldn't remember to, you know, like call him back because he was not like her number one deal right. So that's unfortunately, that's that's a real world example. You know, you're well, it's I mean, it's all too it's all too real for far too many people. I mean, I client I was just that literally had their sales team tell me they're handling, juggling somewhere between forty and fifty active opportunities at different points of the pipeline at any given time, and I'm like, there's no way, with all of the things that you're trying to remember or stages that they're at. We're especially with committee based buying today, who walls of well, there's no way you're remembering right that. It's just not going to happen right right. And you know you in a traditional serum. You make a view and you look at all your contacts, which is the guy I need to call to now, and then you spend like twenty minutes getting ready to make your first call instead of just like okay, let me just follow it. Spiros saying and Bang, Bang, Bang, Bang Bang, I can call these people. So so what's the trade? So if I'm and I'm asking this kind of selfishly, but so, Sam I'm using it, I am using a different CR and say hub spot, where I am, you know, using that sales force in that nineteen percent. What's the what's the migration path is it? Is it tough to take the data and give it to Spiro and then, you know, like how long would it take for spirit index it all and go through it all and start to surface those insights? Yeah, so, I mean one of the one of the great things about Spiros it's super easy. So I don't know if you remember I mentioned before that, you know, myself and my cofounders all were coming from the salesport world. Yeah, have a lot of experience in that world. So we were like, why don't we use the same data model? It's like so straightforward. You know, okay, that sounds like a good plan. So we literally productize that whole process. And so I was at a logistics company this morning to salesports contracts expiring and I think they're going to move on to Spiro and we were like, yeah, I think that the you know, we need to run the data export scripts and get all that said and we'll get all the data in there, you know, probably within like a day. And, by the way, spirow does all of that for you. You know, we're...

...we're not. There's no external consultants, there's no additional fees. We just, you know, we just take it off the table, you know, because we're still a growth stage company. You know, we want to really bust out and be there, and so we actually have this thing that we called up a sales force buyout program so, like let's say you, you and I are talking in Chad. You're like, Hey, my my sales force contract is up April one, and so what you call me back in like March and I'm like, I got a better idea of chat. How about I give you spirow free between now and April one to get you on the platform, so you don't have to double pay during that time. But we just like basically buy people out of the crappy old serum that they're using. Its super straightforward. We do all the work. You know, it's a great deal and somehow we're not. We probably should be raising the price, but we're still less expensive than sales force. Excellent, excellent. All right. So let's change the direction a little bit here. I ask all of our guests kind of two standard questions towards the end of each interview. The first is simply, as a CEO, that makes you a target or a prospect for sales professionals, and I'm always curious to understand, especially since you're in a growth stage. Come me and you're doing a bunch of outreach as well. If somebody doesn't have a referral into you, they don't have a relationship with you. What, in your opinion, is the best way for someone to capture your attention and and find that fifteen minutes on your calendar to have a conversation? What have you found to be the most effective? Well, you know, obviously, being super specific, it's really helpful for me. I've at this moment, nine thousand five hundred and ninety one on read emails in mine because I only look at the like when it pops up on the iphone and you see like the first forty characters. Yeah, like that's the only thing that I look at. If I don't know you or you're not a customer or whatever, then that's it. That's all you get, forty characters. And so, you know, you don't have to say hey, Adam, you know, really love to talk with you. You know, we're doing this thing, like whatever, like I want to know we use trying not for our payroll and stuff like that, right, and so, like we're gonna maybe we're going to have one day switch off of try net. So it's like your email is like, you know, yeah,...

...trying net renewal. You know, can we be in the mix, you know, when you're looking at new you know, hr dies renewals or whatever, like something super specific that I might be like, okay, well, that kind of would make a little bit of sense. And I also, I don't know what you think about this, but for me at a startup, you know, cost is a very important factor, sir us, and so, you know, I just want to get the price out there right away, like like, I don't know, likes your solution, you know, five dollars, five hundred, five thousand, five hundred thousand dollars. It doesn't have to be super specific. But it's like if it's cheap, I mean that happens to be my favorite color. So you know, I'm definitely be much more, you know, responsive to something that's inexpensive or free or like. I got these guys. I love sticker mules. You know, yes, I do. Yeah, I love sticker mill so the see you. I'm sure it was all automated. He emails me. He's like, Hey, I'm going to do a hundred stickers for free, just sending your logo. I'm like, okay, great, and now you know, we've been ordering all kinds of crazy shit from because that you know, so like that. That's the thing for me. All right, perfect. And so last question. We call it our acceleration in sight. If there's one thing you could tell sales professionals out there, one piece of advice that, if they listened, you believe would give them the help they need to hit their targets or crush or tarts, what would it be and why? Well, it's two things that are super related. I was just talking with one of our PDRs about that this morning and you know, there's there's so much clutter, there's so much noise out there that I feel like people have to be sort of a combination of unique and themselves. You know. I mean. So, like I'm really humor. So if I'm going to do prospecting, I do prospecting all the time for candidates, like I'm recruiting people all the time, and I'm always like leading with a joke, I'm sending a gift. I'm like, because I'm that's what I'm all about. And this this young Br that I'm working with, he he's he's very into like motivational quotes and stuff like that. So I'm like, you gotta you don't do what I'm doing. You know, you got to do what's going to work for you, but be different right now. And so that's that's the...

...two things that I would try to do, because there's like, I mean Shit, we all get like thousands of calls and hundreds of emails and like whatever. So if it's not like completely orthogonal to everything else, it's not going to it's not even in a be remembered, you know, in a second kind of thing. But it can't be. It can't be like an inauthentic thing. Well, next is did that authenticity and uniqueness. That's a unique balance and it's powerful today. If people are comfortable enough with themselves to figure ot how to implement that in a way, it's not going to well and sometimes it does piss people off, but as long as they are themselves, they are authentic. I'm one hundred percent behind that. I love it. Yep. Has he been used just out of curiosity? Hasn't been using the motivational quotes? And as he did, he did try. I said to this gentleman's name is Vaulter, with a V and I said to Vaulter, I said what won't you just like call it people and leave them to the quote? Say Hey, Vincent Barty said blood, I hope the end of the year's working really well. If you falter from Spiro, boom, no pitch, no hey whatever, just like you know, the guys are going to call you back. And he left. I think as of this morning he had left like a ten voice smels. I gotta call back from a guy who is just like hey, you know, we're nowhere near being interested in your solution, but I just want to say thank you. Totally blown away by that. I'm like Shit it actually I'm given some ten percent ten ten voicemails that's an m one response as a ten percent response to right, that is not bad. When you do that's not I'm sure he'll go like the rest of the year and have no more. It's that false positive. But we were all fired up, high fives, you know, like we were super excited. So perfect. All right, Adam, if people want more information on Spiro, I'm assuming the website it's the best place to start for the yes, Spiro, Spiro of courses, SPI or. Oh and we are at Spiro DOT AI, because we're all, you know, Ai. That's the thing, and actually made a special landing page for listeners of your podcast. So it's SPIROU DOT AI bdb Rev. You don't have to capitalize or anything like that. I should all just kind of, you know, work itself out in the Internet. But so spiro dot AI BDB REV, and we've got we publish a lot of content. You know.

We've published US seven hundred blogs about sales since we started the business and we've compiled them into something that I call the forty four best sales tips ever. And these are very, very tactical things that you can do when prospecting and working with customers to be more effective, and so that's a free download on that link and you can find more about you, the amazing product that we have, or you know what have you right there. Excellent, perfect. I will make sure we get that link in the show notes and I would just want to say again thank you for being another show. It's a an absolute pleasure having the conversation. It's great, great talking to you. Really appreciate it. All right, everybody that does it for this episode, you know the drill. Check us out of BEDB REV exactcom share the episode of friends, families, Co workers. I feel like what you here. Write us a review on itunes and until next time, we have value selling associate's wish you nothing 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 and Itunes or your favorite podcast player. Thank you so much for listening. Until next time,.

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