"so to start off with as I said we've got a bunch of questions to go through the first one comes from Ryan Bennett and he says after a customer has started a trial it's our job to help them become succ..."

"you know you can just go up the the the different steps of things that scale more but aren't less personal so they elect some context and they will lack some crucial insights because the the crucial t..."

"it's more about making sure that you go through that learning process just because you think something like say for example they need to sign up and set up their account and they need to do X in order..."

"I think that'll give you an idea of how that sort of process would work very cool so the next question comes to us from Peter Shanley and he says have you seen patterns around third party service inte..."

"approach I would take others are there situations where you can see that those integrations are generally I guess predictable as being an ultra good thing for your business like are there certain mark..."

"that so our next question comes from lester buck and he says we can always practice selling by selling our own products and services but that doubles the tension because it's our products and we can't..."

"you to do is like sales is something that happens every day you just have to think about it that way so instead of selling the product to a customer maybe what you need to do first is selling people o..."

"you're gonna improve and get better and better at it and there's talks out there and if anybody in the audience of this is a specific person want to know a lot more you can just shoot me an email at s..."

"great our next question comes from Jack Jones and he says what are some strategies you've seen work for repairing burnout yeah I'm assuming this is more like I started the business and I'm burnt out o..."

"doing them like you can keep writing code but if nobody's coming and using your product at some point you realize that if I keep writing code I'm I'm gonna run out of money or I'm gonna run out of tim..."

"like that so are there specific questions you can ask yourself or like a framework that somebody could use to try and help pinpoint the specifics of what the underlying cause is yeah I mean if you're ..."

"the framework oh well is it that you have a product and you can't market it or is it that you've got all this marketing or all these users or something and for some reason that products not working ri..."

"you want to answer this telly answer I don't look at his hair that's good to the next question are so I guess at this point we'll take questions from the audience we'll be wandering around here where'..."

"look like how do they organize their day so in some cases it might be very early even earlier than you think it might be very late it might be on the weekend it might be at odd hours or at times where..."

"of week to test at least and adding one little thing to that if you have a website that people can sign up on our landing page something people do that you then try to reach out to them and communicat..."

"identify they're my competitors you know and customers and try to do something similar to reach and you talk to people in their space yeah oftentimes just looking at competitors businesses or websites..."

"actually go figure out how they've discovered the product and I'm going and what they think about it he's just saying that to me cuz I get distracted anyways so everything starts with the customer so ..."

"with him heating you have to like you're totally in the dark which I appreciate and I'm like getting all the light but some people want that better yes much better and just one add on I'm typically I ..."

"a little hack on top of that so you guys are passed like 22 minutes at this point you're good you're alright that's not the we're not gonna tell you okay we see it but you're not gonna know we're good..."

"guess that it you don't wanna you don't want to outsource something you haven't done and you don't understand yourself well right and with sales it's the same thing as with product development right s..."

"it's not that how great how good of an idea does that sound to you guys it's the exact same to my ears when somebody's like I've never done sales we know nothing about sales but we're gonna outsource ..."

"have a question about controlling the success of your of your marketing so say you have a product you want to grow it very slowly you want to make sure you can provide support you want to make sure yo..."

"money on most channels although they're all channels are generally getting expensive when it's paid marketing but if you're trying to find like organic channels that are not paid it's the same process..."

"the best way to spend worry steli I've heard you speak at another conference about the card with someone at close i/o to help you with the content marketing although the videos the blog posts the eboo..."

"create somewhat of a good quality but very high quantity content let me give a quick tip because that's what we do right if you have the budget you can just hire people a lot like not a lot of them bu..."

"kind of get over that I guess I'm gonna start and then tell you we'll take over the sales part I want to point out one thing though and this could be just semantics but I wouldn't consider outbound ma..."

"assuming I'm gonna annoy this person I'm gonna interrupt their day I'm gonna destroy their productivity potentially their life this call is gonna make the world a worse place all right there you go le..."

"you're right you're never gonna get anything done or anything accomplished that way and we can chat about this more later on if you want questions questions for heating up next anyways oh good we're a..."

"so my advice is calendar it right like in its calendar to the point where it's like create new campaigns on Monday look at the campaigns on Wednesday right and then go figure out what to do for next w..."

"stick to it because marketing is pretty trial and error compared a lot of other things so this is question for steli and heat in the same time so no stick to steli this question I did so just this que..."

"so I don't want to generate you know one or two leads a day but maybe like twenty I'd week for example right things like that yeah well I don't know so there's no Universal like this is the thing you ..."

"with those customers to learn ask them that question hey I'm so glad that you bought this is amazing one question from a founder to the VP of blah blah blah forum basically we just have one important ..."

"more than other markets I'm gonna defer to steli in a second but like in these kind of things that I've seen them they're not looking for a discount they might not find your product valuable at all if..."

"realize I can't say it there's not gonna be a discount because there's somebody that's not gonna approve this because this person's job and livelihood depends on saying I brought us this amount of sav..."

"like it hey Mike this thing says eight so I'm developing a app ERP app for coffee roasters this is a very small small vertical and I'm just trying to figure out if the value metric hasn't been defined..."

"doing sales like inside sales to them like talking to them and stuff yeah I mean I'm from the industry and when I sell I can sell but it's yeah right now I'm saying hey I'll give you a deep discount b..."

"and then things like Basecamp came along and all that so the way you would the way you would the way you could have this conversation is if you understand what they're doing what the late I mean I'm g..."

"blah blah so you're almost presenting a scenario of here's where you are with our solution here's where you're gonna get to make it up because like it's software software automates right or speeds thi..."

"plan not really the specifics but its first le goddamn you I faked a malray this is it by the way this gentleman makes a podcast go from my Dropbox folder to the magical place of iTunes and then to th..."