Automate Your Post-Meeting Workflow with Make

Sam.

Hello everyone and welcome to today's session. My name is Rhys and I'll be your moderator today. We're going to kick off today's session in a couple of minutes if you haven't done so already. There is a setup document that went out with the reminder emails for this event, so you can check it out in your email inbox. But there's also a link in the video description for folks watching on LinkedIn. I'm about to post the links there again now. Only note with watching on LinkedIn is there are no hot links, so you will have to copy and paste them out. So we'd recommend watching on the YouTube channel and make sure you subscribe to the channel if you're not already as well. So, yeah, there's a little bit of setup that is required for today. We're going to run through some slides at the beginning so there will be a chance for you to do the setup then if you haven't done so already, if you haven't already as well, make sure you register for this session.

So that you can.

We can send you the recording and the resources as well. The link to do so is in the video description. Again, same for the LinkedIn crew. I will paste the link in very shortly for you. And yeah, we also have all of our January events set up and ready for you to register to. So head over to datacamp.comwebinars where you'll find everything that we've got lined up for your 2026. And yeah, for anyone that's just joined, welcome. This is our last session of 2025. We've saved a good one. So yeah, please enjoy the session. We are going to be answering your questions throughout the session, so let us know in the chat. We will cover them at the end. We may stop halfway through as well. So for everything else, check out the resources document. There is also the setup document inside there as well. There's a link to it in there as well. So yeah, feel free to watch along or catch up with the recording. But make sure you register for the session so that we can send you the recording and you don't miss a thing. Any other questions about setup info or anything else like that, let us know in the chat and we can help you out.

Brilliant.

I think that's everything for me. So now I'll hand you over to your host for today's session, Richie. Richie, please take it away.

Hi there, Data Scamps and Data Champs. Yeah, welcome to the last session of the year. I have to say I'M very impressed with everyone who's shown up today. I know it's holy time. This is great excuse for getting away for, from from your family, friends, whoever was been bugging you all whole days. So yeah, time to learn some fun AI stuff. And please do let us know where you're joining from in the chat. I see we got Jason calling him from Detroit, uh, one of our regulars. We got Pranka says hi to everyone.

Wonderful.

Uh, anonymous LinkedIn to use success with AI you don't need any webinars anymore. That's fighting talk. Of course you need webinars. Bushra says hi and yeah, a few more of us joining. Okay, wonderful. So today we are talking about one of my favorite things which is using AI to automate bits of your work. So I feel like not doing boring things is oh, it's both a good way to improve your productivity but also a really good way to improve your enjoyment of work because obviously who likes doing boring stuff. So today we're going to be looking at using the Make AI automation tools to help with follow ups after meetings. So once you're done with the meeting you obviously want to move on to your the next task. You don't have to do all the sort of processing of like oh what do I need to do now? There's a lot of admin to do afterwards. It's very boring. So we're going to look at how to go about automating those using Make. In particular we're going to be looking at business development workflow. So those of you not involved in business development, we're going to be finding out a bit about what that role entails as well. Domain knowledge is often very useful. Our guest is Anmol Aroz. He's a business development representative here at Data Camp. So welcome Anmol.

Hello Richie. Thank you.

Great to have you here. Wonderful. So Anmol helps organizations buy Data Camp. So if you in the room for a business description Data Camp then he's the person to speak to. So Animal's a technically focused salesperson. He's also an AI enthusiast and his background before joining datacamp he's working across data consulting and technology sales. So I'm let you take it away. Anmol tell us how to use make.

Sweet. Hello everyone, my name is Anmore. I am a BDR here at Data Camp and for this webinar I'm just going to focus on how I use AI in my day to day role. We're going to focus on talking like about a few different Technologies I'm using and I'll start like a presentation. So for the agenda today, I'll give you context into who Data Camp are, who we sell to. We'll talk about the tech stack that I'm using currently and I'll also go through a dummy lead example where we're going from like end to end of what I would do with the lead. And then lastly we're going to finish with a makeup and air ops demo and then lead time for questions at the end. So yeah, Data Camp, we're a e learning platform and we focus on helping companies and customers develop data and AI skills. So we've been around since 2013 and we have over 6,000 organizations using us and more than 16 million customers with sales is important to focus on a specific type of person and that becomes your ideal customer profile. You have to be conscious of how much time you're spending and who you're spending it with and you only want to spend it on leads that you can help. So with Data Camp we help two main buckets of leads. So we have L and D leads. These are leads that work in learning and development. So they're responsible for training employees. They want to future proof skills. So AI is really important. A lot of companies are looking to future proof that skill and that's why Data Camps usually a really good fit to speaking to L and D leads. Second, we have like data leads. These are like head of engineering, head of bi, head of analytics. So they build the data infrastructure and in a lot of cases they want like the rest of the company, the non technical teams to make use of Data Camp or not make use of Data Camp make use of the infrastructure and they need something like Data Camp to support non technical people to become data literate. Now as for tools that I use, so I have a bit of a tech stack here. So these aren't all the tools that I'm using but it's like it's a good portion of them. So I have superhuman for emails. This is a way to send really quick emails and then chili calendar, that's for booking links and also prospecting. Thirdly, I have Reclaim AI. It's for productivity. So time blocking and then we have patterns, parallel dialers and CRMs. So I know the audience. For Data Camp there's typically a lot of data related people. You probably don't work in sales. I definitely recommend a CRM to everyone regardless of what industry you're in. Like personally I used free tier of HubSpot to like interview when I was interviewing for Data Camp, I was using the free tier of HubSpot. So I'd like have a conversation, say it's like an interview stage and log the conversation and say, for instance, they say, look, we're going to reach back out in two weeks. You can set a task in HubSpot to remind yourself to. If you haven't heard back, you can send an email. So if you're looking for a job, if you just want to be more conscious of how you are with your friends and stuff along those lines, I think it's always a good idea to have some sort of CRM in your life. And yes, that's like a personal thing that I really am passionate about and I feel like more people should make use of now to begin with. So Reclaim AI. The reason why I use this tool is because of a few. There's a few reasons. So one thing is that it's free. So it's a free tool. And what I do is when you're, when you're in sales, you need to cold call, right? You need to cold call to generate leads, generate opportunities. And when you've got a lot of admin going on, it's difficult to build the habit and to stay consistent with it. So with Reclaim, what it does is it looks for your calendar and it will look for a free slot and then it will book a slot for you to build a habit. So say for instance, for me it's cold calling. For you, maybe going to the gym. If there's like a habit you want to build, you want to make it consistent and you don't want to have to look for your calendar for slots, you can simply set an automation or reclaim to look for times that are available and then slot in the task for cold calling. That's how I use that layer. When you're calling customers, we use parallel data, so we're calling customers leads. These leads are not icp. Parallel data simply just makes sure that you can call multiple leads at once. You can call three people at one time. Whoever picks up first, the phone will go to. I'm going to give you all of this in the context of a dummy lead. Example we look at John Pork, John Paul, he looked at Data Camp's data and AI literacy report and he's also the head of data at a company. And what that signals to us is that he's interested in the area. He's also got somewhat some exposure to Data Camp and he looks like he could really fit into that ICP lead that we help the most. So what I'll do is I'd find John Paulk, I'd call him and we'd connect. So we have a conversation. John Paul, he mentions that, look, they built a new data infrastructure project but they're really struggling to teach non technical people in the company to make the most out of it. And to me that screams like this is definitely a good fit for data camp. I should follow this along. But like most of most leads and most calls, he's going to ask you to send him an email. He's going to be stepping into a meeting and he hasn't got the time to have a full conversation there. So emails can be a really time consuming task. Right. And the way I like approach it now is using Superhuman. So I built this snippet on the left hand side and most of it doesn't change. So what we change is what's in the square brackets here. And it's good to like recap the conversation to highlight. For instance, he's mentioned he's got a pain point of not being able to teach non technical people the usage of non technical people using data. So that's something I can highlight in the email. And then this section at the bottom is usually quite generic, so I don't change that often. And I've got a course catalog and a meeting link. Yeah, so this is going to be. Wait, let me pause that for a second. Sorry. This is going to be like what it looks like in real time. I've just called John Paul and I'm looking to send him an email. So we pull up a snippet, we're pulling up the call snippet and once I've spoken to him I'm writing notes like jotting them down as we're talking and I'll copy and paste the notes into this section here and now this will probably take a while for me to clean up, but on Superhuman you can simply write with AI and it changes the email completely. And that's what it looks like. So when you're calling multiple leads at once, all people are telling you to send emails and you can do it in the space of like 20 seconds using superhuman. So this is a really cool and effective way to approach it. I've got most of what you would need in a good sales email and there's also a booking link that I want to highlight at the bottom here, which is chili cow, which we're going to speak about more. So chili cow. This is a way for prospects to see what time slots I have in my calendar so they can book some time with me to have a longer conversation about Data Camp. And on my end, this is what I'll look at. So I see that we get an email to show that the meeting's been booked between me and John and there's a AI meeting brief. So this is a task that Google Calendar creates and what it does is it prospects the lead. Say for instance, John books. We're going to speak in, in an hour's time. But I've got a lot, a lot of stuff going on, so I can't really prepare for that cool chili. Calendar on the back end is researching the lead. So it's researched them, it's found what company works for, it's found the amount of employees and it's also looking at business context and signals. So it's looking at, have they recently undergone new management changes? Is it engagement with content? For instance here there's loads of different ways where you can, you can like get context and come into that meeting prepared and that's what Shitty Cow can do for you. And then lastly, there's a section in the middle here in sales, there's a lot of no shows. So someone will commit to a meeting and by the time of the meeting he doesn't show up. So what you can do is you can pre schedule reminders. So here we've got a reminder one hour before the meeting to say, look, we're meeting, looking forward to speaking soon. And yeah, it just prevents the likelihood of someone not showing up to a meeting here. Now, up until now I've spoken about what it takes to get to the conversations, like cold calling, emailing. Once you've done all that section, we've had a discovery course. This is the conversation where we're trying to find out if this person could actually benefit from Data Camp. We're asking them questions and, and we're getting a good idea. Is this something that we can pursue? This is where our internal demo call transcript analysis tool comes into play. And it looks like this from a user interface point of view, what it's doing. So what we're looking to do, actually, I feel like this might not be the best thing to go to next. I'll probably start with this. We have our CRM tool. We're grabbing the CRM's Salesforce link and we're pasting it into the tool, then writing the meeting date and we're going to be pasting a transcript into it. And this transcript is converting that. No, this, this tool is converting that transcript into med pick notes and I'll explain what MEDPIC looks like in a second and what it means to non sales people. We're also getting a follow up email at the bottom so we can also send this out and then yeah, it gets fed straight into our CRM. So let me take a step back. So when you have a conversation, some sales reps are very optimistic and some sales reps are very pessimistic. Some might say like, oh, we had a conversation, this is really going to close, it's such a good deal. And another might not say that to kind of deal with that, like the subjectivity of taking notes. We have this sales methodology called medpic and what it does is it standardizes communication across sales teams and it's essentially an acronym. So you have metrics, economic buyer decision criteria, decision process. So when I say forth and to give you an explanation for this, I can give it in the context of like a shoe salesman. So picture it. You're in a shoe shop, you sell shoes and a kid comes in, he's 16 and he's going to run a marathon. So you have a conversation, he tells you, Look, I'm size nine, I have a 20 mile run to do in two weeks time and I'm looking for a pair of shoes. This kid, he's given us some of that information in metrics. So we know he's a size 9 and we know he needs a shoe durable enough to run 20 miles. But the kid comes in with his mom, so he's technically not the economic buyer. His mom holds the decision making power. And for us to like successfully sell something to him, we don't have to convince the kid, we have to convince the mum. And that's where like decision criteria comes in. So we need to figure out what the mom cares about. Does she care about the color of the shoes? Does she care about how durable they are? Does she care about the price? And this information will fill out med pick and it'll make it a lot easier for salespeople, sales managers to look at a deal and be able to see like clear, quantifiable, different points and understand, look, this looks like a decent deal or this doesn't. So that's what medpick is. And then again, yeah, this is the tool to do it. We're going to walk through how this is done. So to begin, we're going to go to this now. Let me come out of this. Sorry, one second. Oops, I've closed the tab. Sorry, I'm gonna pull it up now. With the tool, we're using two different platform. So we're using both Air Ops and Make. The reason why we're using Air Ops is. Oh, wait, sorry, I'm not sharing my screen. How about now? Can we see? Yes. Okay, cool. So yeah, we're using Air Ops and Make. One of the reasons why we're using Air Ops is for this user interface. So when you're looking at the sales transcript tool, you're looking at it from this perspective. You simply fill out. Is it a demo? When was the demo taken? Demo just means meeting. You put in the link for the lead in the CRM and then you paste the call transcript. I know there's a lot going on in the back end, so yeah, I will walk through this. So we're getting the input from the user in this section. So they're filling out these notes. We're then looking to figure out if we're looking to get the email of the lead. So we're removing some of the syntax to get the email. And then we run a prompt with ChatGPT in the bottom section here. Sorry, let me pull this. And yeah, the prompt looks like this. So you are an AI system tasked with analyzing a transcript. And it's pasting the transcript from earlier that gets fed into the section here. It wants you to analyze it and I'll put it in med pick form, like format pretty much. And I'll use the word next steps, so on and so forth. And it also gives an example to the bottom. We're also creating this unique link to show if I open this up one second, what type of call it is. So if it's like a demo call, if it's an admin call, these are just more so for our internal processes. If you were to create, if you were to fill out that form and not put anything in the transcript, we're going to get a no show. So you're going to no shows showing up in CRM just to keep track of notes to make sure that, say, for instance, someone else was to target that lead and they can see how this person's not showed a lot of meetings or not shown up to a lot of meetings. It might not be the best use of their time to target that lead. And then with that original transcript, we're also writing a sales follow up email from the transcript and that's being sent as an output in this section. So it's taking that transcript. Normally it would take you a while to write an email to follow up. This removes the need for that and it makes it really efficient. That gets outputted in JSON and then you can convert it to something that you can send and copy. And we're calling make.com and make will manage sending the information in the Med Pick to the lead on Salesforce automatically. And I'll show you how that happens. See, so this is, this is what this looks like. We've got a webhook to begin the make tool. What this is doing is pulling a webhook from the air ops. So we're grabbing the Med Pick notes that we're taking and we're sending it to a router so we can send it to either a lead. So there's two different types of ways that a person could be on a CRM. It's a leader or contact and it's going through each section and updating the record without removing what existing information is there. So that's what that looks like on our end. But yeah, I've, up until now we've spoken about like generating the conversation, having that first meeting, converting that meeting into usable notes. And then another really important part of sales is to be able to like improve and get better as a salesperson and to learn what questions work, learn when not to ask certain questions. And the best way to do that is just to like look at your game tapes. Like if you're a boxer, you look back at boxing fights, do you have areas that you could have improved? And it's the same, same thing for sales. So we're going to build a pretty simple make automation and that automation will essentially take a transcript, create a call analysis for training and then it's going to create a PDF and that PDF is going to get sent to a remarkable tablet. So my remarkable tablet. And the reason why this is actually useful for me is because I take the train to work. So I spend like 40 minutes on the train each way and I get a lot of time to be able to do stuff like this. So with this I have a way to constantly improve on calling and we're going to build that now. So if I open up a new tab, One way this would look is, is like this. So when it, when it's over where we're getting the, we're getting a response from an input from the user. So I'm sending the transcript that will then get a prompt to judge how the cool was. And secondly we're going to be building a PDF, we're converting that text into a PDF and then once it's a PDF, you have to download that file. So we're downloading the HTTP and then. Using that. I think there might be backgrounds, but using the HTTP and then like emailing that. So I'm gonna, I am going to rebuild this in real time with you lot. So this might be quite a mistake. I might make a mistake. So we can do it, we can do it together and we'll go from, from here. So it make you want to create a scenario. And before we even create the scenario, we need an input. So this section near the airplane, you can add an input. So we're going to add the item. We're going to call it cool underscore transcript. We don't really need a description now. That's all the information we need to begin with. So we're going to save that. Then we're going to add GPT. So if I go into OpenAI, we can create generate response. That's the important section to get. All right, so I need to put the prompt in. I can copy and paste this prompt over and you'll also find it in the file document. So if I go back to this one, what the prompt looks like is again, you're giving the LLM context of who it is and how it should behave. So you're a cool coaching system. Analyze the cool transcript and generate coaching notes. So we're giving it in a certain structure. So I'm going to copy it up until this parenthesis here and we're going to paste it back in. That's what that looks like. So I need to just save, save the input. Okay. And now we, we are adding a free tool, so it's called PDF Maker. And we're going to make an API call. There's not like the easiest connection to this. So we'll collect this. And here I'm going to open up PDF maker, the PDF maker.com. sorry, the PDF maker. This is it. She just needs to log into this and we're going to see this. So we're going to need to create a template here. And what it looks like is something like this. So you just have a doc and then square brackets for where you want the ChatGPT output to go. So I've just titled it as Core Coaching and I've got square brackets for call notes. Once you've got that information, we're going to go back and we're going to copy this id. So this is going to be used to identify. I think it's something to do with the API that pulls this information specific. So. I am gonna push so we're gonna post it. We're gonna do/PDF. I think if I do this it's going to come up with a. Yeah, it's gonna come up with that. So I need to copy and paste/PDF into this section. Sorry, slash PDF. It comes up with a shortcut if you try and text type that in PDF and then in the body. So if I go back to this section, we need to pull that template ID and also using the result from the first section. So this, once you run this, you'll get the result and it'll have the output. You take the output and you feed it into the PDF here. So if I copy and paste this. Sorry. And this is not. Let me go lower, sorry. I was like, hopefully I saved. So that will look like that. We're adding another module. So once we've created the PDF we also need to just download it. So if I actually try it now, let's have a go. I will run it but I need the transcript. So I'm gonna Let me see if I can pie shop set as I'll share on my screen for one second. I need to pull up the transcript.

Actually there's a good question from the the audience if there's a natural breakpoint. So Karen, just saying this sort of assumes that there's a transcript of the meeting. So I guess what happens I, I, I think most sort of video calling software has like an automatic transcript functionality these days. But yeah, talk me through like.

What.

Happens if you don't have that to begin with.

It's quite a difficult situation because you have to like ask a lead. So I'm going to ask them like can I transcribe the call? And the way I frame that question is to say look, it'll help me focus on the conversation today and I don't have to take notes. And that's like a, they usually say yes. So once I've said that they're like, okay, it's fine to transcribe and then make. No, not make sorry. Like teams, zoom. They all allow you to transcribe calls. So if you don't have a transcription, you just have to do it the old fashioned way and take notes. But it's a lot harder and I think it's all also like it's really important just to frame the question. In the case of like we're going to have a conversation, I'm going to focus on you more. If you allow me to take a transcript.

I think that makes sense like in any business context now like you might as well get the transcript. Because it's essentially for free. You just have to click one button and, well, obviously get consent from whoever else is in the call. But yeah, it seems like a good place to start. By the way, there's some people saying audio issues. I think that's. Yeah, that's animal. That's your family in the background. Right. I don't know whether you need to just like yell at them. They're being screamed right now.

I don't think my mom knows. I'm sorry. Screaming. So she needs to. But she stopped. She stopped.

All right, cool. Okay, I'll let you carry on.

Yes, I'm just right now making a fake cool transcript and we're gonna use that to test our tool. So give me a second. Oh, God, it's asking me so many questions with this prompt. Please just write. Okay, so we've got a fake transcript. Now.

You just need to turn your screen share back on.

Oh, sorry. Cool. Can we see the screen share? Yeah. Okay, perfect. So now that I've got a fake transcript, I get to paste it into the cool transcript option. Actually, we're showing the wrong tab. Sorry. Let's try again. How about window? Good. Okay, this works. So I now have a transcript. So remember, we're using this section here at the bottom for inputs and outputs. And we're going to simply run. We're going to paste the cool transcript in and. Okay. And then chatgpt. Hopefully this is the right one. Okay. Yes, I use the wrong account. Let me switch that over to make. So, yeah, we're going to. We're going to generate response and hopefully create a PDF. And the way we can test this is because it's. It creates a URL and I'll just copy and paste the URL to see if it actually works. So we can look at the output here. Output. If we look at body PDF file and then URL. So if it doesn't work, you wouldn't get to this section. If it does, you will and you'll just copy and paste this just to verify that the tool is working. So copy and pasting this section into Google and hopefully we see a PDF which has cool analysis. I probably put a pretty bad cool transcript in. So let me try again. Fill it out more to work on Med fake, please. So that might be the issue. So I can show you on this end it's already worked. So we've done this six times, but let me just grab this. Still going. So we'll try this one more time. Run once. Switch this out for the beefier transcript. There we go. We go back into body PDF file, copy this full section out. I don't think I've copied the entire thing. How do I open this up? There we go. So output PDF file. There we go. This should work. Oh, my God. It's just not working. Okay, let me. Let me try using the transcript I should have pulled up at the beginning. Give me one second. So I'm going to pull it up from message that I sent. Mom's back at it again. There we go. I've got my transcript.

All right, Nice. This is the fun of live events. Things go wrong. But let's try again with, with the existing transcript and see where we get to.

Yeah, I'm going to put it in. So we'll just go to this core coaching tool. Sorry, let me put it back into the screen share. There we go. So we're gonna paste it into this version that's pre. Got the equivalent of baking a cake before, like a cooking show. So we're gonna paste this in. Hopefully we get a PDF analysis of that call. We're going to then create a PDF, download a PDF and send that to Gmail. So firstly, we can look at this section to see the output and actually we just pull that from here. So we're going to go back into body PDF file. We're going to copy and paste this section. If I expand it. Shouldn't have been like that. So we just need to remove URL from the beginning. Sweet. So we get a cool coaching PDF and picture me on the train reading through this and seeing like I could have probably worked on positioning certain areas, et cetera. And in doing that, to improve, to send this to the right place with remarkable. So that's a E Ink tablet and it has an email address. So you just. First you have to download it as a HTTP file and then secondly, we're sending it off and this is pretty simple. So what we're doing is we're connecting to your Gmail account, we're writing your email address. I've added gel jaws are marking ops like lead at Data Camp. He made a lot of these thoughts. And then I'm also adding the like fake remarkable tablet. So once we send the email. Sorry, Once we send the email, it gets sent out to both of those accounts and I can even test this. Let me just put it into dot arrows, data cam.com and send. So if I pull up my Gmail, then it should be the first email that pops up. Let me put it into the screen. So I'm not giving away anything, sharing anything I shouldn't be. Yeah. So if I quickly open it up so you can see I've let me share this as well. We've sent a file and the file went to a fake email. So I went to Amro. Remarkable. So it's showing address not found but it's a PDF. And then on, on the remarkable tablet you're going to see this and that's a efficient way to do it. So that's pretty much my. Oh yeah, so that's pretty much my like way to approach core coaching and yeah, I feel like that's, that's it.

All right. Yeah, super. Thank you Anmol. So we've got plenty of time for questions. So for anyone in the audience, if you have questions please do ask them in the chat. In the meantime I've got a couple of questions for you. Um, so I guess to begin with, how do you go about deciding what automations to build? Like where do you come up with the use cases and how do you begin?

Good question. I feel like automations to me make most sense in like revenue generating tasks. It's like cold calling and emailing. They're like tasks that can generate revenue for a business so they should be your highest priority admin tasks. They like for instance emailing is probably our main focus to automate because emails take a while but there's also a big upside like a customer can look at your email and want to buy from you and you can send a lot more emails if you were to automate it. So that's like a big area. For me personally I try to use existing tools like Superhumans, a very useful tool that I use reclaim again. So I guess I'm just going off of like what's in the industry and what's useful and making sure that it doesn't take me too much time to use them so I can just quickly, quickly make the most out of them. Okay.

Actually so that's an interesting point. Like she mentioned, using like Superhuman can kind of auto generate a lot of the email content for you. So when do you want to use like an off the shelf tool and when do you want to use something like make where you're building your own workflow?

Yes. So we have, we have Sales loft. Sales Loft is our use, like it's our kind of CRM. So it's what we use to call and we use to email. In that case there's not much like pre built automation. So in that case you're going to use make as a connection. And we build a lot of interesting ways that like, pull like signals from LinkedIn and we send emails that are really relevant. And that's something that like, Joe works on a lot. So I feel like he'd be a very good guest to speak on that.

Okay, so for context, Zhao is like the person who handles email automation at Data Camp. So yeah, maybe I'll have to hit him up for a webinar sometime next year.

Yeah, so he does the make section. But like anything else other than that, like, I guess for someone who's not the most technical, like, I wouldn't consider myself like a make aficionado or anything like that. So I guess using what's out there and a lot of it you can, you can use for free as well. Like reclaim is a free tool and. Yeah, okay. Yeah.

I mean, there's so many AI tools at the moment. Like, I feel like almost any use case there's going to be something that's kind of there and maybe it'll get you most of the way. And I guess if you have to glue different bits together, then that's where something like make comes in handy. Okay, so I'd like to talk about how you measure success. So I guess first of all there's like the technical success side of things. So how do you know when your workflow is good enough to use? How do you measure it?

Good question.

Like, is it just a case of like, yeah, yeah, eyeball the email output or like the, the results of the workflow or is there something more you need to do?

I do definitely eyeball it. I think in sales intuition is really important. So if you, if you have a feeling like it's good, then it's probably likely good. A lot of this stuff, like the superhuman email isn't like the greatest email. It's not as good as an email would be if you were to spend 30 minutes writing it or like, if you were to prompt the chat constantly. But it's the best thing that you can do in a short, short amount of time. So it's like I kind of look at it as a trade off. Like if I could do it in 30 seconds and it's still decent, it's probably better to go with that and extend a lot more than it would be if I was to spend 10 minutes on each email and perfect it. Because some, some emails just don't get through to leads, like simply get blocked. And if you spend 10 minutes doing it, it's a waste of time. So just Finding a system that you can do in a really quick and efficient way but also to a decent standard I think is better of our approach. And that's how I approach it. Okay.

Yes. There's kind of, I guess there's two angles there. It's like how fast can you send the emails because there's just so many people to contact in so little time. And the other thing is like what's the quality? Because you want to gonna measure like I guess like the click through it like how many people actually read it, how many people then follow up as well. Okay, so you got some good business metrics that are kind of pretty quantifiable there. All right, so there is a couple of good questions from the audience that I want to go through. All right, so this one from Christopher saying interesting workflow. We're currently using the Microsoft 365. That's the office stack internal AI. We're very strict on third party tools. Was make hard to get approved. What other alternatives do you recommend? I can speak to this a bit but I don't whether you have a take on this.

No, I feel like you'd probably be closer to that. Yeah.

Okay. Yeah. So there are tons of different AI workflow automation tools. I think a lot of people at Data cup really wanted N810 because it's got a really nice user interface and it's a lot of fun for building these things. It was actually the decision to go with make. It was a lot of it was predicated on the IT department. So we got it is kind of linked in with the information security and they're basically saying MAKE has a lot of. It's got security procedures in place. Like it's. It's a very mature tool. Any 10 doesn't have these kind of the ISO certifications and was it SOC 2 like all these sort of processes around guaranteeing security at the moment. So that's one reason is just like the enterprise security type stuff is within make. MAKE also has a very mature ecosystem integrations into existing enterprise software. So like in this example like if you need integration with like Salesforce or HubSpot or all these kind of enterprise tools then the MAKE ecosystem is a lot more mature at this point. Yeah, so yeah you've got different options. So I think in terms of the most enterprise friendly things it's the ones that have been around a long time. So it's MAKE and Zapier probably going to be the easiest to get approved if you've got very strict IT department all Right. I've actually not got many other questions from the audience. Okay, so I guess one last question from me then. So if you're interested in getting started in creating your own workflows, like, where do you begin? Like, what's like a good simple thing to get started with?

I follow YouTube. I think YouTube's a really good place to just get started because I've for instance, in this code along, like you've got the workflow underneath. So go to YouTube. If you want to build something that you feel like is quite a tedious task that you do in your day to day Life, go to YouTube. There's probably already a video on it and there'll be also a video that you can download also like a file that you can download and use. I definitely recommend. Okay.

Oh, I thought you were like, okay, well do some workflows involving YouTube videos, which is actually also quite a fun idea. Yeah, Plenty of places to learn about this stuff and even some webinars. So I like the idea of just like doing something where you've got a bit of content and you can maybe process it and like just doing something simple maybe doesn't involve too many integrations. Just if you want to get started. All right, so with that, I think we're gonna finish a little bit early. Thank you everyone. Oh, we've got one more question. How. How many people use your workflows you set up? This is actually quite an important question before we finish. Like, do you build stuff just for yourself that's highly personalized? You build stuff your team?

Yeah.

Like how personalized or how broadly applicable do these things need to be?

Yes. So with the Transcript tool, every SDR and BDR is using that. So we have a standardized first call summary for all our leads. And that's I think in total at least like over 10 of us that are all using that, we're all posting the calls that we have, regardless of what, like sales rep has the call, we'll copy the information, paste it into the tool. We get that standardized note form and then that goes to the CRM. So that's used by everyone with the cool coaching. This is only something for me because I personally have like a remarkable tablet and as well as the Superhuman tool, I'm only using that because I have a superhuman subscription. And lastly with reclaim for the cool like task, I also only use that. So those tools that I'm using and then with the transcript analysis Medpick tool, that's used by every SDR BDR across the company.

Okay, so that's cool. So, I mean, if these workflows are fairly cheap to build, you can build stuff for yourself. If it's going to be useful to your colleagues, share them with the rest of your team and then. Yeah, saves everyone having to build the same thing over and over again. All right, wonderful. Okay, so with that, essentially quite a nice segue into talking about the next webinar. So the first webinar of the year, next year, it's going to be on January 6th. It's going to be using Sigma. So this is a business intelligence platform. And their whole pitch is around, rather than building dashboards, you can build personalized data applications. So that's, that's be a fun one to, to join along. And then, of course, we have, I think we got more than 30 webinars planned next quarter. It's like it's gonna be a very, very busy calendar. I hope to see you all again the new year. So, yeah, happy old year and see you next year. All right, thank you. Thank you, everyone.