Jesse Pujji walks through a sales system to generate warm leads and close deals faster. He uses ContactOut to find decision-makers on LinkedIn, then sends high-velocity emails with Superhuman. The key: pick one specific angle like "TikTok influencer assistants" or "marketing talent at 70% less than U.S. rates," then spend 50% of your time on that single system for three months.
Chapters
Welcome everyone. My name is Andrew Warner. I'm here with Jesse Pujji. The two of us are leading Bootstrap Giants. Bootstrap Giants is something that started out as Jesse Pujji's newsletter. The man who you see up on your screen right here had created a venture studio called GatewayX, which launched multiple companies. And as he was learning things by building up Aux Insights, a consultancy that helps private equity firms Or Growth Assistant, where marketers hire their outsourced talent to help with their marketing. As he was building these businesses and growing them to millions in sales, and Kenneth, we're going to keep the cameras off for now. As he was doing that, he said, I'm learning a lot. I'm going to publish a newsletter where I show that. And as he was publishing his newsletter, he realized this is becoming a real business and an educational thing. And one of the things that I know about Jesse is his mom's a teacher. He himself is a naturally talented teacher. He said, you know what, I'm gonna start to teach some of what I know. And today specifically what we're gonna be focused on is productivity related to sales. Jesse has a technique that he uses across all these companies, even though they're different. Bootstrap Giants does education, Aux Insights, private equity consulting, growth, you know it, they all do differently. They still all use the same sales productivity techniques, and we're gonna be showing that and We'll show you some of the AI and some of the other tools that we use specifically. Actually, the number one tool that we use is Superhuman. Everyone who's here will get to see how we use Superhuman to improve our productivity in general and also to help with sales. And so Jesse, thanks for coming on here. Thanks for teaching, and I'll be monitoring the chat and helping guide the education here.
Yeah.
Well, thank you everyone for joining. Can you guys hear me okay? Andrew, can you hear me okay?
Absolutely.
Let's get a thumbs up from anyone. If you can hear us, let us know.
Yeah, let us know. I think, you know, there's a couple big things from my perspective I wanted to chat about today. You know, if anyone, if you've heard me talk about this, or you work with me, when I think about sales for B2B companies, I think it all starts with meetings. And so anyone listening here, If you were working on my companies, you would hear me talk a lot about how many meetings did we get a week? And I'll meet founders and they'll tell me, hey, my business is not working, Jesse. I'm having issues. It's not scalable. My pitch isn't working. And I'll go, how many meetings did you take last week? And they're like, 2. How many did you take the week before that? Uh, 5. And what about the week before that? I don't know. And then immediately I go, well, hold on. The reason your business is not working is because you're not consistently generating meetings. And for those, you know, know my, how I think about it is you obviously want to find a way to generate meetings the cheapest way you possibly can and in the highest converting way you possibly can. And I always think of the funnel as what does it take me? What activities do I need to do here to get a certain number of meetings? I'd pick the number 5 or 3, depending on what your business is to start. And then of the 5 I take every week, both how long does it take me and what percentage of those convert into deals? And to me, that's why I love meetings because it's a bulking point. As long as you have more meetings coming, you can constantly build up your pipeline. And as anyone who's a founder or in the sales world knows, that's a super, super important part of everything. And so, you know, I, that to me is, is the baseline for the beginning of everything. And that's why you'll see we talk about, you know, today there's Superhuman and we'll talk a lot about how I use LinkedIn and some of the things on Google Docs to create some of these areas. But, you know, as an example for me, I get to inbox zero every day. And the 2 things that I'd say that really drives for, for inside an organization, one is I get back to everyone every day. So there's never a deal sitting in my inbox that I miss. But the other thing is like, as Andrew knows, if there's a loose end in my inbox, you're going to get an email at some point in the day and go, well, what did we follow up with this person? Did something come back from it? So it sets a certain tone internally for how people relate to getting work done and speed and a bunch of other things. And we'll talk about both those things today. So first we're going to talk about This thing I call the Mutual Intro Playbook. Um, and what it is is a system I use to basically get very high quality meetings very cheaply in a very sustainable way. And then I want to pivot and talk about some of the things I use and how I actually put this to use inside of Superhuman and some examples for how we work. And so, uh, what do you think, Andrew? Talk for 20 to 30 minutes, 25 minutes, and then open up for Q&A.
Absolutely.
Okay.
And, and I'll demo something also to make sure that people get to see it from a couple of different angles.
Cool. Cool.
So let's start. You know, I, today, I obviously have a pretty big network and a big platform. But I was 25 once upon a time starting a company called Ampush. And we were selling basically Facebook ad management services to companies. And the first thing that occurred to me was like, well, how am I going to get meetings? And for whatever reason, I said, well, hold on, I've got to know someone who knows someone. That's just always the way my mind has worked. to be able to get meetings. So let me show you guys a very basic system that I use and I'll show you how I've scaled it. So let's assume, what's a, what's a business, Andrew? Give me a, what do we want to sell?
Jesse, I just talked to someone who has, um, AI expertise who is selling AI as a service to businesses. And specifically what they're doing is they're doing productivity for those businesses. They're helping with development. It's basically what she's doing is—
So who's the person at the company they want to sell to? The founders? The CTO?
Yes. To founders of mid— of startups that are beyond the early stage. So specifically once you've made a choice.
And let me just show everybody what this looks like. Like this was for a previous company we launched. These are the name of the companies. Obviously the name of the company is super important, as you can see here. But then really the question I just asked Andrew is really, really important. Who am I specifically selling to in the company? So let's say in your example, it's, let's say CTOs in your example. So the first thing I'll do is super basic. I'll just go to my LinkedIn and go CTO. Sounds so dumb. But then you can actually do a little bit of sorting. And you guys can follow along and do this with me if you want. And I can see people and the word CTO, right? And let's just talk through some of the things you can do here. I mean, you could look at locations too, which is pretty interesting. You can look at current company, you can look at former company. Um, and I have no business relationship with LinkedIn, by the way, so this is not an ad for LinkedIn. But the first thing I would always do is I'd go, well, who do I actually know that is a CTO? And I find, I don't know about you guys, but I have trouble keeping up on my own network. Like, I don't necessarily know who's doing what. So I'm like, oh, Matt Doka, I went to college with him. Like, let me reach out to him. And even when I'm doing discovery for a new business idea, the first thing I do is this. I'm like, hey Matt, hey Akash, will you talk to me? You're friends of mine. Tell me if my business idea is any good. And so the first thing I do is, is the first degree. So this is the easiest one, right? And you can do it for any, in my find, almost any title works. So if I want to do director of HR, just as an example, again, same thing. Like, who are people I know who are directors of HR? Now again, I, I have a pretty big network, so you're going to go, well, Jesse, that's, that's, that's unfair. But when I was 25, I did the same thing. And then get rid of the first degree and let me, let me look at the second degree. This is like the juice of this model. So now it's like, okay, hey, who's, who's Nitin? Let me check him out. And I could even scan this briefly and go, well, I don't really know who these 2 people are. So maybe I don't, I can't get to this person well. Then I look at this one and I go, oh man, I know Rich super well. So, you know, and I even this, this is a very, you know, oh, I know Chase super well. I know Rishi well. So just as I'm eyeballing this, this is a very manual way, and I'll show you guys how to automate it here in a second, but I want everyone to understand how it works. I'm just looking at who I know who knows the person these Targets I want to get in front of. So let's go to Ian first, and here you can see I have seven people in common with Ian. And I know Rich well. I know Adam pretty well, and I don't really know these other two. I know Arul a little bit. So the next step would be super simple. I would just go to Rich, and I would say, "I think he asked me for an intro recently." Look at that! But I would say, "Hey, Rich." Hope all is well. Do you know Ian Latinsky well? Now I'll show you a couple example messages here in a second that you could send, but I love this one because it's short, it's sweet, it's very unpresumptuous. It's not overwhelming the person and they know exactly what's coming next and how they're going to choose to respond. So in some ways I'm letting them choose whether they want to make an intro without ever saying the word intro. Because he knows I'm not just curious if he knows Ian well. And what I typically get back when I send 3 of these is one person doesn't respond and they may be busy or whatever. They just don't want to respond. One person goes, oh, Jesse, good to hear from you. Um, but I don't know Ian very well. And by the way, 25% of the time, the person who responds goes, by the way, let's catch up. And then, or they're like, well, what are you working on? And they turn into a sale. Like, I'm not kidding, right? So it's like a really interesting way to tap my network. And then the third person responds and goes, oh, it's my cousin. Right? And again, depending on how I, how well I know Rich, I may text him, I may get on the phone with him. Hey, it's so good he's your cousin. Here's what I want to do. Can you help me? What do you think? But oftentimes I'm just like, oh, you know him well?
Cool.
Could I send you a quick blurb you could forward to him? And he asked for an intro to talk to me about X, Y, and Z. And to be clear, this has come up in the past, that intro, it's clear to Ian that I'm asking for a commercial intro. It's not like, let me meet your friend and then I'm going to pretend I'm not selling him something. It's very clear. I'm not. I'm not trying to like build a relationship first and then go there. So that's kind of the basics of this mutual intro system. And I wanna show for those people who go, again, Jesse, I don't have a huge network. In my early days when I was a founder, um, let's go back to our list here.
Jesse, while you're searching, and this is, how do you feel about this?
This is a very basic way. Let me hold on. Let me turn off CTO real quick. Let's actually pick a specific company's name. So let's say our target is Um, PepsiCo. Go ahead. So if I want to go to PepsiCo now, I'm looking at my 3rd degree connections. I might go to the profile here and I want to see who my 3rd are just to make the point that, um, you know, so if I want to meet this marketing manager, Shreya, I can actually see through LinkedIn. I'm forgetting how you do it, Andrew, but there's definitely a way I think. Where I can see, might be through Sales Navigator, um, where I can see who, who knows that person, who knows that person. And in my early days when I was starting my businesses, I would absolutely, um, use the 3rd-degree connections to be able to get to someone to do it. It takes a little bit more time. It takes a little bit more energy, but again, a lot of positive things come from it as you start to do it. And now as we start to think about this, there's, you know, one thing you'll learn, especially with third degree, is if you start going to people you know well who are in certain categories, uh, what I've found is you, you have 5 or 10 friends who you, who you'll talk to and catch up with, and then you go, hey, do you know like 10 people? Would you be okay if I sent you a bunch of different emails asking you for intros? People do this with investors a lot. I, people, I do it for people, but there's a whole sort of network of like, oh yeah, send me something and I'm happy to send a handful of these over for you. And that person sort of is a major connector in your network, and you'll see a big part of that. What were you gonna ask me, Andrew?
I was gonna suggest that we get somebody here who's watching us live, who wants to try this themselves, who is willing to say, you know what, I am in sales. I'm looking for a specific type of person. And it doesn't have to be in sales. If you're trying to sell anything and there's a specific type of person you wanna reach, let us know right now in the chat. I'll pick one person, we'll bring them on. If you wanna share your screen, we'll help you find people that you can reach out to. And we could do it right now live. And I do see you saying me and let's do it. Can you tell me who you're trying to go for? I want to pick someone who is a good demo option. So I can see Laquan has said, yeah, I am in.
And I know, Andrew, you said, Andrew, I forgot one thing Andrew wanted me to share with everyone is like, I've built 3 now 8-figure businesses using this as a foundational system. So the first one is Ampush. We had half a billion a year in ad spend. One of the tricks we did was we found a lot of how the VCs were connected in the portfolio companies as our way to get through the targets. And so we said, okay, that's a cool way to do that. But Ampush, we grew companies like Uber, Dollar Shave Club, Peloton. We started Growth Assistant 3 years ago. We use this system again to kind of get in front of a bunch of people, and now we're using it in private equity with Aux Insights. So we, this system has worked for me, you know, even right now I can probably even pull up a Slack example, but We're constantly using this, um, this system everywhere to, um, if you see, you'll see stuff like how we're getting meetings. Um, let me see if I can find a good actual back and forth.
While you're doing that, I see some people talking about reaching out to you. Guys, just keep— folks, tell me, tell me who you're targeting and we'll pick somebody who's going to do this. I see, for example, Ashoba is saying I'm selling to directors for market. Uh, for market access at pharma companies. Uh, Jason, I sell gen AI solutions to Fortune 500 enterprises. Who specifically in those, uh, in those places? I see Salama is saying, I'm already using the methods. I feel like my impression, um, since DMs and reachouts. Oh, so they're worried that maybe their impressions on LinkedIn have been going out because of sending out DMs. I don't think that that's what it is, though we can talk more deeply about it another time. We are seeing that it just in general, impressions on LinkedIn and X and other platforms are going down. In fact, Elon Musk recently said, we are going to prioritize some smaller accounts and basically they're trying to spread the attention. So one of the reasons why this approach has done so well is it doesn't depend on an algorithm favoring your content. It doesn't just depend on you having the best LinkedIn content for the day. It depends on you knowing who you're targeting. And then using this to reach out to them.
Yeah.
Um, and one thing I'll often do for, for the person who mentioned the DMs, oftentimes I will go, so let's see.
Kenneth, who at the financial planning companies is the right fit for you? Mm-hmm.
So if we look here, we're at Pfizer, someone mentioned they're selling into pharma. And again, you can see the people and, uh, you know, let's see some second degree. Okay. I can see a bunch of people have in common. So I mentioned before, uh, you know, in this case, I know Dan, I'm an investor in his company, but like, again, they'll see who these people are. Sometimes what I'll do is rather than sending a DM, as you mentioned, sometimes DMs get crowded. I'll just go, let's say who this Brett person is, and I'll hit here and I'll just get their contact info from LinkedIn. Right. And even sometimes I'll just shoot a text to someone and go, hey Brett, saw you know this person. It's Jesse Pujji. It's been a while. And so that's the other cool thing just to know that little feature on LinkedIn is that you can scrape the contact info. And, you know, one of the biggest pushbacks I get from this that I want to even get ahead of in addressing is, well, Jesse, this is like, oh my God, this is so much work. It's not scalable, blah, blah, blah. And I'll, I'll, I want to say 2 really important things about that. The first is it is actually scalable. And let me show you that here in a minute and enter how many other examples you want me to do. But the other thing is, this is your network. And so I would not recommend you start by trying to scale it. Even when I've tried to scale it, Without getting my hands into it in the beginning, people are like, dude, who, what is this going on, Jesse? Like, who are these people? Like, why are you sending me this weird message? And so it does take learning it from the basics, but I guarantee you, even yourself, 5 hours a week, you can get 5 meetings a week using this system without any third party, without any growth assistance, without anything. You can use this system to get yourself 5 meetings. Like, you'd be shocked at how fast you can work it. Um, and that's part of the superhuman piece of this as well.
All right.
I asked Kenneth to bring his camera up, unmute himself. Kenneth, tell us again who you're going for. And then Jesse, if you stop sharing your screen, we can get Kenneth to do the same thing once his LinkedIn is up on his screen and we'll demo this for you right now. Don't forget to unmute yourself, Kenneth.
Thank you.
Hey, what was the question now? Bring up—
Yeah, bring up your LinkedIn.
Okay.
And while you're doing that, just tell us again who you're going after.
You're selling AI coaching to financial, who Well, I'm, I'm actually a former, uh, certified financial planner, but I've been an executive coach, sales and business coach for 20 years. Okay. Did I answer your question?
Yes.
Um, and so what I'm doing is I'm, I'm selling, I'm actually re— I'm kind of rebranding myself. Like my, my, my thing is sales. I love consulting, selling. That's what I'm very good at. The sales made on the first appointment. But I want to add in AI to that. So I'm taking AI classes and getting certifications. And so the point was made to me that I should probably focus on certified financial planners or financial services companies, although I want to go after technology because I was a systems analyst before I became a CFP. But yeah.
All right. Let's bring, let's bring up your LinkedIn. You're going to be selling AI coaching to financial planners. This will work on other platforms too, but we're going to use this as an Let me know when you're, when you've got LinkedIn up and start sharing your screen.
I, okay. I share my screen.
Yep.
Okay. I gotta remember. There you go. I remember how to share my screen.
There's a box right underneath. Yeah.
Okay.
I got it.
Let's do it.
Thanks for the opportunity, by the way.
Glad you're doing this. I think this is a good example for everyone else.
All right.
So you're Jesse. If he's trying to sell to financial advisors, what should he be searching for?
So I think the first thing I would do is pick a company target, Kenneth. So I would go to, let's say in St. Louis, Edward Jones. So go to the search bar and type in, type in Edward Jones.
By the way, Jesse, I think the reason you weren't seeing people before is if there's no connection, nothing shows up underneath them. And if there is a connection, a 3rd degree or less, Then they'll show it.
Sometimes people turn off their contacts. So click on Edward Jones right there. Or, or if you want to go faster, you can just hit second right there. Either one works. This is a bootstrap giant, Andrew. Look at this. They only raised $276,000. It's like a trillion-dollar asset manager.
Okay.
Go to people. And then you could search financial advisor or what do they, do you know what they typically call themselves? Scroll down just a little bit, Kenan.
Okay.
We can see some examples.
Financial advisor.
So let's, let's go to Paul. Here's Paul right here. Paul Ripa. And looks like you know 3 people in common. Does, do, do you know Greg, Mike, or? I'll see who else.
Where, where is Algen? Right. Mike Sarah.
Just click on that so you can see who the third person is.
Which one? You said Mike Sarah or Greg Williams?
There's a third one too. It says, and one other mutual.
Oh, okay.
Let's just click on that to see who they are. Peggy. So what I would probably do if I were you is I would just message all of them. And I would say, hey, it's been a minute. Do you know Paul Ripa well? And now, funny enough, Mike looks like he's also a financial planner. And so depending on how he, what he says, you maybe want to go back to him and say, hey, it's been a minute. I'd love to catch up with you as well and tell you what the new thing is that I'm working on and get your advice.
One thing from my, I live close, close. I live in Atlanta, Georgia, and that's probably not like, maybe. And we have a—
Yeah, I also, I also, for my, for my direct connections, one other pro tip for everyone is I also find it helpful if it's someone I know already, go, hey, I want to get your advice on this new thing I'm working on and genuinely seek their advice. Now, oftentimes during that conversation, they'll go, whoa, I like what you're doing. I'm in. I would love to try it. But so, so if I were you, you know, in less than 2 minutes, we got this and I, it might take you a week, but I guarantee, you know, I guarantee if you do 10 of these that we just did, you will get 2 to 3 meetings from it. And it doesn't take very long. And not to mention, again, you may get a bunch of adjacent meetings that come through people like, like Mike, who already is one of potentially one of your customers as well. Um, and so anything else, Andrew, you want to cover?
Nope, I think this is good. If you feel comfortable sending out a message right now, I would send out a message to them right now while we're on the call, as long as you're sharing your screen. Let's do it.
Okay, you want me to send it to So Peggy, press a message.
No, I, I always send the same message to all 3 of them, Kenneth. So you could start with Peggy and just say, there you go, Peggy, it's, it's been some time since we connected and get rid of the how, how have you been? Just say, um, how well? Yeah, I noticed on LinkedIn, you know, Paul Ripa, how well do you know him?
Sure.
Is that Paul? Oh yeah. I can't remember that person.
Even the top left, you can see his green name is highlighted there. Left, left, left.
Oh, okay. Well, hold up. I don't, I don't see that highlighted, highlighted. Well, just tell me who it was.
Ripa. R-I-P-P-A.
Thank you. Um, and what was the next thing to say? Nothing? No, shoot.
Um, do you know him well by chance?
Okay.
Do you want me to copy and paste this into the other messages to Gregory and Mike?
Sure.
A chance.
There you go.
Chance. Chance.
Question mark.
Yeah.
Does it feel like a lot of pressure with all of us watching?
Yeah, I got a D in typing in high school. I had to—
Wait, don't copy the high school.
I wouldn't copy his name. I wouldn't copy his name. Just copy the message or her name.
Okay.
Don't copy his name.
Don't copy her name. Copy this part, not this part.
I did it right, huh?
Nope.
Oh, you said don't copy her name.
Yeah, exactly.
I got you now.
You got it.
There you go. All right.
There you go.
Save that.
All right. And now you see, you don't even need to save it. You've got Mike up there. You've got Gregory there. You can do the same thing for them. All right. Why don't you turn off your screen share and I'll let you do the rest of this in private, but I think people are getting the picture here, right? And so the vision is while you do that, uh, don't forget to stop sharing your screen. I don't want to see things by accident that we shouldn't be. All right. And then your webcam too.
There you go. So now that we've kind of done a very straightforward example of that, you know, then the one thing I will point out that was helpful kind of is You know, we were telling copy and paste this, like you can get really good at some of the more tactical things. And it's a good example, you know, for me, I will, one of the things, you know, Superhuman is great. For example, you'll see they have a million different shortcuts to make this a lot faster.
Let's see here.
I'm asking them, what are your shortcuts? You changed some of them. You know how to pull up all the shortcuts, Andrew?
Yes. Uh, question mark.
I used to do that. That doesn't work anymore. Okay. Um, in any case, you can use a lot of different things here. You can, they have something, for example, one of my favorite tools is called Snippets. Um, and so you can see all of these different snippets I have saved here.
So.
You know, we have different ways we're doing things. Here's an example of a sales snippet we'll use. So this is for our business growth assistant. If I need, if someone needs to tell me something, boom, I can fill it in very, very fast. If I'm sending this to Andrew, I'd say for Bootstrap Giants, and I put a quick message on top. Andrew, long time.
Yeah.
I started a new company. Check it out. And you'll see this, we use it again. You can just look at my snippets. You see this, I do it for my teams. So I want to send them appreciations. I write that down. I do, I have this, I have other networking things. Jesse, excuse me one second.
I want to make sure that we also talk about how to jump from LinkedIn to email addresses. There are tools. I like the tool ContactOut that for free you'll get a few email addresses from your LinkedIn. If you pay, you can get even more. But the idea with ContactOut is You see someone on LinkedIn and if you decide, unlike Kenneth, that you do not want to send out a message to them using the InMail, you go to ContactOut. There's a plugin that fits in with your Chrome. You press a button and you'll get their email address. And I could demo that, but the idea is simple. You just get their email address. And what Jesse's saying is, well, if you do take their email address and you want to move it off LinkedIn to a more personal experience like email, Superhuman is beautiful because it will create snippets. And I know Gmail does this too, so we're not here to just push Superhuman on you, but it is better sales tool. And there are a couple of other things that make it better. So that's ContactOut. And, uh, and if you try it, you'll be able to do that for free, get their email addresses.
All right. And it starts to go towards the question everyone asks, which is, well, Jesse, how do you scale this? And the way you start to scale this, it's, I wouldn't call it automated, but I call it semi-automated. And so, you know, the first step is you got to go out and get a bunch of target lists and you can get those from, if you're selling e-commerce, for example, Store Leads is one of my favorite. ZoomInfo has a lot of different lead information. But this for ecommerce. So this is, I don't know, 1,000 different stores or something like that, contact information. And from there, even you can see them layering on, you can look through the contacts of my actually different connections right here. And then a very nicely organized, which I showed before, is something like this. Now this is where you probably are going to need some sort of assistant or junior person, intern, Global team member to help you with this, but this person will go through my LinkedIn and one by one take the list of targets and start to figure out who the people's names are, and then you can see who the mutual contacts are. So now you're starting to get more of a system that's being built. And you can see here, did you reach out on cold? Did you reach out on LinkedIn? Is it cold or is it warm? That was a different question. Did you reach out on Twitter DM? And some notes for how that's all going. And now you've got, you know, the, the pieces of this are first identify the targets, then figure out who inside the targets you're going, then build a list of who the mutuals are, and then start to put together a set of messages, which, again, you could scale that as well. And I'm a little reluctant to show these to people because I don't want you to go out and try to scale this. I want you to do it yourself first and build up your own network from it. You know, one other really important point. Well, let's take a look at this real quick. And I'll talk about that. So these are just some, yeah, this is a little scripting chart you could give to a, an intern so that they don't have to make it up as they go. But yeah, these have got a little bit more flowery language, but they actually have like, what do you do if they don't respond? Well, you, you follow up. You say, hey, did you have a chance to look at that? What if they don't say an intro? They say, I don't want to make an intro. You say, no problem. I appreciate you, you know, been, been too long. And then obviously if they agree to an intro, you can start sending the email here saying, hey, here's the thing I wanted to talk to the person about. Can you see if they're willing to have a conversation with me? So this is all kind of some of the infrastructure for scaling it. Again, I would, I would tell you guys to wait until you're doing it in a way that feels good to you before you start to go out and scale it. One of the most important parts of this system, by the way, are when you do get a mutual intro, it, the conversation you end up having with the person doesn't feel like 2 people who don't know each other. For anyone who's been on a typical sales call, it takes the first third of the call, just who the hell are you and what do you want from me? And I have my guard up and I'm trying to protect myself from you. Well, if my, if Andrew introduced me to someone else, that's just not the way either of us are going to enter the call. We're going to enter it as friends. We're going to go, oh, you know, how do you know so-and-so? Oh, I know him from this.
Okay.
Hahaha. That's really fun. And naturally the person's more open to hearing the conversation you have. If and when that person then becomes a customer, what I've also noticed is they don't feel like a person who you just sold to. They feel like a friend of a friend. And that friend of a friend is more likely to then introduce you to other friends. Right?
So.
So part of the reason this system has helped me scale so much is because I'm building my network as I'm building the business and they sort of go hand in hand. If that person's a customer and they're a friend of a friend, I go, hey, can you introduce me to someone else? They go, of course. And they go, hey, my friend introduced me to Jesse. He got me Growth Assistant. I got 5 awesome people in the Philippines from him. You should also meet him. And that's, there's a compounding effect that goes on here that's really, really powerful. So I want to end this module. We're talking about the mutual playbook a bit. Um, if you want this recording later, by the way, I want you to email Andrew, a@bootstrapgiants.com.
Mm-hmm.
A@bootstrapgiants. If you want a recording of this to show your team, show your co-founder, show your SDRs, whoever it is. But the one assignment I want, I want to leave you guys with is I want you to take 10 targets, identify 3 people at each target, and I want you to identify mutual intros for each of those 3 people and send Um, so what is that? 10 times 3 is 30 targets, 3 messages to try to get an intro each. So 90 messages will go out. And then email me, Jesse at Bootstrap Giants, or Andrew A at Bootstrap Giants, and tell me how many meetings you got from that. And I think that whole effort should take you less than a couple hours to ping 90 people saying, hey, do you know one of these contacts? And what you'll do is you'll find yourself ability to probably get out of 10 different targets, you'll probably get meetings with 7 or 8 of them. Um, which can be completely business changing, was for me when I first started doing this.
All right. Um, by the way, we see Z Ali, uh, who I've known forever. We intentionally are using the meeting version of this so that we can make it easier for people to jump in. But, um, Z, you did pop up your webcam. What for? What's up?
Oh, I just, uh, when I'm on, uh, events and stuff, I'd like the presenters to know that I'm here and, and, you know, there's someone listening.
So.
Are you actually a prince? I am.
I actually am.
All right.
All right.
Well, my parents told me I was a prince, but I'm not actually a prince. Um, well, thanks for popping on here. Let me show you guys one, one of my favorite, you know, we started talking about it a little bit and there's just all these little hacky things. Like the first one, I'll just show you guys when I sit inside Superhuman, you know, I noticed Kenneth wasn't using his shortcuts even inside of his LinkedIn. So If you work with me, you'll be drilled on shortcuts. I started my, my, my work in consulting investment banking. They, they get rid of your mouse. They don't let you use a mouse. And there's a reason for that. Right now, if I sit in Superhuman, I just go, I can say J, J takes me down through the emails. K takes me up through the emails. If I want to compose a new email, I'll just say, hey, Andrew at Bootstrap Giants.
Hi.
And I have not touched my mouse, just so everybody knows so far in sending this email. This doesn't have a subject, send it anyway. If I want to read from Matt, he has a, he asked me for a favor. This guy wants to talk about changing up his job. So I could, I can actually, if I want, send this to Andrew. This guy's a video producer, and I could just tab down. And I can go down to here. I'm going to use my mouse because I forgot how to do this. View this, but I can say, @Andrew, can you take this call please? And this is actually an internal comment on this thread. So now it gets away from all the back and forth email that goes on. That's always a challenge.
Let me bring up why that's really important, especially when you're doing sales. You want, you can send that to me and I'll, I'll, I'll respond so people can see what that looks like. You want to get somebody else to get feedback. You want to get someone else to give you another perspective on this. You want somebody else to be able to look at the message that came through. And then if there's subsequent messages, you want them to be able to see that and follow up. Here, I'm actually seeing the message on my computer screen. I'm going to say yes, but I have a question, dot, dot, dot. I'll send that over to you. And now on your screen, if you open up that message right now, the one to Matt, you'll see I responded back and it's a private conversation. And sometimes it's, hey, can you give me some tips on how to close this? Sometimes it's, I need more context on him. It's really personal information that's helpful. Hey Jennifer, thanks for coming on. You've been asking a couple of questions. What's on your mind?
Yeah, yeah, no, thanks Andrew. I just wanted to ask a little bit about Superhuman and I've used this in previous jobs, but I know you guys love it and you're showing the snippets, which obviously Gmail can do other than the team feature. Is there anything that you find that Superhuman just really does above and beyond over something like Gmail?
So the snippets for sure. Yeah, I think they're a little more advanced on, on Gmail, but agree, Gmail does have snippets.
Yeah, there's a, there's a few things I'd say. One I used yesterday, and I haven't used email in a while, so I might be out of date, but like I was on a plane yesterday, the Wi-Fi didn't work. I had 150 emails and Superhuman had them all open and I could get through all my emails on the plane, which was a total game changer. And, and just anytime you run into a situation because it's downloading the emails into your browser, you don't have to deal with that issue. So I find that to be huge. This thing on the right here, again, I don't know what Gmail does and doesn't do, but This is one of my favorite things to just kind of leave it up. And yeah, I can see Andrew just opened up an email. I can see this Jesse guy opened up an email. So for anyone who's in, in day-to-day sales, this is a total game changer cuz you can see who's just opened your email very, very recently.
And under every one of your messages, you can see it. One of the things, Jesse, that I find is when I send out an offer to somebody that sales, I can't tell, did they not like my offer? Did they not read it? And if I could see, well, at least they read it. Yeah.
So that's a different version. I'll hit GT and go to sent mail and let's just see an example here.
You can see the one that you sent me yesterday, request for startups.
Yeah, I wanna find a better one.
Okay.
This is like a, you know, I can, I can see all these people on the thing. Let's look at it. Well, I can see Andrew. Look, when did he look at it? One other question I like to look at is how many times did they look at it? Sometimes you can see if someone's forwarded it on. Um, so that tends to be a really, really powerful feature. You know, for anyone who's super busy, like one of my employees who I tease all the time for writing really long emails is Steven. And I just joke with him at this point, like I don't, I don't read his emails. Like I just, I'll go to him and I'll say, I'll just hit the, the eye thing. I or M? What did they change it to?
I. They have switched it. There it is at the top.
So now the little summary at the top is like, okay, like I can get the entire history of a back and forth thread in 2 seconds, which I just find super valuable.
Um, you know, would you, there's a bunch of stuff like if— I, if, if you look on the right side too, I do like how you can see his LinkedIn. If you don't know who the person is, seeing context like their LinkedIn, their AngelList, their website. Seeing all the past interactions is really helpful. Yeah.
So Kevin, I didn't realize I knew him when, when this was first going on, we were selling to them. And then I was like, oh wait, I do know him. And like, we worked together when I was at Ambush and he was at Uber. And that like totally changed the way I reacted to the, to the conversation. Um, so it, it's just very built into the workflow, Jennifer. And, and from my perspective, it's, It's fast and, and it sort of never breaks. And I, I remember getting really annoyed with Gmail cuz to make it work the way I wanted to, I had to have a bunch of plugins and it was super slow. And that's what led me to, to changing.
You know what?
Thanks, Jesse.
Obviously we have a relationship with them. I'm gonna give everyone who's listening to us free access to them, including their AI, including some of their unreleased AI tools. Um, and I'll put that right in the chat and we'll have a link to it for anyone who's watching and Oh, hang on. Wrong link. I'll grab the proper link and put it in the chat right now. There you go.
So yeah, I, I think that that's kind of the, the prepared stuff.
Did you have another question, Jennifer? No, I don't. Thank you so much for answering that, Jesse.
Yeah, for sure. Um, what other questions do people have about this? You know, we, we are, Andrew's gonna tell you guys about it in a bit, but we have this really, really limited sales accelerator that I decided to do. He convinced me to do this year. We're gonna have, you know, no more than 50 people joining it. Um, so we are, we do, are doing more with this stuff because Andrew's taught me that I actually have a lot of tricks that I don't realize that I'm doing. Um, but what other questions do people have around this system or just sort of sales in general, these tools we're using? What's the best way? Throw them in the chat?
Yeah, put them in the chat and I'll bring people on. I know one of the things that, uh, people are really hungry for is more of the AI stuff that's included. Do you want to do an AI search in, um, in your Superhuman, or would you like me to do one and show people what that looks like?
No, that's a great one. That's another good one. Like, I'll do stuff like, so Shift+question mark, and I'll say like, um, I don't know, when was the last time I called—
It's right there on the bottom right of his screen.
John Overlander. He's my old CEO at Ambush. Okay, send that, right? Or you can ask it to do more interesting stuff like, um, grab my blurb when I'm selling Growth Assistant. And it just pulls up that blurb or Um, who, who do I know at Maven?
Microsoft?
Yeah, sure.
Maven. And it basically has an understanding of your whole inbox. And when you ask it a question, it's querying it all. So you have Gagan, who's the founder, you've got, uh, Mikey, who I don't know.
And then these, this is super cool cuz it's got references. So you just click on it and it'll actually pull up your inbox and take you to it. My favorite thing, by the way, about Superhuman is every time I think to myself like, I need this feature, like within 3 months they basically launch it. And you know, again, I had hacked together Gmail and Gmail's gotten better, but, but I just like their approach. And to me, I, I mean, my workflow is this and Slack and maybe sometimes LinkedIn. And so I just, You know, treat myself.
Cool.
Yeah.
So originally, what are my questions that people have?
Um, here. Do you have any tips for accelerating CRM tracking? Do you do that in Superhuman, another CRM, or Google Sheet that you showed? That's Jennifer who's here.
Yeah.
So we, the, the way we've done it, we've integrated, we've integrated, um, HubSpot with, uh, with Superhuman. We also have a very, The simplest way to do it, which is anytime we're composing, you can see there's a BCC going to HubSpot and then it's getting tracked in there. And then we have a growth assistant who will come in regularly. My assistant will go in there and update what's going on based on her knowledge of what's happening.
Um, Alex is asking, can we take a look back at a meeting after it is over? Um, I would like to take notes. I got it. You want this meeting? Absolutely. I will get you a recording. And if you want to make sure that you get a recording of that, if you didn't get the link to Superhuman or something else, Email a@bootstrapgiants.com and I'll hook you up. I see a bunch of people have already done that. So if you want a recording of it, if you want access to Superhuman, we'd be happy to do that. You know, some of you know that this originally was, uh, supposed to be a session where we were talking about all productivity tools with AI. And what happened was Jesse says, listen, I lead these companies. If I'm doing a lot of the productivity tool stuff, then it means that the companies aren't being run right. I'm going to let my team run with All these other AI tools. Um, the one that he wanted to use and the only one that he uses daily is Superhuman. Um, and that's the one that has AI and everything else. And so that's why we redirected it towards this and more specifically towards sales. For people who are interested in sales, as Jesse said, we are putting together an accelerator to work directly with Jesse on this technique and beyond to help you grow your sales. And this is frankly, he's mentioned this, it's a, It's inappropriate for you if you have a small dollar amount product. So if you're selling a $10 product, working with Jesse's not the right move. He's the person who's gonna say what you're selling for $3,000, why not $5,000? And push you to sell for a higher value. So it is basically for people who are selling high-value products, working in a meeting-based sales process. So you're turning on your webcam or turning on, or turning on a phone app and talking to someone. If that is you and you wanna work directly with Jesse, I'm gonna have a conversation with you to make sure that this is appropriate for you. And the best way that I've found to screen out people who are just looking to have a conversation and focus intensely on people who really want to do this is to ask for a small, fully refundable deposit. I'm actually going to put that in the chat right now. If you'd like to work with Jesse, we've got a sales accelerator program that we're starting. As Jesse said, I've been pushing him to do this. He said, well, if people sign up, then I'll do it. We definitely have gotten people to sign up. They've all used that link that I just put in the chat and put down a deposit. I will tell you that the majority of people, I will give a deposit back because it's not appropriate for them. including someone who just this morning we were talking, I said, it's not really an appropriate thing for you. You're too early. You don't have a product that you can sell well, and you're too afraid of even sending out a request for an introduction. It's just not appropriate. But for the people who are, who are selling products at a few thousand dollars, doing it meetings like this, this is exactly what they've said they've needed and we will bring them on. So if you're interested in that, there's a link right now and I'd love to, I'd love to have a conversation with you. And Jennifer's nodding.
And while Andrew was chatting, I just pulled up, because I think it pulls a loop, like one someone agrees to make intros. In this case, Jay is a former employee of mine. So he agreed to make a handful. Now you can see this email comes from my inbox to him, basically asking, you can see in the name, we set it to the person, we have the person's name in here. And then we're, you know, making it really easy for them to— Jay to forward it on. And, you know, there's the funnel here, obviously, not all of these are gonna get done. But this just shows you what kind of what it looks like. And, you know, in this case, he agreed to 5 or 10 emails. And we were able to get those sent through. Um, and you'll see a lot of that, like, again, even what the mutual intro looks like, how do you pick up the mutual intro? So there is a whole sort of piece to this that I think once you get it going, you'll, you have a really nice flow of these conversations happening. What other questions do people have? Sales tools, just write 'em in the chat.
A big one that came up earlier, which is why I, I might've misunderstood, uh, the last one is. The question that's come up a lot is about notes within meetings. What are you doing, Jesse, to make sure that you're taking notes, that you're getting feedback from people, and that what's said in the meetings is useful for you?
Yeah, I mean, we have this tool that's still, that's still in beta, as you know. Um, this is one of my favorite AI tools called Day.ai, and we use it constantly. And so, you know, here you can see these are what it looks like. And I try to find an actual sales meeting.
Um, and there are a lot of these tools, but the beauty of Day.ai is it does take really good notes. And then the other thing is it puts it into a CRM so you know when to follow up with whom instead of having to go to a CRM, fill out forms and move people along.
Yeah. I, what I love about this is how good it does it. It actually is taking the stuff and putting it into these sections. Like for example, decisions made or next steps. I find that to be super, super valuable. And then it gives some of the context that was discussed. And you know, this was an interview in this case. Let me see if I can find an actual sales meeting here. This is a sales meeting. So this is us pitching to a private equity firm, right? So again, the situation, what are the challenges? You know, you can see exactly this. And then what are the goals and KPIs? So like the way this is organized is just, I've never seen anything do it like this. And so it's my favorite AI tool for, and it listens in on all our meetings and puts it all together, and then this can be dropped into HubSpot, or again, they're building their own CRM.
Yeah.
All right. Another question that's come up is what happens if somebody doesn't respond? Do you do a follow-up message with them?
Yeah, that's a great question. I think one of my rules in sales that I think a lot of people don't realize, or people get really, really, I'll use the word sensitive in sales. They're like, oh, they didn't respond. They hate me. They're, you know, and a million things go through their mind as to what's going on. And, and just think about yourself when you don't respond. How many times are you not responding to someone, whether it's you're being pitched or whether it's a friend messaging you because you're mad at them or because you hate their product or service? 1 in 100 times, 10 in 100 times if you're a particularly angry person. Like, I think the vast majority of people are just busy as hell, right? You've got kids, you've got your boss, you've got a million different things going on. And so I think almost always we'll just do like 1 or 2 nudges, even for the intro itself. Say, hey, did you, I just wanna make sure you saw this. Or I might use a different channel and go. Hey, I sent you a message on LinkedIn. I wanted to make sure you saw it. Um, and if you do too, and it's, it's again, someone you go, hey, look, it seems like you're too busy. No worries. Like, I'll check in with you at a later time. It's not, it's not, it's not sort of 8, 8 follow-ups, although depending on who I want to talk to, I have some, I've been known to follow up a lot. You can, if you really, really need to speak to a person, they will eventually talk to you. Um, but I think in a normal course, a couple of good follow-ups at different stages of the funnel. And most of the time someone goes, oh, I'm so sorry. I totally forgot about this email. And they'll just do it immediately right then. And so my biggest thing is definitely follow up and definitely try to keep, you know, and we can talk, we'll talk more about this in the accelerator, keep that positive attitude. No one's out to get you. No one's trying to fight you. No one hates you. They're all just busy. Everyone's busy trying to do their own thing and you got to make them understand why what you're doing is important to them.
All right. Um, one thing that's been coming up is, and you guys might've seen me respond to Sachin about this, is what about consumers? If you're selling Jesse to consumers, how much of this is appropriate?
Yeah, I mean, this is really what I learned in B2B. I don't actually know the answer because I've never sold. The only way I've sold to consumers is running large-scale paid media campaigns and email marketing and stuff. And so I'm sure if the ticket price went high enough, it makes sense. But this is really focused on B2B. And, you know, one of the things about B2B is you're not selling— someone's not using their own money to buy something. They're using a company's money to try to get ROI for a goal. And so a big part of B2B sales is explaining to that person why it's a good use of their employer's money to spend with whatever you're offering. It's very different than selling someone individually something where you— I go to you and I go, well, you should really do this, human, with your own money. I'm more risk-averse with my own money. I've got to talk to my wife with my own money. Like, there's a bunch of other things with my own money that's extremely different than a B2B sale. Um, and so again, I, I would say this is not going to be super valuable to B2C if you're selling B2C. Maybe you're selling private jet services to B2C, it might be valuable, like something that ends up being more like a B2B thing anyway.
Fair point. Jennifer, I see you're still on camera. What are you thinking about this? Is this appro— is this applicable for you? I think so.
I mean, I currently sell into individuals within a B2B context, so they're using business funds to pay me, but it's usually for their own services. I actually sell into People who are giving speeches, primarily fundraising speeches, annual meetings, inspirational meetings, um, for their employees and helping them better be better communicators. So I think this would be a good fit for me, but I'm just looking forward to learning more.
All right, cool.
How often, Jennifer, how often do you use scarcity when you sell as a tactic?
That's been, that's a great question. Tell me more about that. What do you mean by that?
So I, so one of the, one of the things I learned, you know, in my career is, especially if you're selling services to people, the number one thing you can tell them is, I only take on 5 clients a month or 5 clients a quarter. And what I observe when you do that, especially for someone like you in a pretty niche area, it seems niche-ish, like the person goes, oh wait, I want to be that person. Like, how do I be that person? Right? Because you've immediately flipped the script. And what I tend to do is I'll say it in my intro, but it doesn't feel like a tactic so much as I go, hey, I'm, my name is Jennifer. Here's my history. Here's my story. I got into this in this way. I help a lot of executives. As you can imagine, I'm very hands-on, so I can only work with 5 people in a given month. And I, you know, I thought, but someone mentioned this to you, or our friend thought we should meet, blah, blah, blah. Let's talk about it. And so it's a little bit of like, one of my other things with B2B sales or selling in this context is I don't think like You can sell people much in life. I think people buy things, but you can be really clear about what you offer and how it works. And I find scarcity to be one of the best ways to get someone to go, wait, like this person needs me more than I need them. And, and, uh, anyway, give it a try.
That's a great piece of feedback. One thing that I found to be really effective for me is that a lot of people are under severe time pressure, and this is something that they find to be extremely stressful to go into this. And kind of what I'm promising is you're gonna go in this feeling confident and ready and feeling great and having a great reaction and achieving your goals when you go out and speak to people. And so people, I think, get pretty excited about not having the stress of having to write all the speech all by themselves, think about it all by themselves. Like, right. You know, people think about public speaking the way they think about death. So being able to make them feel a lot more relaxed is, is definitely a value. But that's a great way to think about it. I haven't used scarcity before, but I like how you explained it, Jesse.
Yeah, scarcity is a great, I encourage everyone who's out there selling, just find ways to use scarcity, uh, because it really changes the nature of the conversation. Because most of sales feels like, it feels like an onslaught to people. And when it doesn't feel like an onslaught, and, and part, I sell this way too, partly again with the mutual intros. Most of the sales calls I have, uh, are not, are not random people. They're people who are friends of friends. And I think that's a big part of what makes it work.
Well, Javier, before I welcome you, I want to say that I have been getting email from people who want recordings, including Prince, Zia Ali, Rohan, Mirna. So if you want the recording or any, or links to anything that we've given, including Superhuman, my email address is a@bootstrapgiants.com. And I also want to say welcome to Kenneth, who was on camera earlier. He's going to be joining me for a conversation in private about whether being a part of Uh, the accelerator, the sales accelerator, and working with Jesse is appropriate for him. And that's along with Shiv, that's along with Cam, and I, I see a few other people. So if you're interested in that, I'll put a link to that. And if you wanna come on and ask another question and make it more direct to you, we've got like 7 minutes, maybe a little bit less. So just pop on like Javier. I think at this point, if you have a question about how to do B2B sales, let's just bring you on camera and have you join in. All right, Javier, what's your question?
What's up?
And then don't forget to unmute yourself, which is a part of the—
Well, thank you all for letting me join you.
Mm-hmm.
And also for this chat. So I do appreciate the in— say the insights on the scarcity, um, model because it has worked for me a couple times. But I think in my terms, uh, at least in my business, uh, I focus mostly in training for B2B companies because they need help with software testing and automation strategies for their web applications. Very niche, as you say. So, uh, it's interesting to me, um, whether your accelerator will be accommodating better for someone who's offering a product versus someone who's offering services. I mean—
Yeah, I think it's more an ACV question. What, how much does your service cost?
Uh, uh, at least $20,000 for training.
I think you'd be a great fit for it because I think, well, the goal of it is, my goal is that everyone who takes it is going to start doing with regularity 5 meetings a week and closing at least 20% of those meetings. And so to me, you start to stack that up and build a pipeline that then changes the nature of your business altogether. Because once that, once you have that consistency, And you're doing it yourself, then you start pushing out pieces of it so that you don't have to do it all the time. But that's how you get a business to go from always taking your time and energy to then being something that you can actually sit back a little bit and allow it to make money for you.
Okay.
And that's like for every time the business in my mind crosses around $100 grand a month in revenue, that's when you start to get to that exciting point where you put a couple, plug a couple people in and not have to be the one doing every single piece of it to make it work.
Understood.
Thank you.
We'll have you here. I'm looking forward to talking with you. Thank you. Nikki.
Hi.
Uh, hey, hello.
Thank you, Andrew. And I've learned a lot of things from your webinars. So I wanted to ask one question. A few minutes ago, you, uh, I think it was Jesse who told you need to make people realize why what you do is important to them.
Can you please elaborate on that? Thank you.
Yeah, for sure. Let's talk about B2B, you know, in this context, right? If you're a marketing manager or you're a CTO, everybody knows what it's like to have a job. Most people want to wake up in the morning. They want to know what they need to get done. It's going to be a good job and they want to go do that good job and then say that they did a great job outside of founders who are a bit of a different class and certain types of employees. And Everybody's busy as hell. And I think that's one thing that I, you know, I would tell anyone who's trying to sell is people are busy. They're not responding because you're stupid or they hate you. They're not responding because they just, they have their priorities and you're either matching their priorities or not. And so if you can't succinctly explain over a couple sentences in an email, over a quick introduction to somebody, over why what you're doing is going to be helpful to them, the more quantitative, the better. Right? The more examples, the better. Then they're not like, they're just not going to prioritize that phone conversation. Right? We, you know, one of the things I always tell people about Growth Assistant, the business we have where we sell marketing talent, that's, you know, 3,000 to 70% less than US talent. I go, it's the easiest sale in the world if we can actually deliver the person, because how easy is it to go, hey, we can get you the same, you know, same level of talent for 70% less. So that's a very easy pitch to make. Now, interestingly, people still, when we say that in the world, they're not lined out the door. And one of the things we've learned is when we actually highlight a specific use case today, we wrote a tweet and we said, we've just placed TikTok assistants who are finding influencers on TikTok. Now we've got, we got a bunch of new leads coming from that because it was one thing to say, you know, we can get you cheap marketing talent. It's another thing to say people are using this for TikTok use cases. And so that's just to give you a specific example I thought about off the top of my head. This one really, if I'm reading it, I go, oh, this is why this is going to make me money because I need TikTok assistance myself. I didn't, when you just told me generically that I can get cheap talent, even that was not a strong enough pull for us to get a bunch of different people. Um, and you know, one other point I'll make on this, like marketing and sales are, are, are, you know, cousins or they're hand in hand. Like when you send an email out and you see what works in a subject line, that's teaching you what you're going to talk about in the phone call and vice versa. Like I can see someone's eyes light up on a certain call and I go, oh, when I said this, okay, that's going to be our next subject line. Right. And so there's a big interaction there because you're learning what messaging works and that messaging carries through your entire marketing and sales funnel. One more question I had, Jesse, thanks for asking. Thanks for answering the previous question. So one more question I have, which is quite controversial, people fight over it, like Uh, which are the most, uh, you know, uh, effective sales channel? Is it cold DM, cold email, or cold calling? Who do you think is winning right now in—
when you are—
Yeah, I think, I think of that question a little bit, Nikhil, like, uh, which sport is the best sport to get fit? Is it tennis? Is it basketball? Is it running? Is it weightlifting? Is it The answer is choose whichever one you like, whichever one you think you're going to be effective at, maybe mix in a couple of the others every now and again to give yourself some balance. But I think too many founders spend too much time thinking about that question. And, you know, today we all learned one for those who are on the call, like this, this system I showed you guys, you really don't need to do anything else, like other than this system for 6 months, if you want to grow your business. Now, you'll have money coming in, you'll have clients, and then you can try cold email, or you can try paid marketing, or you can try Twitter link, you know, Twitter threads. There's a million different things you can do, but I think the biggest issue people run into is wondering every time something doesn't work after a month, they go, oh, let me try the other thing. And the reality is that, you know, my rule is it's gonna take you at least 3 months with more than 50% of your time to crack any repeatable marketing, marketing outreach or lead gen type effort. And so if you haven't spent 50% of your time for 3 months, I, I generally tell people, I don't wanna hear it. I don't wanna hear that it didn't work yet because you probably haven't given enough time and effort. Well, thank you, Jesse.
So good.
I know we're out of time. Let's just do a quick one with Javier and, uh, we'll follow up with everyone afterwards. Javier, you wanna unmute yourself?
Yes. Uh, I think the, I definitely follow up on Jesse's idea on how sales and marketing are definitely related to me, more like brothers, not just cousins. So the second part that I learned recently is, uh, find a way— what was like, find a way to integrate social marketing in just one tool. HubSpot apparently is a pretty good option, but I think it seems like Superhuman has a feature actually that helps you speed this process. Did I misunderstand that? Could you please clarify that maybe?
Yeah, Superhuman is the— is your email instead of Gmail. It sits on top of Gmail. And it just has a bunch of feature sets and I find it fast and easy to use and I like how it syncs across everything. Um, I just, you know, prefer it. And then yes, it integrates with HubSpot and I agree HubSpot is probably the best solution for sales and marketing combined.
Right. Thank you. Cool.
Well, it's good to meet you, Javier, Jennifer. Uh, thanks everyone. Email a@bootstrapgiants.com if you want the free Superhuman and/or to talk more about our sales accelerator.
All right. Thanks. Thanks. And Jennifer, we've got a call tomorrow morning. I just saw your email. I'm looking forward to it. And Javier, thank you. Thanks, Jennifer.
Bye.
Bye.
Bye, guys.
Bye, everyone.
