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that I respect, that I'd worked with before, that I had lost contact with. So worst case in the system, you're, you're activating some of your, your assets, and he does it in a very elegant, effective way.

Thank you. Thanks, MK. Yeah, I mean, there's— you got your network, you have people that you partner with, and that's why MK is a partner. Think about anybody, whether you guys work with me or MK or anyone else on this call, like Who do you know that has the LinkedIn connections that you want to sell to or partner with that doesn't compete with you? Why wouldn't you do an event if you're at the same event, right? If you were at a trade show, say, hey Sandra, let's do this, uh, dinner— or probably not dinner, probably like a bar thing, right? Get drinks, appetizers. Let's get both of our clients and prospects in the same room. Let's just use that to split the cost. It's the same thing on this LinkedIn I'm doing with MK. It's like, use other people's LinkedIn to work with you that don't compete with you, but they sell to the same people where you can refer business to each other. But you can also take 20,000 MK contacts and 30,000 Michael Falato contacts and say, hey, let's build this together to go out to your contacts because you're going to put your arm around me and vice versa. Otherwise, you're going, MK, hey, I see this person on your LinkedIn. Can you make an introduction? Yeah, Michael. Um, sure, I'll get to it. Automate this stuff. Open the door, then start business dating is what I call it. Think about how do you get in front of people. That's the biggest tip I can give you guys, right? I do this for a living. You don't necessarily need me to do this, but You need to figure out when to automate and when not to automate. When to say, I want to use Clay and, and Claude Cowork and make these AI crap slop to go out to the market. Or how do I want to use AI to basically open the door where it doesn't look like I'm trying to align with you before I even get to know you? Give before you ask. Hey, I want you on the roundtable. I want you on the podcast. I want to get your opinion on this inbound. conference that HubSpot does, ask an opinion of somebody versus, hey, I'm Michael, I do lead gen. I, I even changed my num— my name from Full Throttle, Full Auto Leads to GTM Full Throttle. Like, you gotta pivot when you gotta know when to pivot. Lead gen is kind of a dirty word now. So I'm just like, I don't— I do so much more than that. And I got Daniel here next to me that is a genius in, in engineering and tactics and strategy. So Why not use both of our very well-thought-out brainiac messaging and go, let's, let's make this work. So I'm gonna pass it on to some folks that I want to hear about what they do. And but again, please don't pitch. Just say, hey, I'm Gregory. I do this. I help with that. But my tip and strategy for you guys is I use this tactic. I use this tool. I learned from a past mentor of mine that this was the best way of doing it, or I did something so bad that I'll never do it again, so don't do it. So, Greg, Gregory, you're on.

Hi. Hello, everybody. I am a market research practitioner. I have my own business, Research Biz LLC. The tool that I've been using lately that I'm really excited about, and probably half of you are going to say, oh, come on, that's so 3 months ago. But I've been using Claude for Chrome. So it's an agentic form of Claude that you can open up a web page and frankly, they can be subscription, you know, kind of gated web pages like LinkedIn or, you know, X or what have you. And you just basically ask the agent, I'm looking for posts in the past month that have anything to do with X, Y, or Z, and then just hit go. It's going to ask you a couple of questions to kind of clarify, do you want me to do this or do you want me to do that? Once, once you set it off and let it go though, it's, it's basically doing all that work in the background while you can go make lunch or, or, or what have you and come back to basically a result. You know, I have found, you know, 18 relevant posts and granted 12 of them might not even be that great, but 6 of them are going to be like diamonds in the rough that Might have taken you hours and hours to have found on your own. And, you know, this agent just did it for you.

Yeah, virtual assistants are pretty much screwed now. Yeah, do all the stuff they did manually on Claude. Claude Cowork is amazing.

Yeah, yeah. I haven't, I haven't really got, gotten into Cowork, but I have a feeling that the amazing, the Claude, the Claude for Chrome is, is a, you know, a limited veneer of, of that, you know.

Cowork will go into all your files on And all the different computers and all the, all your Google Drive and all the things you've said over the last years and say, and be your brain. So ask a question, it's not just gonna look outward, it's gonna look inward into all your data too.

Yeah, I have to be cautious though, because I have a couple of clients who have, you know, kind of expressly said not to use their content with AI, and it's a pain in the neck, but I, you know, I have to respect that. And so any, anything that I would, you know, kind of set up in that way, I'd have to be careful. But anyway, I just, I highly recommend it. If anybody has not tried it, give it a try. And one, my tip is ask for the output in a Google Sheet because then it's going to organize, you know, I found this, this link. I mean, I found this post. Here's the link. Here's a summary of what it said. Here's the contact info of the person who posted it. You know, you can get pretty flamboyant with, you know, what you want as your output, but then it's, you know, all conveniently in one place rather than in a kind of hard-to-read text stream.

Yeah, I took Claude and then fed it into my HubSpot and Firefly's note-taker and said, find me everything that I've been working on that's maybe staggered out. It didn't, it didn't really close yet. Finding some deals. And so, I mean, I just don't know what I don't know because I don't remember all the things. Daniel, is there— there's probably a way to kind of help, like with the Gregory thing where the content that he's gotten from clients, you could probably prompt it so it doesn't say, don't listen to anything I did from that particular client, right, Daniel? Yeah.

Yeah.

You can have So when you're building out stuff with Claude and you wanna, let's say, like, create an agent with it or have different skills, you can have that in there where you have a rule within any of these things, like, again, a skill or an agent that's gonna say, you know, don't look at any of the client work. And then also, once you kinda get deeper into it, you can point it to certain folders that you have. that actually are completely separated from that client information. Right? So that's what I also do as well is that we would have designated folders where we can point Claude to, and that folder doesn't have any sensitive information, but it will still have context that it needs to do the tasks that you're looking to have with it.

Yeah.

It's—

you just tell it the, like you're saying, the point. So you don't mix and match content, or you don't put stuff on AI that Is public now. Is there— I mean, I know that there was a big thing about Chat taking things, taking your content and putting it out in Hemisphere there, where if you put it in back then, you put it in a separate database or told Chat to do— to not do that. I mean, Claude Cowork kind of does that now because it's, it's meant to work with your, your internal information, right, Daniel?

Yeah, yeah, exactly. So it like, like I mentioned, you know, depending on how you wanna set it up, you can set it up a couple different ways of like what it's able to access and what you're able to work on. So there's like layers to it because Claude Cowork is just gonna have, it's gonna be like internal in on a web browser and, or the Claude app. And then it's going to be able to, to see whatever connections you have in there. But you can separate those like kind of connections and, and have it more granular if you, if you want to.

Yeah.

How about Scott Stanton? Staunton? Is it Staunton?

Yes, that's correct. Staunton.

So yeah, give us a little background who you are, where you live, what you do, but most importantly, Life lesson in tech sales tactics, founder entrepreneurship, what worked and what didn't over the last 6 to 12 months?

Uh, last 12 months I've been doing vibe coding. Um, I work for an agentic AI platform called Rapid Canvas, and, um, uh, they build bespoke AI solutions that within about 90 to 120 days can get turned into, you know, enterprise-hardened applications. A lot of A lot of folks are dealing with ChatGPT at the local productivity level. A lot of enterprise clients still are. But so I work with businesses to be able to help them get on a platform that has a solution architect to go with it, an expert in the loop, so to speak, which is a data scientist. So, you know, if you're building applications, It's a nice platform, but it's not necessarily for a single shingle type individual. It's mostly for businesses that are probably like, you know, $20, $30 million or greater in terms of, you know, the monthly recurring revenue that's required to be able to get on the platform. Hopefully that helps.

Okay.

And I think I put a couple things in comment. I think Claude is probably the best of all the different AI tools, you know, tools that are out there. I mean, I have ChatGPT, Copilot, Gemini X, all those products. But I find that what I'm doing is feeding in co-work, creating a second brain for myself so that basically everything is digested into that. And then I can start having it make decisions for me and manage day-to-day activities.

Yeah.

That's awesome. I, I actually built this digital twin.

Digital twins are, are something that you can build.

Yeah.

Yeah. I did it with— I put it in here in the chat with Delphi.

Okay.

Sure. It's something you could build in cloud as well, but Delphi already had it built. It was free. And again, I guess it's— you gotta have a certain amount of engagement to start paying for it. But I thought it was cool. And then I basically— you had someone onboarding with me as a, as a person to sell, and they kept on asking me questions every 2 hours. I'm like, I, I can't handle this right now because I'm trying to sell too. So I started using my digital twin as the brain that they can talk to for the questions they have for the client. They're like, wait, that's a great thing for someone in, in a new job. Like, Don't have them like that VP of sales or whatever that's the reporting to be that fountain of information. Like, let the information flow and then ask to clarify with that executive. So, let's go to, let's see, Mike Moreno.

Yeah, I'm just looking from a perspective on On AI, Jay, sorry, I joined it a little bit late. No worries.

Like, who you are, what you do, but not a, not a big commercial on that, but who you are, what you do, and then a tactic strategy. Let's maybe talk about a strategy than just AI tools. Because, you know, for me, it's like I would take an event on LinkedIn, scrape all the people from there, and use that as intent data. I go, they're already attending How to build their top of funnel? Why wouldn't I send them a message? So for me, that's the strategy—not necessarily a tech—of me going. I'm gonna fish where people fish. Why am I trying to? Like if you're advertising tech, advertisers advertise. Why wouldn't you go after someone that's advertising instead of someone that doesn't advertise at all and try to convince them to advertise? Then use your tech. It's a simple idea, right? But that's it. Got it.

Yeah.

I'm trying to learn from other people and so are other people here.

Yeah, I'm probably gonna lean a little bit on AI again as well. So I'm, so last, this past year life happened. So I'm kind of getting back into it again. But I started what I'm calling, what I've called a campaign agent, which is essentially a Vibe-coded application for marketers, in particular campaign teams. And so the, The gist of campaigns is ideal companies, let's say mid-market, they want to do integrated campaigns that are comprehensive of top of funnel, middle funnel activities, progressing opportunities, and then maybe at close, closing the funnel, like live event or things that are more touch or demos, etc. And so this application that I built helps, helps that. And so in kicking things off earlier this year, the thing that I found incredibly helpful besides vibe coding the website for it in Vercel and VO was using Claude to actually do SEO. So I basically, again, using Cowork, built an SEO management solution that in conjunction with it building the right type of blog content within about, I want to say 30 to 60 days, I was showing up on first page of Google and then also starting to show up in ChatGPT as well. So I think, yeah, I think the marketing, my view, and I recently watched a video on YouTube this past week that kind of highlights this, is the attack structure of marketing has changed. We all know about AEO, GEO, but I think that is a critical piece that even goes from large enterprise down to SMB. Being able now you can leverage tools like Claude Cowork and within 30 days start making an impact on your SEO and start getting some of those organic leads or organic eyeballs coming into you looking at your site.

What was the tip? What, how did you use Claude for the SEO stuff? Like if you had to condense the, how you did it?

Oh man, I, it's been a few months since I did it, but if I recall correctly, I just took some of the best practices. That you could find online. And I threw it into Cowork and I basically said, I want you to run this every day. And so every day it's looking at my website, it's looking at keywords. It's, and then it's also providing me with blog content that's also amplifying the core keywords that people would be searching on for, for my product and solution. And so over time, and especially now the concept of, and if you're the concept of loops, Loops is taking agentic AI and moving it to a thing of like what we're all used to, strategy, goal. What's your objective for SEO? My objective is to show up on page 1 or, you know, own these keywords. And every day that agent is going through and seeing how you're aligning to those core keywords that you're looking to own. So I think that the game changer, and obviously we all want to Do the things with the highest leverage. But my view is that something like SEO and AEO today can be, can be really automated and leveraged with AI to go attack those core goals to get you showing up organically.

Awesome. We definitely, I definitely could do that SEO better.

Um, it blew my mind. I'll be honest with you. It blew my mind because like I'm, I've been more of a product marketing guy most of my career and some digital marketing, but not pure SEO, but really within a very short period of time. Oh yeah. The other challenge I had for Campaign Agent was getting it past the corporate firewalls. I'm sure most of you guys may have experienced this is certain larger companies. If you're going after mid-market or large enterprise, they're going to have Zscaler, Palo Alto Networks with, with like extensive blocking. And when you're trying to sell into a customer who's blocked like that, as I was, oh my goodness. And I just, it took me, it does take some time, took me about 30 days to get past those firewalls. But in conjunction with that activity, plus what I was doing on the SEO side, really, really helped a lot.

Yeah, I think your comment that everybody should pay attention to here is the daily command. You know, we used to do SEO on a monthly, then weekly basis, and now, like, really the way the algorithms are working and with artificial intelligence, I think your comment there is everybody should be programming this, and you have to be augmenting your SEO and your GEO on a daily basis. There's no— you can't afford lag anymore. You've got to automate this and you've got to drive it.

Aggressively.

For sure. And one tip I will give you that worked last year, I'm not sure if it would still work this year. I think it might still, is building a, what's it called, a list fold blog. Probably using the wrong word, but basically you write a blog and the, who are the top 10 companies in said category? And maybe you put your company as number 3. Oh my goodness, if you don't have any presence with G2 or Gartner or anybody else, that thing— I did this with an AI startup I was consulting last year, and within a few days they were starting to pick— ChatGPT was picking us up. And so it's something worth trying. It needs to be kind of delicate so that you don't feel like you're hindering your brand. But you're still also not over into saying I'm number 1 and I'm the best. Could, could be a bit of distortion and might not be viewed as reliable.

Good tips.

And you're, you're in Austin, Mike?

Yes, I'm in the Austin area.

Awesome. If you guys have a question or statement or want to, want to engage, hit the raise hand button. So we can see— Anne, go ahead. Hey, so thanks so much for your recommendation, Mike. I would love to know, is there any integration? You seem to kind of have Claude doing a lot for you. What integration— what, if any, integration is there?

Vercel integration was the one that I was relying on previously for the SEO blogs. So It would basically— I'm sorry, Vercel, V-E-R-C-E-L. And if you're spending money on Wix or any of the other major, you know, web page developer sites, I would certainly take a hard look at Vercel. Starting last year with that AI startup I was supporting, we were on Webflow and I basically hired a guy I worked with in digital marketing years ago to build the site. He built the site, it took way too long, and I'm paying the guy. And then my coworker's like, hey, I rebuilt the site in Vercel. And so within a few days, we rebuilt the whole site we had built on Webflow. And that's what I was using for Campaign Agent earlier this year is I just, I had built the app, which is more of a kind of early stage app using Replit. And then With Claude and Vercel, I built the website and built it in like no time at all. You know, you basically build your, your kind of copy blocks to what you wanna say, and then they even have templates. So if you don't have an idea of what you want your page to look like, you can go pick from their templates and they will build it super fast. And then the SEO, it was between Claude, my Claude coworker, it would just publish automatically too.

Okay, so that's how it is because you had the Claude Professional, so you were paying for it.

Yeah.

And it connected. Yeah. Thank you very much. Sure thing. Mallet, is that how you pronounce it? Can't hear you, buddy.

Yes, can you guys hear me? I'm trying to— Yeah, now we can hear you. Okay, cool. Yeah, well, first of all, Michael, thanks Thanks again for putting this together. I really appreciated these sessions. I think I used— I was on here back when you used to host it on Eventbrite, or at least it was on Zoom through Eventbrite.

Yeah.

Last year, and it seems like it's grown since then. So I've been experimenting a lot with— well, it's not just an AI conversation, but using some of the AI tools. For broader go-to-market strategies. And I haven't candidly used Claude Cowork. I've been using Codex on ChatGPT. And from what it sounds like, I think some of the capabilities are similar. So what I've actually done, let's say over the past week, is I've been using it to start from scratch, from 0 to 1, and build 2 different websites for me. One is a personal one and the other is one for my advisory business. And it's like I'm getting a— I think I'm getting a bit of a view into how the future is going to be, the future of working. It's like a conversation. You have it, you have the tool, you give it enough context, you connect it, as I just said, to all of your— you know, if you segregate the data that you don't want to be connected, you can have it do that. But you give it as much context as possible, then it allows it to run until it needs input from you. So it frees up my time to really just focus on decisions as opposed to like the execution of like the building the website or what have you. And then also the key, I guess, incremental insight I want to share here is I read widely and I've been pretty good about also synthesizing my thoughts and tracking them in the highlights with a program, a book, a program called Readwise. It's a read-it-later app. So everything I read, whether it's emails, documents, what have you, that's— I have a whole process through which I intake it through Readwise. And then whenever I'm reading it and I highlight it, it all then is like in a centralized location. It's tagged and what have you. This becomes powerful because then when I'm using my AI codex in anything having to do with communication, marketing, really anything, I can now draw upon this second brain aspect I was just talking about in a way that's even more dense. And I find that the more dense and the more enriching, the more, yeah, the more dense the context that you give these things, then the more powerful the results can be. and the less generic. And so I've used these to build— I mentioned some of the websites, but then also another application has been basically a tool for basically do-it-for-you email scraping and then email campaign management for like a medical research study. So I'm working with some medical students who are trying to basically do a survey And they needed to get, let's say, 150 responses. Doctors typically don't have their emails available out online, at least from private practice. But let's say a lot of academic medical centers do. There were 285 of them. Very, very difficult to do that manually. And it's kind of go-to-market in a different sense. But built them a tool to be able to help them with that, right? So anyways, that's just some— I just wanted to share some of the other ways that I've been using it, and I think there's— it really— the sky's your limit, right? If you just think about, you're limited by your ideas and then your ability to converse with the thing and also critically interrogate the output. Um, and I think ultimately elevates your thinking.

Thank you. How about, uh, Darius Plaskowski?

Yeah, close enough. I've heard worse. How do you say it? It's Dariusz. Dariusz Pachewski. Hi everyone. Um, I'm— yeah, I'm loving all these use cases. I've been, um, almost 30 years in tech, mostly on the marketing side, uh, and go-to-market, and, uh, left Franklin Covey in February. I've been building up CLG Partners, customer-led growth partners. I have a CLG methodology that I've built out over the years. And what I've done is I've basically created a fairly sophisticated prompt based on the CLG method. And what I do is, before I talk to companies, I go run an external diagnostic on what is the customer experience across the different parts of the customer journey to find gaps and growth opportunities. So when I'm talking to them about CMO roles, CGO roles, I can come in with a fairly deep perspective on where there's friction and opportunities for growth and improvement. My pitch is, and I'll put something in the chat here, but I'm writing a paper on what I'm calling the human-agentic continuum in go-to-market. I love these use cases that you're sharing, so I'm looking forward to receiving the meeting Transcript. But I'd like to interview another dozen or two CXOs. I've been talking to CEOs and CXOs, CMOs and CROs in the space to try to see where are you, who's the most progressive with agentic execution, deployments, experimentation. And if you join the interview panel, it's like 30 minutes one-on-one. you'll be one of the first people to get the paper, of course. But yeah, look, thanks for sharing all your insights. I'm very curious to hear more.

Thanks. Thanks. Thanks. Let's go to someone here who hasn't chatted yet. Steven.

Sure. Hey, Michael, what a great webinar. A lot of these, you don't get any value, and I feel like I've gotten so much already from hearing from folks. I'm Steven Koski. I've been using Salesforce since 2002. So any of you who are doing enterprise or small-medium business that wants to grow, I can help you there. And I do a lot of AI work now, and I'm focused on helping people save time in their week for a small-medium business. So that's my background.

What's— who's your target client?

It's small-medium businesses who've hit that $10 to $15 million level, which is about as far as they can go without that exoskeleton of systems.

Okay.

And I mentioned Salesforce.

I know people are like, hey, they're not really getting there with agent force yet and all that. Um, they might not be, but, but to grow beyond that, you've got to have structure and a larger team. So that's, uh, that's where I, where I can fit in to help people.

Awesome. Christopher Skinner.

Oh yeah, and Michael, thanks a lot. That's, uh, yeah, you do have quite the wonderful thing. This is— I like the format of how you're doing this. Great job. Um, so the question is what I've been using. You know, I have to say, one of the surprising things has been Boardy. But Boardy is, uh, quite the odd little application. I think it checks the box on people that are social. And I built a get-along score for myself. So I run before Boardy does the formal introduction. I check to see if I get along with the person, and those conversations are wonderful. It— out of the box, it's a little frustrating. So if you try it, make sure that you really think carefully about who you're going to connect with so that you can find people. But I've actually been selling things through Boardy.

Yeah, I've tried it, and it hasn't really found too many matches, and it just depends on who you are, what you do, and It's a lot of chat back and forth, but it's free. So, you know, if it gets you one, even one lead, it's definitely worth it.

Yeah, the challenge is the— it's, yes, just because you want to be social doesn't mean that that's necessarily a good thing.

I mean, we— I mean, I would love to get people on here that are CROs, CEOs of a mid-sized company as well. So if we guys I mean, we have a lot of good people on here, a lot of coaches, a lot of strategy people. But if we don't get the end clients that we're also going after as a whole, as a group, then it's not gonna ever be more than just us echoing ideas.

Yeah.

Each other. So I, I wanna leave it up to you guys as well to help me build this, just like MK has. If you wanna take your LinkedIn and say, Michael, let's do this roundtable, let's use up my LinkedIn, I'll help you. Um, I would, you know, it's going to help you. Yeah. Okay, go ahead.

Christopher, I've tried Boardy and it keeps bringing me investors. Was it—

Same thing here.

Right. I'm not getting to customers. So is— was there something you did in setup, or do you have any guidance or tips? Like, it's a Canadian company. I'm Canadian. I love to support the Canadians, but like, it's just I'm just like, it's just no, no, no, I'm not interested in that person. Did you— how did you get it? Like, did you get it missiled in somehow?

Well, I did. There's, there's 2 things that you have to do. First of all, feed it people that you like, give it profiles, give it a text file, cut and paste somebody's LinkedIn profile, right? That's job one, do that. And And tell it what to do. Pull out common attributes, pull out common phrases, pull out common language amongst these 5 to 10 people that I've uploaded. And it will be surprisingly good at saying, ah, I see what you're looking for. So you're looking for this. It doesn't have a huge database. It's about 160,000 people that have signed up.

Oh, wow.

It's not big.

Why am I kidding anybody?

Oh, well, it's, it's big because everybody is— has, you know, we're human beings, right? Not human doings. The idea is that we want to be social. We are social creatures by nature, uh, most of us, right? Yeah. And so we, we want to scratch the itch. So teaching it that— the other thing you can do, the second part, is to go find 5 to 10 people and say Don't ever bring people like this. Now, I would recommend do the manual cut and paste. Just put text box, text box, good, bad, and then let it do the resolving of the calculation. Even that, because I dropped it for a while, I completely gave up.

Yep.

And said, this is not working. So, um, My background is in digital psychology, large-scale psychology. So I literally created a calculation to say what psychological characteristics of the person, and I made it a gate of who I get along with. And it ripped— it removed initially. I injected some specifications, funny enough, through WhatsApp. And I said, follow these specs, which was deriving frequency of language and things like that. And then the— it improved from, I don't know, 3 out of 10 to now it's moved into the 8 out of 10, 9 out of 10.

Okay, cool.

And it, it gives you a precise view. But every time it gives you a suggestion, say, are you following the specs I gave you? of the good versus bad. And then that is quite successful. But realize, just like, just like mining for gold, you're gonna, you're gonna hit the vein, you're gonna run through the vein, you might hit 20 people, and then it might be over. It depends on how broad or how precise what you're looking for. So it has its serious, serious limits.

Let's move to Bill.

Thank you.

I'm probably the outlier in the room. My background's technical. I've been running software teams here in Silicon Valley for 25+ years. My experience with AI has not been great. I've had a lot of times when I've tried to use it and I have not been happy with the results. The one thing it did for me really, really well was editing a book. So I wrote a book and then went to Claude and said, I need— I'm working on this book, I'd like to publish it. It asked me a bunch of questions, helped me with the outline, and then went through and edited every chapter and edited the final. And I've actually been quite happy with the outcome. But a bunch of other stuff that I've, that I've experimented with, I have not been delighted about. The other part of this is that I'm very narrow-focused on the stuff that I'm doing. And for me, the creative process isn't that hard. Like, I actually had an inspiration as people are talking here about a piece of content that I want to create for today. And I like writing my own content. And so for me, AI has been kind of a distraction almost. because it drags me away from what I've found to work better when I'm actually in front of people.

Um, you just got to use certain— you got to use certain platforms for certain things. I mean, you can't, you can't say Claude— like, I did Claude for graphical, right? I didn't use Claude Design, but I used Claude, and it gave me the worst graphic ever. And Gemini and, and Google Notebook gave me amazing work. So you just gotta play around and and it's like going to a subject matter expert. You know, Michael might have a good one for GTM, but not for like what MK does. She might. She's expert in that. You know, where we go after really an ABM approach mixture with with what I do. So yeah, yeah. You just got. You just can't can't put the baby with the bathwater thing.

You know? Yeah, it's just it's you know it's one of those things of what what tool do you like to use and how well do you like to use it and The prompts are important. Yep. Where I'm, where I'm like, oh, I desperately need AI to advance me in some way because I haven't hit my own limits yet. Yeah, I don't feel like I've maxed out myself to the point where AI is going to be a value add. And I fully get that that's an unusual use case. So awesome.

Sorry. We'll get you 60% better soon.

Yeah, thanks.

Yeah, Bobby.

Hey everybody, I'm Bobby Christie. I'm the CEO of TW3 Marketing in Atlanta, and, uh, what we do is, uh, we do, uh, authority and trust-based marketing, and, uh, our goal is to take small and medium-sized businesses and make them the obvious choice where we turn their expertise into proof that customers trust and AI can verify. That's us in a nutshell. The tool that we use, and I get 100% of our business off of LinkedIn, the tool that we use exclusively is called Evvy AI. It was created by Joe Apfelbaum. And the thing that makes it unique is that it isn't necessarily LinkedIn automation, but what it does is it helps identify prospects. And I like to think of it right now as kind of like Sales Navigator on steroids. One of the things that Joe has that I consider to be really unique is that he's the guy who trains the people at LinkedIn on how to use LinkedIn. And so what he introduces isn't going to really offend LinkedIn because it's what he's training them to do. And it helps position you whenever you go in to talk with somebody. You can do a deep dive and It actually uses all of the LLMs are actually wired into it. And so you can actually work with it on one side and then it will pull everything into Evie AI. You can rearrange it and it gives you, you can create various emails to connect, connect messages, and you can then start to plug things in. And we find it very helpful in getting conversations. And one of the things that, you know, Joe stresses and I firmly believe in is having at least 5 conversations a day with people. And the other thing is, is that we also use Evvii to do— I call it database reactivation because all of us have a lot of connections on LinkedIn and some of them we haven't talked to in years. And so we actually have developed programs within Evvy AI to point out people that we haven't messaged, and we jump back into that. So yeah, I like that tool and use it quite a bit.

Thanks, Bobby. I want to make sure we get everybody kind of— go ahead real quick, but I want to make sure we get everybody.

Yeah, just really quick, jumping off of Bobby, I actually was doing a very similar exercise recently where I, if you go to your AI and you integrate, you can, you can do your LinkedIn export. You can export all your data. There's also like a Python program or tool where you can actually have, let's say you have iMessage on your phone, you can export. You can use it to like pull out all your texts and everything. You can also connect to your email. So basically I have, I have it crawl through all those different channels. And then it's like a centralized place to then scan for where they're open loops. So that same idea you just described. But it's not just LinkedIn. You can basically do it across different areas. So that's just something people should consider if you can sort of integrate the different places, because some channels are more natural than others. Sometimes it's LinkedIn, sometimes it's text, whatever. But if you can put it all in one place, it becomes really powerful to keep all the loops.

You also got to think about when you do all this stuff yourself, not to pitch what I do, but there's experts that do this, that do it full time. And then if you're trying to do all this founder-led stuff yourself, are you leading your company? Are you working on your product? Are you working on all these ways to try to save you money that necessarily are taking up your time because you want to figure out how to do everything? So figure out how to do certain things for your business and figure out how much is that actually costing you and how much would it cost to have an expert do? Because I already learned, MK already learned, Mike already learned. Gregory already learned what works, what doesn't for what he does, she does. And there's no— you can't replace it with AI. You could basically say MK and I have an AI solution or whoever, but I could figure out a lot of things, but I don't wanna mow my own grass every week. Right? I don't wanna build everything myself in chat or Claude. I wanna figure out how to do it quickly, fast, and cheaper. If it's not, then I'd rather hire someone. So I just want to be— this definitely— everybody's trying to go like, I don't need this department, I don't need that person. You still need someone to orchestrate, project manage, and learn. And MK, I, I can tell you want to add to this. Go ahead.

Well, I, I was gonna jump in and say the same thing, Michael. Yeah. The other thing too that I'm finding is the clients need help. It's not just a tech play. To Bill's comment, right? Like, if you're a domain expert in things like that. So here we are, we're all inventing a little bit of this and a little bit of that. The human capacity to absorb it and change it, right? So like, Michael, I want to put you in the room with my clients. They know what I'm good at. I know what you're good at. And they need help. They need help with the change management. They need help. It's more than just a piece or a part. One of the things we're starting to do is we're bringing in our partners into our client environments because they need humans. Chris made the comment, we're a human being. All this stuff makes— it's interesting and exciting to us, but I need someone to talk to the head of revenue operations. It's not a tech conversation, it's a Michael Falato conversation saying, Here's how we're gonna get you. This is what it means to your people. Here's how it impacts your business. So, um, yes.

I mean, if you look at what MK built, she spent a lot of time thinking about A equals B equals C, but sometimes it equals E and F, right? You can go through all that yourself. You can go through what other— anybody on here that builds something or, or try to learn something and go, when can I do this? When can I outsource it? When can I buy a tool? I use a LinkedIn automation tool that's amazing, way past what, what anybody has mentioned on here. It mimics human behavior. Now, do— could I build my own AI tool for LinkedIn? Yeah. But is it going to get shut down, picked out, LinkedIn police? Probably, because it's going to look for things like Chrome extensions, Cloudwork, Cloud, all that stuff. I'd rather do someone that's spending millions of dollars on their platform and spend $300, $400 a year and then do it for my client.

Mm-hmm.

Same thing with email automation. You know, I figure out, yeah, I could get, try to build this, but there's 400 million contacts in this database and they're doing it faster, better, and cheaper. It's just kind of think about, you know, who you're gonna do this for, how it works, but what makes sense and the strategy behind it, the strategy, the mastermind, The what you failed, what you succeed in life is what makes you, Mike, Steve, Jimmy, Michael, you know, Tommy, more unique. And if you don't prompt AI or you don't prompt your partner or you don't prompt your, your developer 5 coding solution, it's never gonna work right because you didn't talk to it right. So I would kind of leave it at that. I'm gonna— I have to jump on my next roundtable mastermind, so I'm gonna Cut this a little bit shorter, but is there any last information? Not what you do, but more like, hey, don't forget about this. This is the best idea ever that we can spread. That'd be great if you want to help me build this LinkedIn— I'm sorry, this roundtable. Let's talk. I mean, you got to have at least Probably 3,000 or 4,000 connections. So I can— it can help. But Sandra, why don't you go ahead and close this out?

Okay. It is Sandra, by the way. Okay. Just real quick, let us all remember, because this is what my business is founded on, the foundation for whatever function we're talking about. In my case, it's marketing. So the foundation before you build a building, You need a solid foundation. Otherwise, the building will lean and/or fall. So the cool tools are great. I use AI tools myself. But until you have the foundation of what your business is about, who you serve, why you serve them, why they should do business with you, the tools don't matter.

Yeah. And ask AI even to help you with that too. I mean, if you ask, but ask other people in the space. And this is why we do these roundtables, is to learn from each other. You guys could easily get on a call after this and go, I heard what Jim or Sandra said, or MK said. And that's where you guys are going to learn from each other versus on this joint call. You're going to get a lot more from each other. Take the little 3 buttons where you can basically go, okay, you know what, I want to basically save the chat and then Save it. I'm gonna post the roundtable on, on my LinkedIn and also on YouTube. So feel free to do that. I know I saw a couple of people say they're, they're interested in helping. Again, when just posting on LinkedIn and saying, hey, Michael's doing a roundtable, great, doesn't really help that much. What helps is gonna be me taking your LinkedIn. And going, we're doing a roundtable together. MK is a true testament to this approach. Take your LinkedIn, use your connections, use your trust factor to help build a roundtable that all of us can enjoy. If it's just my contacts, it's gonna get old. It's the same people every week. Now, this is not the same people every week because at least half of you guys are new people, which is awesome.

Mm-hmm.

And I do this every week now versus every 2 weeks. So it's gonna be smaller groups cuz people have a, a chance to come each week now. But for this to make sense and for me to keep doing it, I definitely don't want Michael and MK level people out here, which is solopreneurs, small companies. I want people that the connections of us are people. That's why MK used her LinkedIn. and my LinkedIn to go after people that are more than just these solopreneurs. We're great people, but we're not going to be selling massive amount of business to each other. We could be referral partners, which is great, but I'm doing this to help me and to help you. And the only way we're gonna do this is if we get some really $5, $10 million companies on here, not, not, not people that are Could handle 5, 10 clients, and we're like, okay, that's enough. I can't do it. Stop, Michael. Stop doing the outreach. So hopefully that makes sense. God bless all you. I'll see you next Tuesday. Feel free to go on my Luma link. There's a whole bunch of other roundtables I do with clients as well. MK, you wanna say something before we go?

Nope. Perfect, Michael. Thank you.

Alright. Thanks, everybody. Bye.