Sales call teardown (#2): How customers *really* see a demo

Hey Rob, how's it going, man?

Yo.

Uh, and here we are with a second public teardown with Harold. Is there, uh, any, let's, let's give maybe a little bit of context on what folks are about to see.

Yeah. So this is the second one. I would strongly recommend watching the first one first before this, because then you'll get context on the business and I'm tearing down the first sales call. This one was part of a live event in front of like hundreds of founders where the actually potential customer shows up and gives feedback on the demo, which is really kind of nice and rare, and it will twist your brain on why, like, what do people want to see in a demo? And, and it's not usually what, what you think it is. And then we zoom out and talk about the implications for product-led growth, for the company's positioning and all that kind of stuff too. So this is, uh, yeah, it's just a, a good way to watch part of a sales call get torn down and get the potential customer's feedback so you know how to demo better.

Awesome.

Yeah. And, uh, we'll keep it short and sweet. Rob, um, anything, how should folks engage? If this is somebody's first exposure to you, how should they engage?

Don't start on this video. Go to the other, go to the first one first and then jump back to this.

Cool.

And we'll also include links to Rob's Substack and stuff like that. Anyways, pretty unique, uh, to see like an actual sales call teardown. Hope everybody enjoys. See y'all later.

Um, okay, cool. Jump to the second call, Harold.

Yeah, let's do it.

Okay. Uh, any context on this one?

Yeah, so this one also inbound. I saw that Alana created an account on our site, and anytime that happens, I send the user an email, ask them to get on a call. So this is the call.

Sweet. All right. Let's jump in. I'm gonna make this one a little slower.

I was just on your LinkedIn before this. So yeah, let me know how we can help.

Yeah. Well, amazing event, by the way. Very, very interesting. And it sounds like Slickr honestly offers so much. I mean, we probably similar stage, obviously it's only been, you know, weeks since Boston, but we're very much just coming out of stealth that we are wanting to launch kind of full marketing. And because we are at a bridge of so many different things in terms of health optimization, we've got like the biohacker kind of community, then we have the crypto, you know, cryptographic engineers and people who are very interested in data privacy. Um, and then we've got people as well kind of focus on the universal basic income side. So there's many different areas. So they also all have very different channels, you know, the engineers and the privacy experts all kind of more on Reddit and Discord and, um, maybe Substack. Health optimizers are in certain communities or online, uh, communities and even in physical like wellness clubs and places. And then the universal basic income people aren't necessarily connected to many of those things at all. So there's many kind of different approaches and different narratives potentially that are needed for all of them. Um, but I wanted to just learn a bit more about your product and see, I think, I'm not sure if I signed up for a demo just yet. But I was just interested in terms of, I actually know, I think I did sign up. I know there's like a free option with 200 credits. Um, but I just wanted to learn more how, you know, it works and all of that. We are essentially a cybersecurity company. We are very privacy, like data privacy focused. And so we're very hesitant to use certain softwares if it means access to too many of our proprietary, you know, information and all of that. So, um, yeah, I would just love to learn more kind of the security side and then also how, um, just generally it works.

Yeah, sure.

Okay, cool. What have we learned at this point?

Again, not much. I think it's, there's something related to go-to-market. They just came out of stealth. Elana wants to get the word out in some way, but I'm not entirely sure what that is yet. So yeah, I think not much at this point.

Yeah, this is what I call a hairball, basically. Like a, it's a, it's a lot of context of which it's not clear what is demand shape and what, what isn't. And so we have to just, uh, Just ask, uh, at this point it's like, okay, cool. You want to learn about security. That's a, that's a kind of like just check the box thing. And then you want to learn how it works, which is fine, but I need to understand what are you trying to do? What basically, what, what is your goal?

Happy to share more. I think I want to make this super useful for you a lot. Am I saying your name correctly, by the way? Is it Alana?

Alana?

How am I?

Which one is it?

Alana.

Alana. Okay. Yeah. I just wanna make this super useful to you. So can you maybe walk me through what you are trying to do? Like, what are some of the things that are maybe on your list or some of the things that you're trying to accomplish? And then I can walk you through if you can accomplish them with Slick in some sort of automated way. I'd be happy to show you, but if not, then I can hopefully point you in the right direction. Does that work?

Yeah. Yeah. That sounds great. I mean, we're taking kind of a multitude of approaches right now, obviously, in terms of social media strategy, that's all content creation and, you know, I'm working with someone for that. But then there's the whole LinkedIn side in terms of finding the right people, commenting on certain posts and like that engagement. I just generally do not post a lot of things anywhere. I think my first post on LinkedIn was even promoting a talk that I'm speaking at, um, and Instagram and stuff I don't post. So I'm not very, I'm not, I don't have a huge online presence. Um, and Reddit, I also want to just be engaged. And I think LinkedIn and, um, Reddit were the two that you mentioned in your talk even. And so those are two big avenues for us, but we want to obviously, you know, have our voice, but also, you know, just get us and the name into some of these conversations because we, our goal is also to open source our cryptography. Um, and so we want to already kind of be creating the balls and create this community of people who, you know, care about the privacy element and they want to help, you know, run certain nodes and contribute to the system.

Okay, got you. So just to make sure I understand, you are looking to find LinkedIn posts to comment on and Reddit posts to comment on and start building some sort of dialogue around what you're building. Is that the right understanding?

Yes. And also, I mean, I'm not sure if it's possible, but help write a lot of like LinkedIn posts and things like that.

Got you.

Okay.

Okay. Yeah. Uh, what have you tried so far to try and, you know, accomplish this?

Um, honestly, we've been in stealth and have just been focusing. Uh, we haven't really, um, tried much, to be honest. Like, we're in our initial phase of launching this out publicly. Um, and so I've spoken to a couple software— or I've got even calls coming up with different different, you know, software solutions. There's obviously a lot of different elements and, you know, options out there, but I feel just more inclined. I've heard you speak and I know, you know, the success of yours.

So, yeah.

Okay, got it. All right, so looking to find relevant posts on LinkedIn and Reddit to engage with, and then also looking to generate some of your own content on both of those platforms. Is that the right understanding?

Yeah.

Okay, cool. Anything else that you are trying to get done on like the sales marketing, go-to-market side?

I mean, social media and Instagram, like we have huge amount of videos and all these things that we're currently editing and putting out there. I'm not sure if you work with Instagram or Meta. So, I mean, there could be other avenues as well. I mean, we are speaking, a lot of these are also in-person conversations, but what we can do, I mean, I don't know, maybe there's other platforms that we could be speaking on. But I'm not sure.

Got it. Okay, cool. What have we found now?

Rob, we've got Alana Scott in the attendees. If you could, I'm not the host anymore. I think it made you the host when my internet dropped.

Okay, cool. Let me, let me add, I'll just make you the host and you can.

Okay, cool.

Give it up.

Yeah.

Yeah. Okay. So this is, this is super interesting. So at this point, I feel like Harold, you got the pull framework kind of figured out here. Yeah. Coming out of stealth. Yeah.

Yeah. So for me, the project was she's looking to find relevant social conversations to start commenting on, to build awareness around her product that she's building. They need to do it now because they're coming out of stealth. I asked that question, what else have you tried to try to get at the two other L's? And I didn't get an answer there really. Like, it's like, oh, we haven't really tried anything. Like we're still basically in the evaluation perspective. So I'm not sure how to think about that. Rob, if you have any points there.

I wrote it down and I'm curious, Alana, what was on your mind at that point? But my interpretation there was Alana was like, yeah, I'm actually like, I'm doing this. We are launching. We've got a bunch of things that we're trying to get rolling in terms of marketing. I have calls with, with different software tools lined up. There are a lot of options in the space, but I heard you talk. And so I'm, I'm inclined to try out what you have to offer.

Yes, exactly. It was very much from his talk that I was inclined and we obviously did come out of stealth. I hate seeing myself speak and on these calls. Um, and I don't think I actually made it very clear. But I think the main goal of this conversation was figuring out how to, you know, integrate into, you know, subreddits and even on LinkedIn that still sounds in your own voice, but isn't too clichéd either. And just kind of figuring out the flow of that.

Yeah. Interesting. And you, were you looking for other software solutions that basically helped you find LinkedIn posts and Reddit posts to comment on, or were they like a bunch of different things?

Yes. I mean, we, I have a computer science background, like we did a lot of scraping anyway, just to suss out what was online. And obviously scraping tools are pretty, you know, like there, there's a lot of them out there, but I think it was the personalized, you know, approach. It can speak in your voice, it can find, and it was only after the demo that I think I fully understood it because during the talk it wasn't as clear, but during the demos when I learned the most for sure. And seeing whether you can accept or decline. Certain messages, if it's in the voice you like, if it's actually applicable to you or not. But I also think I would like to have the option to choose which even subreddits, 'cause cryptography is quite a large domain and we're like post-quantum cryptography with application of health. So I also appreciate it's hard 'cause we're targeting so much.

Yeah. Okay. That's, so I wanna find very targeted. So what I'm doing here is I'm changing what the project actually is based on what we know now. Very targeted LinkedIn posts, Reddit posts within specific domains to comment on, maybe even help me write LinkedIn posts that sounds like it's my own voice. We have got tools with calls with different software solutions. We've tried a bunch of, or we've looked into a bunch of scraping tools. And what I'm not hearing here is like, why aren't all those other options just good enough. Like what, what, and it, it might, it could be that it's like, okay, cool. I heard Harold talk. Harold's cool. Whatever. We'll get, we'll give this a try. There's probably a bunch of different options. That's fine. I wouldn't, if I were Harold, I wouldn't build a business off of that, but it's great in this case.

Yeah, exactly. I mean, to, I, Boston Tech Week was amazing and I think the way Harold spoke and, uh, the conversation they had, he knew what he was talking about as well. And I do think we are living in a saturated time where there are a lot of solutions that aren't necessarily built with maybe the right expertise or, but I do think this is, it's not my full strategy, just being able to engage in conversations in terms of Reddit channels of potential solutions to a cryptographic problem or just engaging in those channels is my main goal, not necessarily using it as a full go-to-market strategy, but just having a presence and awareness in those communities, seeing what people are talking about and engaging with them in my voice.

Yeah. Okay. So I, I'm gonna even, I'm gonna make the projects here can get very, um, detail, the nuance here as part of my GTM strategy without a ton of my effort is like, that feels like the real project here.

Right. I think I was pre-Coffee, so bear with me. Yeah. Isn't that cool?

All right. Well, let's, let's see more and thank you, Alana, for joining. This is the first time we've ever had a customer join one of these.

And so let's go. If, if you're thinking social media, Instagram ads, meta ads, that type of thing, we are not the platform for you yet. Uh, what we can help with is on that identification of relevant, like, social conversations and then drafting a comment, uh, for you to participate in the conversation. So, happy to show that now. Uh, is that what you want to see, or do you want to talk through other things first?

Yeah, no, that sounds great.

Okay, great. So let me— give me a second to just pull up my account. Okay, gotcha. All right, let me share my screen. Let me know when you can see it.

Can you see this? Okay. Already committed the cardinal sin, Harold. What is the cardinal sin?

Yeah, well, we didn't have this teardown before, so, uh, what I should have done first is, hey, is this something that can easily find Reddit conversations and draft a comment in your voice? Does that roughly sound like the type of thing you're looking for? Or no. And then just pause there. So I learned that here. I obviously can't go back in time and—

Oh, okay. We'll continue from here then.

Uh, yes.

Okay, great. So when you come on where you'll create a new agent, I already have an agent running, but the way it would work if you want to create your own is there's gonna be a big button called Add an Agent, and you would click on this one, Finding and Commenting on Relevant Social Conversations. So it is gonna walk you through who you're looking for. Uh, so I'll just say, you know, in your case it would be— who exactly are you looking for, by the way? Is it the biohacker crowd? Is it the— what crowd are you looking for?

Um, yeah, what's the biohacking and then the cybersecurity, the privacy, um, preserving technologies.

Okay.

So, I mean, let's start with biohacking. I feel like it's easier.

Okay. Yeah. Okay. Got you. And then how would you describe then, like, is it, so for example, for us, what I, what I told it was I am looking for founders or salespeople who are struggling with go-to-market or asking for recommendations on which tools to use. And those are like the, those are the posts that it's surfacing for me. So what would that kind of look like for you?

Alana, I'm curious. I'm going to cold call you here. How did you feel at this point? Do you remember how you felt at this point in the call?

Um, yeah, I didn't enjoy this bit too much. I think it was more, um, when it comes based on the product that I then saw later in terms of only having Reddit, I know, and knowing the users, Reddit is not somewhere where a lot of these people go. So I probably should have also chosen the privacy-preserving, um, you know, post-quantum divulgers who go into that. I think I Honestly, just maybe a suggestion. It could be quite useful going into these calls with an ideal snippet of the ideal customer and then editing, like, does this sound right? And then going into it, bearing in mind, I think it's more, I'm, as a founder, you're in meetings like 10 times a day, potentially a million. So, writing it all out, yeah, it wasn't great, but it's fine. I mean, I didn't write it.

Yeah, no, no, I think that's the exact, I think what's on Harold's mind here, wait, I'm gonna just think for you, Harold, is like, I need to show you how to set up the product. And I don't think that's what you need. I think you needed to just see, and maybe it's not even for your audience in this case, but what you said earlier is what you needed to see was like, I think it was just that you can see the comments it's gonna make, you can approve, you can not approve. And so I don't know, again, I don't think Harold needed to kind of like Or maybe he could have set something up for you, but the setup process and putting you in an inter— almost like an interrogation mode of tell me exactly who you're looking for at this very moment probably did not feel good. And so that's because I think Harold, you're thinking of like, okay, I need to show you how to use it.

I think I'm thinking that's part of it, but I'm also thinking like, how do I make this feel real to you and your specific situation? Efficient, right? As opposed to showing some off-the-shelf demo that might not be relevant to you. So that's why that was going— what was going on in my head is like, let's get exactly kind of Alana's project and who she's looking for and then show her what it would look like for her. Uh, but I guess what I'm hearing from you is to skip right to the demo to make it as short as possible.

I, yeah, and I think, I think you're showing the setup flow, which is not the exciting the aha moment for, that's not the moment she's, that Alana's like, oh, like the moment that Alana says, oh wow, that's exactly what I'm thinking about is probably when she sees like, oh, here's a bunch of Reddit threads, which aren't the ones that I would focus on, but they're like niche enough and I can, okay, cool. That's what I should be commenting on. That's kind of what I'd be commenting here.

Okay.

I get it. Like I conceptually get it now. It seems to fit what I'm, what I'm trying to do. Mm-hmm. I don't know, Alana, tell me if I'm crazy there.

Yeah. No, no, no, that's exactly it. And I do think out of when even writing that ideal customer, if you even have minor prompts, you know, do you need an age demographic? Is it just their personal interests? Or what are the kind of key things that you also need? We can list out every individual has, or every company has their own, you know, ideal clients, but are there specific things that make your product work better in terms of the key characteristics or descriptive words that I should be using. That would be really useful.

Yeah. Love it. Okay, cool. So what we're going to do is we're going to keep scrolling through.

I have restricted this to, for example, startups like r/startups, r/saas. These are some other ones that it's recommending. So you would just click continue and it's going to show you kind of what alert terms it's going to search for. And from here, anytime there's a post that mentions any one of these, the AI agent is going to understand if it's relevant for what you're looking for. So I'll create this for now. And what's going to happen is as these things come in, you will get pinged and you'll have the opportunity to also to connect Slack as well to get pinged there. So I'll show you what it looks like for me, but this is what you would do to set it up. For us, let me just go back home. What it looks like is, again, we are looking for instances of people just looking for advice on how to get customers, people in general, talking about the go-to-market space and looking for suggestions. So it's found 92 matches. I think I've been running this for maybe 1 to 2 weeks so far. I think one important thing is that for me, it's filtered out like almost 2,000 things that might not be relevant for me. It's telling me why it's filtered those out. Uh, so this basically just helps me sift through the noise. And this one is saying, it's a solo founder asking about how to get the first customers. Replies are low due to spam deliverability. And I can see the post here. I can also open this, which would open the post in Reddit. Uh, and then it's also drafting a comment for me. I'll read this comment. It looks good because I've kind of trained it in my voice and the way you would train it to write in your voice is just by talking with the agent here on the left. So I've been, I've told it, you know, more casual, uh, comments please, stuff like that. I've given examples as well. So if it looks good, then all I do is I hit this approve button and it comments on that post for me, uh, on Reddit. So I try to get to this every day. I have a little bit of backlog, but I just scan and understand where are the relevant conversations. How do I add value? If there's a natural opportunity to mention what we are building, then I will do that. And oftentimes if someone is looking for like very explicit help, I will also DM them and try to get them, uh, in front of our product. So yeah, that's it. I hope that answers your questions, but that's basically how this thing works.

Okay, cool. Before we hear Alana in the call's reflections, Alana in this call's reflections, was that what you were looking to hear? Was that, was that the thing right there that you were hoping to understand? Draw me in it. So if you have dropped it, it's totally fine. All good. I think, I think Harold just showing that piece is, oh, there, there's a lot of, um, I think just showing that piece there, like this is, you basically went through and just showed your own setup in it. And that makes it click conceptually. And you could say for you, it'd probably be something closer to this, wouldn't it? Yeah. Okay, great. We could, you could set that up super easily, but it's, this is where the aha, this is where the, like it connects in their brain is not the setup piece.

Totally. Okay. Yeah, I mean, I think my learning from this is to show them the quickest possible demo that allows them to kind of get it and don't invest the upfront effort to try to personalize the demo to be exactly what you think they want. I think that was like wasted time for me at the beginning.

Yeah. Yeah, 100%. 100%. Okay, let's, let's zoom out, Harold. I hope you're okay. Yeah, we can zoom out of the calls. What questions do you have on your mind now?

Yeah, so obviously we— there's two different calls, two very different use cases. Yes. For our agent, one of them is automating signal-based outbound on LinkedIn and the other one is finding Reddit conversations and having AI comment on them for you. So This is very cool that our customers are using us for such different things, but the, the thing in my head is, do we need to narrow? Do we need to pick one thing? I think part of the reason how we ended up in this situation is through a lot of calls, we heard a lot of different projects from people. So we built like a very general purpose agent that allowed them to do anything. Uh, but the risk of trying to do too much is you get known, you're, you're known for not doing anything well, right? So that's, that's the, like the, number one question on our head, in our minds right now.

Mm-hmm. Yeah. So there's a couple of different angles of this. Automate GTM tasks. There is, um, like do outbound, like automate outbound that you can't do with other tools. And then the other one is like, I don't know, comment uh, on LinkedIn, Reddit post, that other one. And the question, like the broader questions here is like, how do you choose across these?

Yeah.

Yeah.

Yeah.

I mean, this is, this is the hard one. This is, this is what I call the vector problem, which is there are there are these 3 and there are probably infinite other vectors that you could possibly choose. What I would kind of ask back to you is, you know, which of these do you see the most repeatable pull in where the existing options are like generally not good enough, where it's, where it's kind of like most unavoidability and worst existing option set. And you just start there and then they can expand from there. It could be that automate all your go-to-market tasks is a thing where it's just like, everyone's like, oh my gosh, that's exactly it. And everybody just starts with automating outbound or commenting on LinkedIn or Reddit posts, whatever.

Um, but yeah, I don't know.

How are you thinking about that?

Yeah. So I, I view them not as like 3 things, I think. I view them as like the Automate go-to-market task is the parent or the umbrella, and then Automate outbound or comment on LinkedIn Reddit posts are just like two agents that can, that are like very specific use cases. What we found is that I would say over 90% of our customers use it on some sort of outbound motion. But of that 90%, over half of them have some sort of agent that's doing something else. So it could be this social listening use case. It could be a bunch of other things that you could do on our platform, like monitor churned accounts for re-engagement opportunities. Like there's a bunch of things that people are using our platform for. And the direction in which I'm going is we should, like, probably on these calls, just figure out What is the exact project that someone is trying to do and scope it down narrowly to that. And then for our website, have a bunch of different, basically a bunch of different variants of the landing page that indicate like a very specific project. That's what's going through my head right now.

Yeah, I think so. I think in calls, 100% agree with figure out their exact project. Scope it down to that. And I would also think the one thing that I've seen quite a bit, like I work with startups, raise a ton of money and what they, they thought there were a bunch of different projects that, but it turns out it was really just everyone starts with one and then expands to others. And so if that's the case, just focus on the one that everyone starts with. And so that might make things easier because if basically 90% of your people are using, they're trying to do some sort of outbound, but they can't do with other tools and they want to be able to automate it. And that's where basically everybody starts. I would start there with your outreach. So it's the same thing with, uh, who was that? Uh, QuickBooks, right? QuickBooks still to this day advertises get paid or send money. Like those are the things that, that it focuses its messaging on because those are the first projects that somebody has to use them and then they use the other pieces.

How would you think about— so we heard this in the first call a little bit, like, I have way too many tools, I have to piece together all these different things. We heard it, I hear it all the time in, in other calls, just like, I don't want 10 different tools just to help with go-to-market. I just want like one place to do it. How would you think about that, which is obviously a very broad proposition versus what we're talking about now, which is, okay, you can automate very specific custom outbound that you can't do in any other tool.

Yeah, I have too many outbound tools. That is, you know, there's a quote, bitchin' ain't switchin' from Bob Mustoe, right? Like, that's— without there being something they're trying to do, that's— just treat it as default complaint. That might be something you lead with on your, in your messaging. That might be, but in a sales call, that's just, that's just a complaint. Yeah. There's a ton of outbound tools out there. Everybody has a bunch. Is it okay if you just keep using your current tools though? Like, what, like, why is that such a bad thing? I'm sure it's annoying, but like, there's a million things that are annoying about being, being a founder or selling.

Yeah. Okay.

Rob, is that—

and then what do we do? Go ahead, go ahead, Rob Carpenter.

There was a question for—

no, you go, you go, you go.

There was a question from A that came in that was related to that. Is it that that is never the solution, that a, you know, solving multiple projects or combining into one place is never the solution? Or how would you identify that? You know, maybe they're looking for other options that are going to put it all in one place. So like, what would you be listening for that more of a broad, like, cross-project solution is what somebody is looking for?

Yeah. So what's likely going to be the case here is I'm trying to do some kind of outbound, right? That some kind of like, you know, like actually thoughtful outbound. And I'm currently trying to do it across multiple different outbound tools. And there's just like a ton of them. They're expensive. It's hard to, hard to make it all work. That would lead to a kind of supply description as basically, uh, one tool for that lets you do, do You know, kind of like any kind of outbound is like, is roughly like that. So you would basically, if, if those are the Ls, that's great, but it need, you need to take the project side of it and turn that and like combine both of those to create the, to create the supply there.

A, jump in if there was something that that didn't address. But Harold, sorry to have interrupted you. Please go ahead.

No, no, no. I think like we should go to more audience questions if there are any.

Arsi.

There's a couple general ones. One was from David who asked, Um, it was specifically on like goblin mode, which we talked a little bit about with like going and visiting and, or on crafting outbound, maybe taking Harold's case specifically, like what kind of outbound would you work with Harold on creating that would be weird for somebody not to respond to?

What kind of outbound would I have Harold do that would make it weird for somebody not to respond to it? With Harold's, what I would probably do if again, it's like I have, I'm pissed. I'm somebody who is pissed off about the different outbound tools I am using. The weird not to reply approach is to own that moment. Which is right, like, I would probably start by looking at, at like review sites. Whenever somebody posts a review, whenever somebody posts something about being annoyed about their outbound tools, That's the moment I want to own, and I would just target outreach around those kinds of people in that kind of situation.

And then there was one more question that was about trust. And I think in this case, Alana had already seen you talk, it sounded like, Harold. And so you didn't have to like build that from scratch. But there was a question from somebody whose handle starts with TSA that's basically like, how do you establish that trust if you don't have the benefit of either a warm intro or having already presented and built more familiarity if they're cagey? How would you think about opening them a little?

Yeah, I mean, I think what I've found is that the way to start a call like this is just generally say, hey, thanks so much for taking the time to chat. I'm really looking forward to this conversation. I want to make it the most useful for you. So maybe give me a little context on what were you hoping to get out of this call? Why did you decide decide to schedule it today. And framing it like that with that kind of an intonation is, uh, it like versus just starting to pitch your product or start interrogating them makes them feel like you doesn't make them immediately distrust you. Hmm. Awesome.

I'll, I'll be scanning the comments and see if there's a few others, but if there's anything else you all wanted to Yeah.

Cool. Harold, any other questions from you?

No, I think this has been helpful, Rob Snyder. Thank you. My takeaway is that you are suggesting we focus purely on the outbound case. So I guess last question, what do we do with our customers that are using us for the other use cases like Alana, right? She came in, she had a very specific project. It wasn't outbound. It was find Reddit posts for me to comment on and do it in my voice, which is obviously wouldn't be in scope if we were focusing entirely on outbound. What do we do with those customers? We have a great product and still don't serve them. So what would you recommend?

Yeah, it's like, don't do anything with like, you don't have to fire them. You don't have to, you can leave the product like that. And those people, they're just not your like bullseye customers. If they come inbound, you can, like, they can still buy, they can still use, they can still get value out of it. But the ones that you are focusing your business on, you're focusing kind of like all of your energy on, are the ones that are on the outbound side. And so you can, they can still pay, they can still be successful, they can use it for weird things. And maybe eventually you're like, holy cow, there's actually this use case that everybody, all of our best customers, it turns out, are using. And like, cool, we'll have another conversation in a couple months there. But right, for now, I'm, I'm basically just saying, if 90% of your customers are using the automate outbound that you can't do without, with other tools, with, without a huge amount of manual work cobbling together, it's brutal, it's super annoying, da da da da da, and you enable them to do that and you have people who get set up and successful very quickly there, then it's just way less of your effort to really focus on that than it is to support, to like focus on that plus 14 other things in your outbound and in your growth.

Yeah. Okay. Can we take a quick look at the website then? See how you would change the website. I actually changed it yesterday., it probably used to be better.

Agents. Okay.

Um, so they used to say agents that run the exact outbound you want, no matter how specific. So I changed that because I can't, like, I want to be able to serve other types of customers, but I guess you're saying change it back to just be focused on outbound.

I don't know. I'd be curious, people here who are doing outbound or go to, like, go-to-market, put your comments in the chat on if you think that that matters. Um, my sense is it's like, yeah, outbound would be better here, but it's not going to be disqualifying. Okay. Um, yeah. And then it's basically this. Warm prospects up before reaching out. Route prospects. So, I mean, I, I launch outreach when a signal is detected. I think these are okay. I don't know that I love how many of them there are. Like these ones might be, these ones might be a Like, I might have like a section here that's outbound and then it's like, plus other stuff is another section. Like, plus you can do a bunch of other things here. And for me, run custom outbound motions doesn't feel like, if I'm, if I'm thinking of like Libby and, and Randall, right? They're saying, help me like find specific really like good fit customers. And then there's like a variety of things that you can do in there as well. Yeah. Like, I think this is, I think this is okay, but I would, I would try to make there be a couple more specific ones here and I don't really love how this is. I don't love the experience here of like how much I have to think when I look at this.

How would you approach it then?

So I'm seeing, I'm seeing some interesting, uh, there's some interesting comments in here that I would, if I were you, I would, I would look into as well. Um, so Uh, right. Uh, so maybe what I would do here on the homepage, and I'm, I'm not a homepage expert, but I would basically think of, I think of like the website as a sales deck, uh, not necessarily as, I don't know, some, something like crazy different. And so, um, I think of it as, uh, that didn't work. Agents that run the exact. So here I'm saying something along the lines of run your perfect outbound motion without 20 tools, without using 20 tools or something like that. It's something like that. And then underneath it, it's just like AI agents, the only AI agent for GTM you need.

Right?

Or the only AI agent for outbound you need. And, um, and then it's basically like what, what sellers are doing with this. It's like finding, like, you, you can do anything, but here are some examples of things that you're doing. You're finding your perfect fit leads that are hard to find otherwise, right? And like examples of that. Then it's kind of running thoughtful outreach campaigns to them, doing research, doing, right, like warming them up, like doing da da da da, right? Like those are the kinds of things that I'm thinking here. Yeah. And then like handle replies automatically. It's stuff, it's stuff like that. And then you could maybe even frame each of these as like, you don't need to doing this and you don't need 10 different tools to do it.

I actually really like that. That's going out today.

Hell yeah. Love it.

Rob, do we want to cut it or we've got, there's a couple questions that we're hitting time. We could, that could also be.

I'm good for another couple questions and then we can cut it. And Harold, if you got to jump, you've suffered long enough.

No, I'll stick around. I'll stick around. Cool.

And so Agnes wanted to know, Rob, you've, you've talked and written about using case studies of previous successful customers. Is this too early for that? Is it that they don't have the ICP nailed down yet? So that's not a good strategy? Or how would you think about case studies here?

Yeah, I think, I think case studies, like, case studies will be very helpful in Harold's case. And it's basically of just It's like you can use these, think of them as the pull framework is your kind of generic case study. And then you can be more specific when you're talking to people or on your website highlighting certain things there. And so you could, you could imagine Harold basically saying, oh yeah, it sounds so you're trying to reach out to those. Actually, I was just talking to another customer who was trying to do that. I have a demo loaded up of kind of how they were thinking about their outbound. It's, it's, you know, it's a little bit more generic than what they were, but I can show you how they approached it targeting insurance people. Like, and I know you're targeting financial advisors, but it's kind of, you know, you can kind of get the way of thinking about through that and that they were thinking of insurance and they specifically want to do something that's a little bit different from what you're doing, but you could totally do what you're doing too. And you can see how they set it up here and done it. And what the case study does is it makes it less about Harold on one side of the table, potential customer on the other side of the table. It feels like we're both looking at a case study and kind of like saying, okay, you're— you'd be a little different this way, wouldn't you? Yeah.

And another question from Agnes is a lot of early objections for AI products are, it sounds great. I don't actually trust that it does what you say it will do because I've seen too many hypey AI demos that flop in production. How, um, it kind of reminds me of actually your last blog post on, uh, you know, like when you use trials and stuff like that, but what would you do, uh, to get over that or what, you know, how would you set it up so that that's not, that doesn't stop a purchase?

Yeah, you just have to make sure that if it, like, you have to make sure that's the thing that's actually preventing them from buying versus, right, like the worst objection ever is I could do that in Claude code, which is both like I'm not actively doing it, and I might not, but when I do think about doing it, I will probably think about doing it in Club Code if and when I do, which is like a non-objection. That's like not a useful thing. And so, in this case, you wanna just make sure it's like, okay, cool. So, it sounds like this is exactly what you're looking for, but the main concern you have left is, will this actually work in production? Cool, great. How do we, how do we kind of like, here's how other people have gotten over that, have experienced something like that. But you tell me, how would you like to kind of like test that out, get past that?

Love it. And another one from Thomas. Working with AI integrated products, there seems to be a ton of tourism of people that just want to see what it can do with them, for them, without necessarily having reached the project they can't live without. How do you avoid those or, or get out of the, you know, how do you diagnose it in the call? What do you do with it?

Yeah.

So you still can sell to them, but they're not the center of the bullseye for you. So in Harold's first call, it seemed like they were in that category. We'd love to just see what it's, what it does, and maybe then we will use it. Right. That's like not help for there. Okay, cool. Is there anything specifically that you're trying to do? That you can't currently do or is super annoying to do today, then they would have given the Claude code example and it's like, okay, cool. You, you actually have a project on your to-do list and I have surfaced it. Um, yeah. And so, and then if, if they, if they don't have anything, it's like, okay, cool. I don't, in that case, you were not the center of my bullseye. You are not the kind of person who has pull. You could use it. You, I can sell it to you., but I'm not expecting a ton from you. And I'd be, it'd be great if a lot comes out, but I'm focused on the people who are at the center of the bullseye.

Awesome. I'm just scrolling through here.

Um, anything else?

Last, last chance. Otherwise, Rob Snyder, uh, requests for the the folks that are still here feedback, or how should people let you know what they think?

Yeah, if you have questions, comments, or whatever, if you think this was useful, or have things, I'm putting RC's email in here, you can just put him on blast. Cool.

Awesome. And Harold, how should folks connect with you or, you know, learn more about your product or connect on LinkedIn or—

Yeah.

Yeah, connect with me on LinkedIn. And then I actually have my phone now. Can you put my email in the chat here? It's harold@getslick.com. G-E-T-S-L-I-Q.com.

Yep, put it in there. Sweet. All right. Awesome. Everybody but me has gotten network connection. New Hampshire once again wins. Thanks everyone.

All right, bye.