I was number

one on their top liners community.

So I got very obsessed with that.

And so I had this very niche skill set.

And Twilio, like the reason I'm mentioning them, it feels very similar to my new customers.

The inbound is insane.

The signups are insane.

What do you think about that?

you um

yes and no And I think because it's unique to me, it's why it's fun.

This is something that my boyfriend, who's a stand-up comic, taught me.

And I actually made a podcast like three years ago.

This might feel like a roundabout way of answering you, but I think it's a good one.

About three years ago, I made a podcast.

I recorded 10 episodes.

And then as you, you can weave in whatever you want if it comes to you, but that is, this is an important topic.

And it's kind of like, it feels like we're quite analog compared to all these SaaS companies who've got all these amazing things that they're doing, right? So, but if you are a SaaS company that is just like doing what SaaS is doing and emailing and doing LinkedIn, like where's a good place to start? Like what should we be looking at?

So if I was coming into a company and just trying to figure out where the biggest gaps are, where are the biggest like areas for efficiency, I'll spill out some of the top ones.

But the way I would try to find them easiest way is go sit with your reps, go do rep rides.

I don't care if you've got three or 30, just go create half an hour.

Make sure you have some people that have been there for a while, your biggest attractors, you know, your new person, just to kind of understand, do you even have a process? You might think you do and then find everybody's doing it differently.

can you look at areas where it's like really painful for them you'll be surprised how they pull lists how they add people on linkedin how they prepare for meetings all of that as such a an opportunity for automation and we talk a lot about ai and ai and automation at this point are being used interchangeably but really the goal is you know a lot of the goal is automation Right.

Like the biggest area you can get go to market efficiency is how do I reduce the amount of manual tasks that somebody has to do? Then there's the other promise of AI, which is just like, hey, can I increase the quality of what I do? Not only can I automate my research, but I can make my research better and deeper and have like better insights and translate it into like smarter thoughts.

the the key types of tools you don't we don't necessarily have to name like the names but we can also because i think people will be interested it may be helpful but the things maybe even like uh whether it's what are people using i guess and then like at a at a starting point because also all of these things come with a cost and whilst we want to be efficient it's like buy more software and all of a sudden you know it's coming expensive but like where to start and what are the things that people are using