Podcasts about success check

"I help Chick-fil-A operators sell more chicken!"--

Can you believe we are already halfway through the year?! Now is the perfect time to reflect and reset for the remainder of 2024. This week, I discuss how examining emotions, mindset shifts, and successes can provide valuable information to guide your thoughts and focus moving forward. I will cover strategies for staying on track, including mindset reminders, reframing negative thoughts, and leveraging support and accountability. I will also provide you with prompts throughout the episode for reflection, AND I have a special offer for listeners to help you achieve your goals.In this episode, you will learn: How to align goals and intentions with desired feelings How you can use challenges and unsettling experiences as information to guide you The importance of celebrating successes, both big and small What you need to do first when setting goals How to set yourself up for success Ways to reframe negative thoughts and leverage support to stay on track - I would love to know if this episode helped you to reflect and reset. Feel free to get in touch with me via Instagram or LinkedIn. Also, if you know someone else would benefit from listening to this week's episode, please pass it on. Resources Mentioned:EP45 - 3 Keys for a Success Mindset Success Kick Start:If you're unsure how to move forward with your vision or goals for the rest of 2024, check out my success kickstart offer. It includes a 75-minute coaching session and two weeks of ongoing coaching support. Find out more HERE. Success Sessions: Success Sessions have officially kicked off! This is a free monthly workshop for ambitious and skilled professionals like you. Do you want to enhance your thinking, grow your influence, strengthen your relationships, and effectively show up in both your professional and personal life? Join me for the next one HERE. Connect with me:Website: tashpieterse.com Instagram: @tash_pieterse LinkedIn: tashpieterse Are you enjoying the Lead With Less podcast? You can leave a review on Apple or Spotify, or submit a question in the Q&A section on Spotify and we'll get back to you!

“What's really important about this is that you write the emails because if you trust somebody else to promote your business for you, probably going to get a pretty bad email that should all be in the wording. You want to structure this sponsorship so that it is a win win for the organization because you're providing an immense amount of value and cash and you get to tap into their customer list as a result.”Welcome to the Little Gym, Big Heart podcast! Today, Devin Gage outlines three unique joint venture strategies that have successfully generated thousands of contacts and hundreds of clients. These methods hinge on creativity, mutual value exchange, and strategic positioning to enhance business growth and network expansion.Get ready to engage in today's episode!Timestamps: (00:29) - Tactic #1: Leveraging Local Business Giveaways(03:12) - Tactic #2: Crafting Creative Sponsorship Proposals(05:21) - Tactic #3: Maximizing Physical and Digital Real Estate(07:06) - Concluding Insights: Positioning for Success➤ Check us out on Instagram➤ Check us out on Spotify➤ Check us out on YouTube➤ Check us out on Apple Podcasts

Structure for Vision Routine for Success   Check out WE are I Podcast on the following platforms:   YouTube https://www.youtube.com/channel/UCZWppHWKMs6DmXh-D3l1keQ   #Youtube   Podbean https://wearei.podbean.com/   #podbean   Apple Podcast https://podcasts.apple.com/ca/podcast/we-are-i/id1446212772   #applepodcast   Spotify https://open.spotify.com/show/4DIhJBkNrlfXUUKxf55tim   #spotify   IheartRadio https://www.iheart.com/podcast/269-we-are-i-81175585/   #iheartradio   Google Podcasts https://podcasts.google.com/search/we%20are%20i   #googlepodcasts   PlayerFM https://player.fm/series/2936500   #playerfm   Amazon Music  https://music.amazon.com/podcasts/b9310c4d-5b9f-4909-a43f-6d9c3956326f/we-are-i   #amazonmusic   Audible  https://www.audible.ca/pd/WE-are-I-Podcast/B08JJTLFTZ   #audible   Podchaser https://www.podchaser.com/podcasts/we-are-i-767711   #podchaser   Stitcher https://www.stitcher.com/show/we-are-i   #stitcher   Podcast Addict https://www.podcastaddict.com/podcast/3063321   #podcastaddict

In today's Country Music Minute, Michael Ray and Dustin Lynch help, Morgan Wallen still owes Money, Brett Eldredge is bringing the Christmas, a couple of country stars cover Metallica and Chris Young checks his career progress.

In this episode, we have a business coach and massage therapist, Elicia Crook talk about her experience from being someone who needed help with her body to being someone who helps others with theirs.    She is the author of Fully Booked Without Burnout, and co-host of the Business of Wellness & Massage Podcast. Currently, she runs a coaching team at Massage Champions with her partner James, who is an experienced marketer and trainer. What to Expect in this episode: Elicia's early years A glimpse of her practice at its peak v.s. its first year Mistakes she learned the most from Her experience working with a coach Common mistakes she sees other therapists making Mindset and Success Check out her Website: https://massagechampions.com/ Read her Book on Amazon: https://www.amazon.com/Fully-Booked-Without-Burnout-Therapists-ebook/dp/B07FP4JBTT Podcast: https://massagechampions.com/podcast/   ---------------------------------------------- Did you enjoy this episode? Be sure to leave a rating and review! Have a question or a comment' Join the discussion in the FREE Massage Boss Community! Visit: www.massagebosscommunity.com Searching for help or 1:1 guidance? Schedule your free strategy session:  www.lmtgrowth.com/chat

The one aspect of your decision making that makes or brakes you is your emotional state. You can control it. If you don't it will doom you to a constant life of frustration and failure. Listen in as I show you how to get stellar results by taking the emotion out of your decision making. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/realsuccesstalk/support

Is it possible to restore trust in a relationship after a betrayal? Chalene thinks it is possible. A betrayal in any kind of relationship can be devastating, it could be in a marriage, a partnership, a family member or even a friendship. In the last episode Chalene told you a very personal story that happened in her marriage.  In today's episode Chalene shared with you her thoughts and perspective on how you can possibly forgive and recover from a betrayal in a relationship and how she was able to forgive and build a stronger marriage even after a devastating betrayal of trust.    Thank you to our Sponsor My Soul CBD!!! Go to MySoulcbd.com/chalene and get 20% off or your entire order!!!    Thank you to our New Sponsor!!! Thrive Market! Go to ThriveMarket.com/LIFER to get 25% off your first order AND a FREE gift!   Links from today’s episode:   If you have not listened to the previous episode be sure to by going to Our Ugly Mess Before the Success Check out the new supplement multi packs   I am Myself Again Join the InstaClubHub to go deep in learning all the latest tips and strategies to Instagram growth and engagement! InstaClubHub.com Check out all the Discounts and some of Chalene’s favorite things at Chalene.com/Deals Leave Chalene a message at  (619) 500-4819 Leave Chalene a Voicemail review or question  HERE Join our awesome PodSquad on Facebook here! Go to Chalene.com/MyThing and see what your passion or hidden talents are!!   Stop dieting & start living:  Join Phase it Up and start creating healthier habits, it isn’t like other diets or programs! PhaseItUp.com  Get the 131 Book!!!   Here’s The System I Use Every Day to be More Organized & Crazy Productive: www.pushjournal.com   Sign Up For MY WEEKLY NEWSLETTER and you'll get FREE tips on how to live a ridiculously amazing fun-filled life!   Be sure you are subscribed to this podcast to automatically receive your episodes!!!    Subscribe to Build Your Tribe!!!      Join our awesome PodSquad on Facebook here!   Get episode show notes here: www.chalenejohnson.com/podcast    Connect with me on your fav social platform: SnapChat: ChaleneOfficial    Facebook: www.Facebook.com/Chalene      Instagram: www.Instagram.com/ChaleneJohnson    Twitter: www.Twitter.com/ChaleneJohnson TikTok: @chaleneOfficial   Hey! Send me a tweet & tell me what you think about the show! (Use the Hashtag) #TheChaleneShow so I know you’re a homie! XOXO Chalene

Will I Succeed or Fail? Is there a Checkup? If yes, how often should I have a check-up?

Monica breaks down her top three steps to more success on the job. Lots of encouragement here: today, the importance of the kind of attitude you bring through the door every day; the number one complaint of managers; and magic of second-mile service!

How do businesses use buyer intent data to increase the number of sales appointments they set by 6X? This week on The Inbound Success Podcast, LeadSift Founder Tukan Das breaks down the topic of buyer intent data and provides the best explanation I've ever heard about what it is and how companies can use it to grow the number of sales opportunities. From who buyer intent data is right for, to where it comes from, what type of data you can expect to receive, how companies are using it, and the results they're getting to how much it really costs, Tukan covers it all in this not-to-be-missed interview. This week's episode of The Inbound Success Podcast is brought to you by our sponsor, IMPACT Live,  the most immersive and high energy learning experience for marketers and business leaders. IMPACT Live takes place August 6-7, 2019 in Hartford, Connecticut, and is headlined by Marcus Sheridan along with special guests including HubSpot Co-Founder and CEO Brian Halligan, world-renowned Facebook marketing expert Mari Smith and Drift CEO and Co-Founder David Cancel. Inbound Success Podcast listeners can save 10% off the price of tickets with the code "SUCCESS."   Click here to learn more or purchase tickets for IMPACT Live Some highlights from my conversation with Tukan include: LeadSift leverages buyer intent data to help B2B companies understand who is interested in purchasing their products or services. Tukan believes that buying intent, in general, is the most important unit in digital commerce. Buying intent can be measured from online and offline sources and is basically a probabilistic score that indicates the likelihood that a person or company will purchase something. LeadSift gathers buying intent data by crawling the entire internet and looking at public posts for "signals" - where people are mentioning specific things that LeadSift's customers want to track. Signals can include a variety of things such as keyword mentions, competitors mentions, conference mentions, and more. This process is automated and done at scale, and the data is then fed back into LeadSift's data engine and ranked. When you use LeadSift, you get a ranked list of accounts along with the key contacts that you should be going after because they are the ones that were showing the intent signals. One common use case for buyer intent data is with account-based marketing campaigns. Another use case is running audience match ads on Facebook or LinkedIn targeting the buyers that have shown high intent. There are many types of signals that LeadSift can use to generate buying intent data, but working with their customers they have discovered that signals relating to keywords perform better than signals relating to competitors. Buying intent data is useful for B2B companies with 50 or more employees and with average deal sizes in excess of $10,000 a year. Buying intent data is priced starting at $1,000 a month. Resources from this episode: Save 10% off the price of tickets to IMPACT Live with promo code "SUCCESS" Check out the LeadSift website Connect with Tukan on LinkedIn Follow Tukan on Twitter Listen to the podcast to learn more about buyer intent data and the specific use cases that can help grow your sales funnel. Transcript Kathleen Booth (Host): Welcome back to the Inbound Success Podcast. I'm your host, Kathleen Booth. Today, my guest is Tukan Das who is the CEO of LeadSift. Welcome Tukan. Tukan Das (Guest): Hi Kathleen. Nice to be here.. Tukan and Kathleen recording this episode together . Kathleen: Great to have you. Can you tell my audience a little bit about LeadSift and yourself and what the company does? About LeadSift Tukan: Sure. My name is Tukan. I'm the CEO and co-founder of LeadSift. LeadSift is a sales intelligence platform that helps other B2B technology companies identify which accounts are actually looking for their solutions at any given time. That's the 30,000-feet view of LeadSift. One thing that I'd like to add is we have been working on LeadSift for about six and a half years. Our mission at LeadSift, and we have had a few pivots, but our mission at LeadSift has always been the same. It's around mining publicly available data to predict when a company or a person is looking to buy another product, whether it's a software product or a physical product or something like that. That has been our goal at the company, and in its current iteration, we are helping other B2B technology companies identify and predict which other companies are potentially going to buy their solution. Kathleen: That's interesting. Coming from the world of marketing, there are plenty of tools available to identify when an individual contact is interacting with your website and showing signs of purchase intent, but it sounds like you're talking about even outside of that, correct? Tukan: That's correct. What you mentioned is that's more on the first party intent when someone's coming to your website, interacting with your content, downloading the data or filling out a form. What we focus on is the outside world where they're having interesting conversations, which some of them could be potential signals of buying indicators. Those are the ones that we try to pick up and use as predictions. Kathleen: Now at the risk of getting into the territory of jargon, is this what is commonly referred to as buyer intent data? Tukan: It is. At a high level, yes, it is. Kathleen: This is interesting to me, and I was excited to talk to you about it because I have been hearing lots of people talk about this lately. I feel like it's the newest hot buzzword in the world of marketing, but there definitely appears be a lot of confusion around it, and so I would love it if maybe you could just start by demystifying. Every time I've heard somebody talk about this, they say there's all this publicly available data, and they mine it, and then they tell you who's out there. What Is Buyer Intent Data? Kathleen: I think the question I've always had is I want to understand how that really works. What is that data? How specific is it? Where does it come from? Is this GDPR compliance, all the questions that probably you get from of marketers? Maybe you could break that down. Tukan: Absolutely. I have a interesting philosophical view about buying intent. I personally believe buying intent in general is the most important unit in digital commerce. Basically, buying intent, what it means is identifying a customer in the journey of them buying a product. It is basically a probability of assigning a probabilistic score to a company whether they're going to buy your product or a product. That's all buying intent means. Now in reality, buying intent is generated both on online sources and even offline sources. It could be someone coming to your website and requesting a demo. That's a very strong signal of intent, or someone picking up the phone calling you or someone you meet at a coffee shop saying, "Hey, I want to know more about your product, buy from you." They're all signals of intent, but in reality, a lot of those signals are private to you and your own company, but that doesn't constitute the entire word buying intent. To reach the scale, you need to pick up signals that are happening on the outside world, but the reality is in a B2B setting, unfortunately, no company goes and waves a flag and says, "Hey, I'm looking to buy a new database or a marketing automation software." No one talks like that. Life would have been a lot easier. Kathleen: Well, it would be easier for marketers, but it would be hell for that buyer. Tukan: Depending if there could be a way to manage the number of requests and all those things. In the absence of that, everybody who is in the buying intent space, what they are trying to do is they're trying to come up with different proxies or signals and then combine all of them to make that prediction of this company likely to be buying a solution. As with any prediction engine, it can never be 100% accurate. It is a prediction. This is something that we tell all our customers, and I want to clarify this. I think there's a big misconception about buying intent that it is sort of like a silver bullet, "Oh, you told me this company is good market, 100% they're going to buy." No, they are no. It never works that way. If we could predict every company that was going to buy someone's software, I'd be a lot richer. Kathleen: I was going to say that we couldn't afford your services. Tukan: There you go. There you go. I'd be charging money to come into this podcast. With that being said, everybody is trying to look at these different proxies. There are a few different ways of looking at buying intent. Every company in the space has their own definition. The way I look at it or we look at it at LeadSift at a high level is there could be multiple different signals. A signal could be if we see someone engaging with my competitor on anywhere that we can publicly get, that could be a signal of intent. If I see someone engaging with a complimentary company, that could be a signal of intent. For example, our partners are Marketo, Salesforce or even Outreach and SalesLoft. We don't compete with them, but if you see someone using that product or engaging, showing interest about that product, that gives us an indication that they have a tech stack and they are showing interest about outbound marketing, so that could be interesting to LeadSift. A signal of intent could be someone researching or reading up on topics like account based-marketing. That could be a signal of intent. A signal of intent could be someone attending a specific event or a trade show. Those trade shows could be big as Dreamforce. It could be Sirius Decision Summit, or it could be niche events like FlipMyFunnel events that are happening or a webinar that is happening. If you're engaging with that content that the webinar's putting out, chances are this is top of mind for you. You might or might not be in the market right now, but you're more aware of this topic. A signal of intent could be someone growing their team. If I see someone who's hiring for a head of demand gen or someone hiring a lot of SDRs, chances are they are investing on demand generation and outbound marketing is very high. That's a good point to be. If we see someone announce a new product or launch a new partnership that might need a solution that we are doing, that could be a signal of intent. Basically, I think there is this myth or misconception around this black box approach around intent is like, "Ooh, we figured out from these publishers or whatever that these guys were researching about this topic, and that's why you should go after them." I think it's a lot simpler than that. It could be boiled down to all these different signals combining them and then coming up with a final score which are a probability saying, "These are the companies did these different things, and that's why they are more likely to be interested in your product right now." I don't know if I answered that question. Kathleen: No, those were actually really good examples. I guess the question that immediately then springs into my mind is you gave specific examples of if I'm engaging with a competitor or attending a certain conference or researching a certain product, and you qualified your definition of buyer intent as drawing from publicly available sources. What I'm trying to wrap my head around is what, and maybe this is the secret sauce, but what are those publicly available sources of information that reveal that data? Where Does Buyer Intent Data Come From? Tukan: Exactly. To give you an example, let's say you are interested in tracking a competitor or a specific partner of yours, and anytime you see someone engaging with them, that could be an interest. What we would do is we would look at the competitors that companies that you're interested tracking all their digital channels, whether it's social blogs, their forums, their YouTube channels, anything that is out there, and we would see when people are commenting, asking question or anything about them on those channels or on Quora or Reddit, ProductCon, Twitter, LinkedIn, anywhere they're mentioning something about that company or maybe they posted a webinar and they are sharing the link to the webinar, which maps to the domain of the companies. That's a signal. That's how we would figure it out. The way we do it, and there is no crazy secret behind it. If in reality all of the data that we're getting is public as I said, if you had 10,000 interns or researchers that are annually going over the entire internet, they could get the same exact signals. We just do it at scale and automate the whole process. Kathleen: You're basically finding a way to scrape all of that and then process it- Tukan: That's it. Kathleen: ... and put a formula behind what is a meaningful level of interaction. Tukan: Absolutely. Yes. Kathleen: That is a great explanation. That is the best explanation that I've heard yet about how this actually works. I feel like sometimes the people who are in the business of buyer intent data almost intentionally make it seem like this black box, but thank you for clarifying that. Tukan: Not a problem. I think there is a problem. I'm actually writing a LinkedIn post about it. I think there is a challenge there where on purpose, there is this misconception and there's a level of complexity that's added when it's not needed. Maybe they do hide some things. I don't know, but for us, it's purely crawling. It is literally crawling the entire public works for you at scale, and then getting this information. Kathleen: It makes sense. I agree with you that there is a problem because I think that the natural instinct when you feel like something's deliberately being presented as mysterious is either you don't trust it. Like, "Are you getting this data from an untrustworthy source," or that it's possibly too good to be true. I feel like a lot of people have shied away. Now, you go out and you crawl all of these sites. You look at all the interactions that are happening. You're able to synthesize that into meaningful insights for your clients. What Kind of Data Is Included With Buyer Intent Data? Kathleen: If I am somebody who is purchasing buyer intent data, what does that look like? Am I just getting a list of company names? Am I ever getting down to the individual contact level? How granular can you get? Tukan: No, that's a great question. Because of how we get the data, how we collect the data, we are probably the only company in the entire intent data ecosystem that can provide intense signals the level of a contact. When we give you an information, we would actually tell you, "You should go after Dell as a target account because their head of marketing was recently engaging with your competitor's content." That's what you get. You get a ranked list of accounts along with the key contacts that you should be going after because they are the ones that were showing the intent signals. When we, I guess, score or rank these accounts, we take into account who was the person that was showing interest in an IT services solution, a head of marketing, showing interest about the topic is okay versus if the IT director showed an intent signal. Their score will go up, so we incorporate all of that and present that data to you. Kathleen: You mentioned account based marketing earlier, and I wonder when you then return that data, you're able to get to the individual contact level. Let's say you mentioned Dell. Let's say there's 10 different influencers or decision makers at Dell who are showing intense signals. Are you able to package that together and say it's not just like a laundry list and there happens to be 10 people from Dell somewhere in the list? Is it, "Dell is the company. Here are the 10 people?" Tukan: That's exactly it. The way we presented it would say, "Here is Dell. These are the 10 people, and these are the different things they did." Kathleen: That's really interesting. I can see that being very useful because I've spoken to other companies that have pitched me on buyer intent data, but really all they're selling is a list of company names. It's better than nothing, but I wasted a lot of time marketing to the wrong contacts in those companies. Tukan: You asked a question earlier on about GDPR compliance and things like that. There is a confusion in the market because one of the things that clients tell us is, "How do you get contact level data?" If someone saw an ad on Forbes, they have an IP data that you reversed mapped to a company, but how the hell do you know who that person was? The way we do it is because we don't use cookies or we don't use IP data, we are basically crawling the web. When you're crawling the web, there is an individual who was doing an activity that gave us an indication that this makes it relevant for you to go after. That's how we are able to provide not just Dell but the key contacts that you should be talking to. All of this data is publicly available, so if your SDR was manually researching, he or she would have found this information. We just made it that much easier for them using technology. Kathleen: That makes sense. That was a great explanation. Thank you, very, very helpful. Now, if somebody is hearing this and they're thinking, "Okay, this is really interesting," can you talk through some specific use cases of how companies might use this kind of data to fill their sales funnels? Use Cases For Buyer Intent Data Tukan: I'll give a couple of examples, one more from a marketing perspective, the other more from a sales perspective how it can be used. One of our customers, they're fast growing in endpoint security space, highly competitive. Everybody in that space is super well funded, and it's a massive problem. One of the things they did was they had a list of target accounts that they wanted to book meetings with, basically try to get engagements on. They came to LeadSift, and they gave us that big list of target accounts along with it. They gave us a list of keywords and competitors that are of interest to them or topics. We work in this case was we were crawling the web picking up signals and contacts and pushing them directly into Marketo. A certain percentage of the signals were on target accounts that they were interested in during conversation into, and some of them were just green field or white field accounts or whatever they call them that fit the ICP but it's not in their target account list. We are pushing the data into Marketo, and they have it sync with Salesforce typically. That's the typical flow. When we pushed it into Marketo, they score them. Once the score reaches a certain score, they pass it over to the SDRs to go ahead and try to book a meeting with the contact that we picked up on that target account. Not just saying, "Hey, go after Dell because Dell is showing interest or talk to these three people within Dell because they were talking about these topics that you care about." That's how they did. I'll talk a little bit later about how they used interest in scoring techniques, but the result that they got was they had this started off with 100 accounts, target accounts to have discussions with. Within three months because of this contact and the signals we picked up, they had meetings with 60 of them. That was great, and over a period of six months, they got... I forget the number. It's high six figure in pipeline that they generated from those 100 accounts plus the new ones we identified. That's an example of how someone needs to think 10 signals into Marketo, push to Salesforce coupled with their account based strategy into booking meetings and creating opportunities from there. Kathleen: That's great. Tukan: One thing that we found out from them they were sharing was in the scoring mechanism, they actually found out when companies were engaging with specific keywords versus when companies were engaging with competitors, the key word engagement were actually giving them better results than competitors, which is interesting because my initial gut would have said, "If someone is engaging with my competitor, that's the hottest one I should go after." They found it opposite. It makes sense, but after, I thought, "Maybe some of them might be already too far in the buying journey. Kathleen: Too far down the funnel. Tukan: Yup. That was an interesting thing, so they adjusted the score in Marketo accordingly based on the kind of triggers. The other thing they also did was they were also looking at how many unique people within one of those target accounts were engaging. If one person engages three times, that's not as valuable as three people within the target they're gonna engage in one time each. They were using that because one person engaging multiple times might give you a false positive. They might have some prior relation, but if three people engage or like x number of people engage with this same trigger events or competitors, that's a better signal. Those were some interesting insights that we saw a customer use our data from a marketing perspective and being very successful. Who Is Buyer Intent Data Right For? Kathleen: That is really interesting. Now, in terms of the types of companies that are using this data, it sounds like it is very useful for B2B companies and companies that have a high transaction sales values or considered purchases, if you will, where more than one decision maker is involved. Is that accurate? Tukan: Yup, that's very accurate. In terms of our buyer persona, and when you look at our ICP and clients who have been most successful, so we look at companies in the small to medium sized enterprise, so 50 to 500 employees. Those are the ones. In B2B technology, 100%, and the other is their deal size needs to be meaningful. If their average deal size is, let's say, $1,000 a year, then they don't really need intent signals are even an outbound sales team, but if typically their deal size is at least $10,000, $12,000 annually, in that case, it makes sense for them. That's a sweet spot we have seen. Then there is another group of companies that we work not directly but through our partners. Those are more the large enterprises, so those 5,000, 10,000 employees. You have the HPs and the Oracles and Adobes of the world where we work with our partners. In their case, they do truly a multichannel or omnichannel marketing strategy where they take our data. They would do media buys, contents indications, email nurture, and things like that, but our sweet spot is those 50 to 500 companies that are heavy on driving sales revenue pipeline and things like that. How Much Does Buyer Intent Data Cost? Kathleen: Let's talk about the numbers then, because I'm curious. If somebody is listening and they're like, "This sounds amazing. I need to do it," what should they expect to spend, and how is the spend calculated? Is it based on the number of leads you're delivering? How does that work? Tukan: No. This is very interesting because it's not a cost per lead or ad spend or media spend type model. It's a purely subscription-based set up where you pay a flat fee, an organization wide license for your entire company, which is dependent on the number of triggers you're tracking. A trigger could be a name of a competitor or a name of a keyword or a topic or an industry event that you're interested in tracking. Based on that, they pay that fee and we push the data directly into the system. In terms of exact dollar value, it starts at around $1,000 a month. It's not crazy, but that's the price point that we charge, and it's a subscription model. Kathleen: Is there any general sense you can provide us to like if I'm spending $1,000 a month, what should I expect in terms of value? Tukan: Absolutely. Absolutely. That number changes, to be honest with you, Kathleen, based on how niche or how broad they're targeting, but on an average, all our customers get around 200 signals, intent signals a week, so roughly 800 to 1000 signals a month. That's the average. Our model is not capped on the number of signals you get. Some of our customers get a 1000 signals a day. For example, if someone is attending an event or sponsoring an event and they want to track people that are likely going to that event, they might get 400 or 500 accounts a day when the event is happening, but on an average, I would say between 800 to 1000 signals every month on unique accounts. Kathleen: I want to make sure I understand correctly. 800 to 1000 signals a month, that's 800 to 1000- Tukan: Accounts. Kathleen: ... in full contact level? Tukan: Yup. Kathleen: Really, if you're saying that you started $1,000 a month, that's for all intents and purposes about a dollar per contact. I know you don't want to call it. Tukan: No, but yeah. Sometimes you can do the ROI calculation if you do want to look at it that way. Kathleen: I mean, to me that sounds like a no brainer. I'm not being paid to say this, but it sounds like a no brainer only because if I do Facebook ads or something like that, a $1 costs to acquire a new contact, and this is a much more qualified contact, I would argue, that's pretty darn reasonable. Tukan: The way some of our customers would use the data and look at it is let's say you use it for a 90-day period, and in the 90-day period, that's a good enough period for you to then activate the data. One is us providing you the data. These are not inbound leads. Excuse me, you still need to nurture them, but assuming you ae following up with the data. Within 90 days, you should be booking 10 to 20 meetings, and then you can do the math from there on. Out of those 20 meetings you're booking, you should be having these many opportunities, and from there, they'll close. It's very easy to do the ROI from that perspective. What Kinds of Results Can You Expect? Kathleen: No, that makes sense. That's really interesting. Are there any averages in terms of results that you see your clients getting? Tukan: Yup. Few things. This is another example that I thought of is from a sales perspective. We are working with a digital marketing agency actually out of New York. They're national. They obviously do Facebook ads and different ads and inbound paid to drive leads. Reference is a big thing, but outbound is also a channel for them to generate leads. What they were finding is the number of meetings that they were generating through outbound was trying down because the way they were doing outbound is as everyone does is by static list of companies that fit our criteria and just hit them. They came to LeadSift to help them identify companies that are showing intent, potential companies that they can brand, I guess, in this case that they might be interested. They ran an email nurture campaign. That's what they're running. On an average, they're getting about 6% of the people that they're reaching out to are booking meetings with them. That is a very, very high number of people that are booking. The industry average is less than 1%, so they have tripled the number of people they're having meetings with in a month using the intense string. On an average, 6% is very high. That's of the outlier. This is not replies or positive replies. These are people that are actually booking meetings with them. On an average, we see... Assuming you have some baseline. You have an outbound process, whether it's email coupled with social and things like that. The average is at least you have twice the number of hit rate or connect rate or meetings rate than. That's the average that we see assuming you have a baseline, you already have a process set up. Kathleen: Well, and if you're not doing outbound sales, because there are plenty of companies that don't have really robust outbound sales programs, I imagine you could still take this data and create a custom audience for your paid advertising. You could do a look alike audience from that. There's a lot of different ways that if you didn't want to do direct outreach to the contacts, you could still pull them into your orbit in a subtler fashion. Tukan: Absolutely. We are seeing people doing that Facebook custom audience, Linkedin ads. That's also one of the things is to do paid media to drive people in there. Absolutely. Kathleen: Interesting. Wow. Well, that is really cool. I love hearing the details of how the sausage is made. It's the first time anybody's explained it really well to me, so I appreciate it. Tukan: No problem. Learn More About LeadSift Kathleen: If somebody's interested in learning more about either the company and its products or about this topic, and they want to connect with you, what's the best way for them to do that? Tukan: Couple of things. The best way is to go to leadsift.com. We have a pretty simple website. There's quite a bit of... We produce a lot of content and webinars and things like that, so do check it out. Kathleen: I'll put the link in the show notes for that. Tukan: Perfect. Request a demo talk to one of us or just reach out to me at tdas@leadsift.com. Find me on LinkedIn. My Twitter is @TDas. Just reach out to me. I'm deeply passionate about this whole idea of mining intent from unstructured web. I believe there is no single source of truth for intent. There's different ways to look at it. If you want to know anything more about LeadSift or just a general idea about intent-driven marketing and sales, hit me up. Kathleen's Two Questions Kathleen: Love it. I'll put all those links in the show notes. Now, we can't wrap up without me asking you the two questions that I always ask my guests. First of those is we talked a lot about inbound marketing on this podcast. Is there a particular company or an individual that you think is really killing it right now with inbound marketing? Tukan: That's a good question. I think I'm going to give altruistically different answer. I think one company, one person that is absolutely killing it is Jason Lemkin with SaaStr. I think they are doing a phenomenal job with inbound marketing, creating content that startups find valuable from early stage to growth stage or scale up. Unbelievable content they're getting. They have podcasts. They have the SaaStr show. I think Jason has probably written 100,000 answers on Quora and things like that and his LinkedIn post. I think they're doing a phenomenal job with inbound marketing. Kathleen: That's a really interesting one that I've not heard before. Tukan: I thought so. Kathleen: I might actually just then tweet Jason and see if I can get him to come on the podcast. Tukan: You would be amazing because you ask any startup founders, CEO or anybody in a tech startup space, everyone knows about SaaStr. SaaStr itself is becoming the go-to conference for all SaaS companies to go, and it is all because of Jason creating content every day and they're doing a phenomenal job. Kathleen: I love it. Well Jason, if you're listening, I'm coming for you. Now the second question is the biggest challenge that I hear marketers talk about is that the world of digital marketing is changing at such a lightning fast pace, and it's really hard to keep up with current best practices, new technologies and developments. How do you personally stay educated? What do you do for yourself? Tukan: Again, this also might be a different answer compared to what everyone else has said. Maybe because I'm not a marketer by trade. It might be a bit of a cheesy answer, but the best source for me to learn is actually talking to customers who are all marketers. When we talk to customers, we do the first five minutes of a sales call, we ask them. It's what's their process? What are they using? We get unbelievable amount of insights into what this entire world's looking like. They actually literally educate us, which we then use for other customers to get ourselves better and all that. That's one source that I think is phenomenal. The other is actually, I'm part of a few groups in Facebook and LinkedIn. One of them particularly is called SaaS Growth Hacks. It's from early stage companies, super active. There, I get a ton of insights into latest marketing trends, cool hacks and crawl tracking stories or things like that that people are trying out. There's a lot of discussion. People ask questions. People comment. I skim through it at least once a day to get some cool insights into what's going on, what's working, what's not working, what to be aware of. Those would be my two big sources of learning about the latest marketing trends. Kathleen: Those are good ones. I'm going to have to hunt down that SaaS Growth Hacks. Tukan: Absolutely. It's a great Facebook group. Kathleen: Good. All right. Well, there you have it. I will put the links for all of those things in the show notes. Now you know how to reach Tukan if you're interested in learning more about LeadSift or buyer intent data. If you have been listening and you learn something new or you liked what you heard, I would love it if you would leave the podcast a five star review on Apple Podcasts. That makes a huge difference. If you know somebody else who's doing kick ass inbound marketing work, tweet me at Work Mommy Work, because I would love to interview them. Thanks Tukan. Tukan: Thank you Kathleen. Kathleen: It's great having you. Tukan: Same here. It was a pleasure.  

Rev.com's Head of Growth has tripled the company's landing pages conversion rates across all major products. Here is how he did it... This week on The Inbound Success Podcast, Rev.com Director Growth Barron Caster talks about the company's process for conducting audience research, and how the insights gleaned from that process have enabled them to triple their landing page conversion rates.  If you like detailed, actionable takeaways, this episode is for you. Barron is sharing his exact process, right down to the nine questions he has his team ask when conducting audience research interviews. This week's episode of The Inbound Success Podcast is brought to you by our sponsor, IMPACT Live,  the most immersive and high energy learning experience for marketers and business leaders. IMPACT Live takes place August 6-7, 2019 in Hartford Connecticut and is headlined by Marcus Sheridan along with special guests including world-renowned Facebook marketing expert Mari Smith and Drift CEO and Co-Founder David Cancel. Inbound Success Podcast listeners can save 10% off the price of tickets with the code "SUCCESS".  Click here to learn more or purchase tickets for IMPACT Live Some highlights from my conversation with Barron include: Barron runs "growthproduct" and marketing at Rev. Marketing is focused on website traffic and growthproduct is about conversion.  Barron believes that the best way to improve your marketing results is to learn from your customers, so he tries to speak to at least one customer every month. In addition, the team at Rev uses Net Promoter Scores to track how their customers are feeling about the company's products. He also has a requirement that everyone on his team meet with at least two customers per quarter to conduct audience research, and they have a stipend to support that effort.  To ensure that the information gathered during customer interviews is accurate, Barron has created a one-pager that details exactly what should go into it, who they should be talking to, what questions they should be asking, etc. The one pager details the nine specific questions (shared in the transcript below) that his team must ask. All of the team's audience research interviews are recorded and transcribed using Rev. There are a dozen people on Barron's growth team and they meet for a half hour every week. During this meeting, they share the findings from their audience research in a "quickfire round" format. They pull key insights from this research and use the actual words of the customer to update copy on their website and landing pages. This has resulted in a 3X improvement in the company's landing page conversion rates. Another trick that Barron uses to understand customers is listening to what they are asking on the company's website live chat.  Resources from this episode: Save 10% off the price of tickets to IMPACT Live with promo code "SUCCESS" Check out the articles that Barron has published on Medium Read Barron's article on how he tripled Rev's landing page conversion rates Visit the Rev.com website Listen to the podcast to hear Barron's process for gathering audience research and using the findings to inform Rev's conversion rate optimization strategy. Transcript Kathleen Booth (Host): Welcome back to the Inbound Success Podcast. I'm your host Kathleen Booth, and this week my guest is Barron Caster who is the Director of Growth at Rev.com. Welcome, Barron. Barron Caster (Guest): Thank you so much for having me. I'm excited to be here. Barron and Kathleen hamming it up while recording this episode Kathleen: This is such a cool interview for me to do because I use your product every single week. And so for those listening who don't know what Rev.com is, Barron can give a more complete description, but I will just say I do this podcast. If you listen with any degree of regularity and if you visit my show notes, all of the show notes are transcribed using Rev. So I send Rev, through the cloud, I send my audio file, and then usually within a few hours it comes back, and it's this beautifully transcribed, written version that I don't have to do myself. So I love Rev.com, and we use it for other things too. As a team we create the SRT files, which is what we use to caption our social videos, and many other things as well. So I'm really excited to have you here for that reason. Barron: Thank you. I'm excited to be here and excited to talk about what you just did for us, which is using customers' words to inform and educate other people, and to show the value of the services you provide. So thank you for the glowing introduction. Kathleen: Oh, my pleasure. My pleasure. There's nothing better than talking about a product you actually use and love. Barron: Totally hear you. Kathleen: Speaking of which, though, I know I only use certain parts of your product. So before we dig into the actual meat of the conversation, can you just take a minute and tell the listeners a little bit more, first of all about yourself, because you have an interesting background. You've been an entrepreneur. You've been a venture capitalist. You've done a lot of different things, and so I think that's kind of interesting as far as how it influences the work you do now. And then also give us the quick spiel on Rev and all of its different products so that people listening have a sense for the full breadth of what the company does. About Rev.com and Barron Caster Barron: Cool. Thank you. Yes. I'll give a quick introduction on myself. I started with an education in mechanical engineering. I got my undergrad and master's from USC in Los Angeles. And then I promptly threw my degree to the side and became a venture capitalist looking at the wearables, healthcare, and mobile spaces. And I worked at a firm called General Catalyst, evaluated early stage investments, and realized that before I wanted to spend more time investing, I really wanted to get operational and figure out the inner workings of a great company and see what that looks like. So I joined the fastest growing company at the time. It was called Zenefits. Kathleen: We are also a customer of Zenefits. I love them. Barron: You're a customer. Rev is also a customer of Zenefits. It was the fastest company at the time to go from zero to $60 million in AR, and I was there at an incredible scaling time of the company, saw a lot of incredible things there, met tons of amazing people, and then after being there and seeing this crazy scaling period, they started to have some issues, but I saw a future for myself in product, which I was not doing at Zenefits. So then I moved to Rev, which I'd never heard of at the time, to join as a product manager. And at the time, Rev only had a few services. I joined as a product manager on our core transcription service. The one that you just talked about so gracefully. Thank you for that. And then I started our growth team. I've been at Rev now three years, and I now run all of our growthproduct, and marketing. So "growthproduct" is one word and then marketing. And growthproduct is a few product managers working on products that once people are actually on our site, convince them to use our services and marketing as all of the things that inform customers about our services. So you also think about it in terms of traffic and conversion. Marketing is the traffic and brings people awareness and educates them, and then conversion is once they're actually on Rev properties, how do we convince them to buy from us? Kathleen: Great. And one of the things I thought was so interesting about your background, and I'm kind of jealous I have to admit, is that I have always wanted to go through Brian Balfour's Reforge program. Barron: Oh yes. Kathleen: I follow him really closely online. I love every single thing he writes about growth and product market fit, and all of that. You've been through that program, so I'm kind of excited to see how that comes into the conversation, or if it does. Barron: Brian and everyone from the Reforge program are incredible. He leads the thinking in a lot of ways and has helped define what growth teams look like. I went through the program when we didn't have a growth team at Rev. I think it was a month old, and I was the first person on it working with one of our co-founders trying to figure out what should the growth team look like longer term and what should be build towards. So by looking at all the frameworks and ways it's built at different companies, that helped us inform what it should look like at Rev because growth teams are going to look totally different based on the company and the people within the company, but it's really good to talk to other people who have done it. And we do that for all of our learnings at Rev. We try to talk to industry experts and figure out how are the best people doing it. How Rev.com Conducts Audience Research Kathleen: Love it. So when you started talking about how you kind of handle marketing and you handle growthproduct and you think of traffic and conversion as those two sides of the coin, and when you and I first spoke, you talked about how a big factor that influences how you approach these things is the audience research that you do. So maybe we could just start out there and you could talk a little bit more about audience research and where that fits within your strategies. Barron: I think it should help inform almost all strategies at the company, not just on the growth team but in pretty much all the things that we do. And I think there's just a number of ways that you can do customer research. One of the best is talking to them. So, take it a step back. A lot of marketers really love... They work for companies. They know what their company offers, and they love talking about all of the things that their company does today because they know the features. They talk to the people that are building them. They hear a lot of about why they're great. But what you really need to do is get out of the building, talk to your customers and understand why are they actually using you. What value does your service provide? How do you change their lives? What do they like, not like about it. What they want to improve, to really narrow down what is special about your product and service. How are you differentiated? We do it in a number of ways. I think talking to people is always great. I try to have at least one very in-depth customer conversation a month, even though I'm not even working day-to-day on specific channels or features, just to help inform the sorts of things we're doing. And then we also have a lot of other inputs from customers, whether it be Net Promoter Score, online ratings and reviews, and reading where people are talking about you online, emails to support, talks from sales, all of these different places are ways to get as much feedback as possible to help inform what you're doing. Kathleen: And I like that you try to do it once a month. That's something that I'm kind of working on too which is when you're in marketing, you're not always in a position where you have direct customer contact, but it is so important to come up with some kind of a cadence so that you don't become so out of touch. Barron: 100%. And I've actually... on my team started creating requirements that people get out of the building, we have a stipend for it, talk to customers, meet them in person, hear about their journey, how they found out about us, what they're using us for, what they love, don't love, all those sorts of things for at least two customers per quarter. It's a requirement even though many people will never have customer interaction in their day-to-day. I think it's essential to have that empathy and understand what are we actually trying to do here. Kathleen: Oh, I love that. Let's actually get a little bit kind of down to brass tacks here. You're requiring your team to do these customer meetings or conversations. You're doing some of them. Do you have any kind of guidelines or framework that you use or that you ask them to use for those conversations so that there's some degree of consistency in the information you're getting? Barron: Yeah. I'm a huge documentation nerd across the board, so whenever I have an idea for a project or things that I want to work on, I write out a document to explain my thinking very clearly and get feedback on it. I think it's extremely important. So I have a one-pager about the homework, exactly what should go into it, who you should be talking to, what questions you should be asking, all of those kinds of things. And then everyone shares it back in their own format, and then we discuss it as a group. And I have the questions if you would like to hear them. Kathleen: Yes. Of course I would like to hear them. Rev.com's Audience Research Questions Barron: Great. I like to break it out into almost like the moment before discovery, and then questions around discovery, and then about the service itself. We have nine key questions and then a couple bonus questions, but they are how did you know that you needed a transcription service? Before Rev, were you using a different transcription service or doing it yourself? So those are kind of how did you know had a need, and what were you doing? Then how did you find Rev? How did you evaluate Rev, or which transcription service you wanted to use? Those are kind of on the once you've discovered it, how did you actually evaluate it? And then more into the use case. So what do you use Rev for? What does that process look like? How has Rev changed your life is a really interesting question because it forces them to think about the value you provide and quantify it, which can be very hard for marketers at times to figure out the specifics of value that you add to people. What is your favorite part about Rev? Least favorite part about Rev? This one is a personal favorite. How would you describe Rev to a friend? What is your service from their perspective? And then who else do you know that might benefit from using Rev? So what other use cases can they think of top of mind that would be relevant? And then my two bonus questions are what other product app services do you use and love? So you're usually talking to someone who is not like you but they use your service, so what is the typical person that uses your service? What else are they doing? What other things are they reading online? What other actions are they taking to try to see if there are any nuggets in there about other things that you could be doing to get in front of other customers and users. And then also what are your favorite newsletters, podcasts? Like what information do they consume on a regular basis? Kathleen: I love that. And I really like that you ask that question about how would you describe Rev to somebody else because what's that famous quote they say that, "your brand is what people say about you when you're not there?" Barron: Yeah, exactly. Kathleen: That's really what it is. You're finding out what your actual brand is out in the marketplace, as opposed to what you want people to think your brand is. And hopefully- Barron: I totally agree. Kathleen: ... those two things match up, but they don't always. Barron: You want them to, and then if you don't, then you can dig into why. Deriving Insights From Audience Research Barron: And then another big requirement around this homework assignment is that all of it is recorded and transcribed using Rev. So another big piece of it is dogfooding, which is another thing that marketers sometimes don't always do. They take their products at face value instead of really using it, understanding the nuances of what actually looks like for a customer to be spending money on this, and what is the value that it adds back to their life. So when I ask people what are the insights from it, they actually have to go back, read through our online, easy to use, interactive transcript viewer, and highlight things, comment, do all of those sorts of things, but it really gets them in the mindset of dogfooding and what is the user experience. How should we be talking about it? Rev's Transcription Services Kathleen: I'm going to digress for a minute because you as a company have two different transcription options. There's the one that I have always used which is $1 per minute. Really reasonably priced in my opinion, and it's very accurate, so I don't have to spend a ton of time cleaning up the transcription after I get it. But then I saw that you recently released, and I'm not sure if it's still in beta or not, a new option that is going to be 10 cents per minute. It sounds like it's AI powered, and it's a great option for people who want like really quick results. Could be a great application for which could be exactly what we're talking about right now which is audience research interviews. Can you just talk about that for a second and then we'll pick up where we left off? Barron: Definitely. Rev historically has had a lot- Rev.com has had many human services. We have human audio transcription. We have English captioning for English videos. And then we have foreign subtitles for English videos, and foreign document translation. And it's always had these human services. But over time we have served many transcription customers, and... over 100,000 transcription customers, and we have all of this information and data about accurate transcription. So we decided as a company to make an investment a few years ago in speech technology. And we said we have the world's leading English dataset around English transcription. We want to create a speech engine around this. And we have and we launched a consumer version of this under a separate beta brand called Temi.com. For a number of years it's been incredibly successful. So now we're going to put that automated service that has industry leading accuracy because we have top speech scientists working on our incredible data to make the best engine out there, and we feel like it's in such a good place that we're going to serve it on Rev.com. So we've been doing it under a separate brand name for a number of years, and we feel like it's more than ready for prime time, so we're bringing it to all of our happy Rev customers who may have always used our human services, and we feel like this will be a great option in addition to our portfolio for certain types of audio. As you were saying, you don't always need perfect transcription. For this podcast, we're going to have perfect transcription because we want to know exactly the things that were said, but in certain cases, you have tons of interviews and you really just need to know the gist of what people were talking about or pull out some key quotes here and there. And that's when the automated version is ideal. So right now it's still in early access and we're rolling it out for prime time for all new customers starting in a couple weeks. Kathleen: That's great. Barron: And we're really excited for that. And then we also serve it directly to developers through an API as well under a brand Rev.ai. Kathleen: Neat. That's going to be a game changer as far as I'm concerned because I have no problem paying $1 per minute for the podcast as you said because it's important. I'm publishing that text. And it's for a variety of reasons, for accessibility, for somebody who wants to read and not listen, it needs to be legible and accurate. But it would be cost prohibitive if I were going to use that service to transcribe every sales call my team did, every meeting we had, every audience research interview. That could get expensive. And so this makes it so... I love that it makes it so accessible and you almost don't have an excuse not to do it, right? Barron: 100%. And we at first, when we launched our own automated version, we were a little bit worried about cannibalization. We're saying, "Are we disrupting ourselves too much?" And when we started giving it to customers, we saw no, instead of switching from human to automated, there were actually just recording more and getting more things transcribed. So we saw a lot of lift instead of shift. So we're really trying to broaden the market and make transcription more accessible to a wider audience. Kathleen: Well, and I can say just... Here's a little bit of audience research for you. Again, we've used it extensively for podcast transcription. I haven't used Rev for transcribing audience research interviews. I will now. It just is... It's so simple. Not trying to do a commercial, but I do love the product, so I wanted to say that. Barron: I knew you'd turn this into a commercial. Kathleen: You guys... So you do these interviews. You have the question set. And then I think I heard you say that everyone shares the results of the interviews in their own format. But part of that format is having the actual transcription, correct? Barron: Correct. We share the transcripts and Rev invests heavily in our online transcript viewer so when you get a transcript back from us, it doesn't just come in a Word doc. It used to, and we realized that people wanted to collaborate around them, so sharing learnings around a transcript. So we invested heavily in making a very simple, easy to use but robust online editor that people can share with teammates, make comments on, highlight key things, take notes around. Almost like a Google Doc where it's like a online viewer that a lot of people can share and look at together. And that's... yeah. So everyone shares the transcript with other members of the team. How Rev's Team Uses The Insights From Audience Research In The Company's CRO Strategy Kathleen: So you're having periodic meetings. How often do those take place where you all get together and review these findings? Barron: I do quick-fire rounds so we do those like once a quarter based on recent findings, but I encourage people all the time to talk with customers, and we have a budget for that where people can go out and get them transcribed no problem. And I urge people to always share learnings in a transcript back whenever they have them, and then we have a more formal meeting around it once a quarter. Kathleen: Tell me more about what a quick-fire round is. Barron: Oh, well we have almost a dozen people on the growth team, so we have a half hour meeting every single week to talk about different key topics. So when I say quick fire it's just everyone talking for a few minutes about the key findings that they had or any interesting insights or use cases that they discovered that weren't on our radar before. Kathleen: So you're sharing all of this feedback with the team. The team's sharing it with each other. Can you talk a little bit about then how you actually incorporate this into your marketing and your CRO strategies? Barron: Definitely. Each person on the growth team is working on a different project. So for the marketing team, we're much more channel focused, so we have someone who runs our paid marketing, someone who runs content, someone who runs SEO, someone who runs influencers, and social, and PR. So whenever you hear a customer insight, people on the team try to think about, "How can I incorporate that into the things that I am working on?" And CRO at Rev lives under the product side of things, and I did CRO for my entire time at Rev. Almost my entire time at Rev. So when we were working on conversion in A/B testing, we used customers' own words to inform the tests we were doing and actually use it as our own copy. Because we believe that customers understand the value of our services a lot more than we do because they proactively sought us out, started using us, and find value to keep coming back. So they really understand what value Rev has to offer, and we want to use those insights to help inform the next batch of people that may come across us. Kathleen: So it's true like voice of the customer application, you're pulling quotes out. You're using those quotes... Or is it full quotes, or is it just instead of calling it a transcription, we call it X kind of thing? Barron: It's a combination. We have customer testimonials on our website as well, and we also have a Twitter feed that shows real tweets from customers, just more forms of social proof, so that's actually using their own words that they have written. But then we also just use it to inform the landing page copy. Like what are the types of things that customers say about us? And I could pull up an example. Let's see. Kathleen: Let's do it. Barron: On our website, Rev.com/transcription, Audio Transcription Made Simple, that's been a tagline we've had for a while. That's because all of our customers say we're so easy to use. And I manage our entire self-serve business so it's my job to make sure it stays that way, as easy to use as possible. But then under the fold, and under the main call to action, we say, "Rev's transcription service help you capture more value from your recorded audio." That came about from me from a customer interview. They said that. They said, "You helped me capture more value from all the things I'm recording." Kathleen: Great. I love it. Barron: And we used that, and now we put it smack dab on the page, and people relate to it, and they understand exactly what it means because that was a real problem that someone had. They said, "We're recording all this audio. We're not sure how to get value and insights from it." And they used us, and they said, "This is incredible. You changed the way I work," and I said, "That's amazing. Everyone needs to know that." Right? So that's one example. And then throughout the page there's other pieces that we've gotten from customers over time. Kathleen: Great. I love it. And so it sounds like the key to what's making it successful for you guys is having a very systematic approach of everyone's getting out there and doing the interviews. Everyone's having them transcribed. They're coming back. You're all sharing the learnings, and then that can easily be applied. The Results That Rev Has Seen From This Process Kathleen: Can you talk a little bit about some of the results you've seen from the experiments you've run using the voice of the customer? Barron: Yes, I can. And I read a post about this on Medium as well, but in using customers' own words we have managed to triple the... landing-page-to-paid conversion rate for three of our services. So for the audio transcription, our main service on mobile, we managed to triple the conversion rate, so that means tripling the effectiveness of your ads because you're paying for every time someone comes to your page and you want each of them to convert. So we've done it for our main transcription service. We did it for our automated transcription service. And we did it for another Rev side project that we ended up actually shuttering a year ago because Rev always tries new ideas and businesses, and we experimented with one that ended up not working, but it wasn't because of our acquisition. It was because of other issues with the business. Kathleen: Wow. That tripling of the conversion rate, is that kind of an average across the board, or... and are there some pages that have had amazing results and some that are smaller? Or is it usually quite a big impact that those kinds of experiments have? Barron: We experiment on our main service landing pages. We spend a lot of time and energy getting people to understand what the service is and what value it provides. I will also say it's easier to test on your highest volume pages because you have more data to make more informed decisions. And you have more customers that you can talk to and learn from as well. So most of our work usually starts on our highest volume services, and then we transfer those learnings to lower volume services as well. The lion's share of my work has been on our transcription businesses because those are Rev's most mature businesses. How The Rev Team Conducts CRO Tests Kathleen: And can you just talk me through how you manage those experiments? Are you starting with a hypothesis and just choosing one variable at a time like classic A/B testing, and how long do you let the experiments run? Is there a defined time period or does it just depend on volume of sessions to the page? Barron: Those are both great questions. So the first question was how do you run experiments, and it's very hypothesis driven, but I would say you can't start with a hypothesis. You have to start with learning that helps inform what your hypothesis should be. Right? So for our website, we realized that... I watched a lot of user sessions. I talked to people. And I realized they weren't actually reading the words on the page. We had so much copy on our website... this is two and a half years ago, and people just weren't reading it. We had all the information there; it just wasn't packaged in a way that people could digest. So we made it a lot more digestible, and we saw that it was working. But the hypothesis was people aren't actually reading even though the content is there. We need to make it better. So I'd say start with learning that will help you develop your hypothesis. And then in terms of how we test, yeah. Sometimes we'll package a couple ideas together into one bigger test, but it will always be testing a singular hypothesis because if you just make a bunch of changes that you're not sure will be beneficial, you could end up hurting things and you wouldn't know. Another thing is once you have a certain number of... Actually, I'll say really quickly that Andy Johns who is a venture capitalist at Unusual Ventures, and he was a founding member of the growth team at Facebook. He's worked at Twitter as well, I believe, Quora and Wealthfront. At Wealthfront, I believe, he was the VP of Product and Growth, and now he's a venture capitalist. He has a great framework for thinking about experimentation as a size of the company and your maturity level. When you are a small business you don't have a lot of data so you have to spend tons of time and energy working around crafting the hypothesis the right way. Is this the right way to test it? Being very, very thoughtful around each test because you don't have enough data to move quickly with. So you have to be very, very thoughtful before putting it live. And on the opposite end of the spectrum, you have people that have tons of data such as a Facebook or a Pinterest, and they are well known, their growth teams, for testing so many things as quickly as possible. Because they have all the data in the world, so they can run an A/B test statistical significance- Kathleen: In like hours. Barron: ... in minutes. I think faster than hours at times. They just... So they test as many things as possible because they have almost unlimited data. Whereas a lot of people listening to this podcast are probably trying to figure out how do I make the most with what I have? And it's around being incredibly thoughtful for how you do things. And then you asked how long you test for. We've had A/B tests... So it's always important to set like a minimum bar before starting the test because once you launch a test, emotion will come into it and it looks like something's really hot out of the gate, you said, "Let's call it right now. This is amazing." And then things normalize. So I've gotten really, really good over time in not checking results early because although it's tempting, it can definitely skew your emotion and your emotional state. Kathleen: It's like confirmation bias too sometimes when you see- Barron: Yeah. Exactly. So setting a baseline is good, and there's a lot of articles out there about statistical significance and the sort of time you should wait, but we did it anywhere up to months for statistical significance on key changes because data was limited on certain services, or certain pieces of the funnel. Kathleen: And I was reading the article that you wrote on Medium where you talked about this, and one of the things I thought was interesting, we spent a lot of time talking about customer interviews and audience research, but I thought it was really interesting that you also look at chats, for example, on the site. I think you guys use Intercom. Is that right? Barron: Yeah. Not only do we look at chats, I ran Intercom for months on the site myself so that I could fully understand what questions customers are having and what they wanted to see. By seeing the high volume of people in real time through whatever chat widget is hot these days, whether it be Intercom, Drift, Zendesk, there's a number out there, but getting in touch real time with your customers when they're making buying decisions is hugely important. So yes, we have a number of ways we're learning from customers, and another very popular tool, and I have another article about different tools out there, but full story, in session viewing, and I know there's tools like Hotjar are out there that do the same thing, but seeing how people are interacting with your site is extremely powerful because you can user test all day long and it will not give you real data what customers are doing. Seeing it live is almost magical. It's really cool, and it will help you be a lot smarter about your decisions. Kathleen: We use Lucky Orange for the same thing and it's amazing how it also can help you find bugs on your website that you would not have ever realized existed. We found this weird bug on mobile that was just on like iOS tablet versions X, Y, and Z, and it was because we were seeing, we saw a really strange change in the time on page and the bounce rate for that very specific device and started going into Lucky Orange and looking at user sessions for people using that device, and I was like, "Of course. There's a pop-up that's messing things up." And it's just amazing what you can learn the more you dig. But it is a- Barron: That is spectacular. Kathleen: It's a rabbit hole though. It's a deep one. Barron: I love that. The only other source that I'd say is... sources that are amazing are your support and your sales team. Your support team knows what the biggest customer issues are because they talk to them all the time, and sales is trying to convince people to use your products so they know what the biggest questions are from people when evaluating. And to help inform that, I've done rotations on both of those teams in the past. If your company would allow that, I highly suggest it because it just helps you understand what the problems are a lot better. Kathleen: Amen. I was on our sales team for six months before I took on this role as head of marketing, and it was hugely valuable. And we record all of our sales calls, so I still think listening to those is so important. Barron: Amazing. Yes. And getting them transcribed so you can read them easier. Kathleen: Exactly. Using the new 10 cents per minute tool. No, this is great. You have so many good articles on Medium. I'm probably going to put a few of those links in the show notes, so if you're listening and you want to see more of what Barron has written, check out the show notes for sure. And you are @BarronCaster on Medium. I'll put that link in as well. Barron: Thank you. Kathleen's Two Questions Kathleen: And a couple questions for you that I ask all of my guests. I'm curious what you're going to have to say. First one is when it comes to inbound marketing, which is really what this podcast is about, is there a particular company or individual that you think is really killing it right now? Barron: Yes. There are many people I think that are killing it. Kathleen: You can give me multiple names. That's fine too. Barron: I will. How deep do you want me to go on how I think they're killing it? Kathleen: Oh. Fire away. I'll stop you- Barron: Great. I think- Kathleen: ... if I need to. Barron: Okay. I think the first name that comes to mind is Neil Patel. I think he's done a great job of building an incredible content library that is extremely extensive, and he touches people on all different sorts of mediums. He's active across all social channels, and he's built up a personal brand that is extremely strong. And what he's done more recently in the past couple years is layer on tons of free tools that incentivize people to come to his domain to evaluate their website, and see what their SEO is, or look for keyword ideas through his Ubersuggest tool. And I know he's focused on acquiring these different tools to help bolster his audience and provide value to people. So he always leads with value which I think is incredibly important. So as an individual who is a brand, he stands out amongst the crowd to me. And then another company that I think is doing really well, is this company called Animalz which is a B2B, content marketing agency that I love and I've been in touch with recently because I subscribe to their newsletter and all their content was incredibly thoughtful and informative around content marketing. So I could tell they did an incredible job because I loved reading and opening their newsletter, and it led me to reach out to them about their business. So because I'm a converted customer, I am a huge fan of the work that they've done in being able to show their value to me. And then- Kathleen: And that's Animalz with a Z, right? Barron: Animalz, yeah. Animalz with a Z. And then the last company that I'm not a customer of but I really like what they're doing is G2 Crowd. Ryan Bonnici over there who used to be at HubSpot has created a content engine that is unparalleled, I think. And they're just producing a high volume of high quality content, which is very difficult to do, and I know they're investing heavily in doing that. Kathleen: Ryan's been a guest on the podcast. Yeah, he's a really smart guy. And you're the second person to mention Animalz, so I'm going to have to reach out to somebody there and get them to come on now, because that's- Barron: If you talk to Jimmy, he's great. Kathleen: Jimmy, I'm coming for you. Barron: Great. And what they do is they... Most agencies will shop out a lot of their work to other freelancers, and they believe in value and quality so hugely that they only have in-house writers. They only staff in-house people, which is difficult to do as a large agency, but it helps you keep quality consistent across the board. Kathleen: Interesting. Well, those are great examples for anyone who wants to check them out. Again, links will be in the show notes. Second question is with digital marketing changing so quickly, how do you stay up to date? What are your personal kind of go-to sources for great information? Barron: This is an amazing question. My first answer is that you shouldn't be looking for the latest developments. You should start by going back to the classics of marketing because a lot of the classic principles don't change. It's more of the mechanics that change. So like the people I love and refer to commonly are Claude Hopkins, David Ogilvy, like Robert Cialdini. These like great marketing minds and advertising minds where the principles last forever. Like I created a robust A/B testing program at Rev, and then I read Claude Hopkins, Scientific Advertising, which was written 100 years ago, and he had all the same principles. I was like, "Oh my God. I would have saved so much time by visiting this first." When before I had been reading all the blogs and trying to figure out what the best tech companies were doing. A lot of the principles are the same. It's more of how you actually bring them to market that's changing. And for that, I really loved Drift as a brand because I think that David Gerhardt, who runs a lot of their marketing over there, subscribes to the same philosophy. He constantly revisits the classics and then figures out how does that work in today's modern world, but he starts with principles. And I think the principles are extremely important. And then my last favorite, more general growth newsletter that touches across product development, entrepreneurship, marketing, and growth, is Hiten Shah who's actually related to Neil Patel, and he has a just incredible newsletter that's very informative, and he does deep dives on businesses and their go-to-market that will help inform you about how great brands that you know today actually made it, and the evolution that they went through over time. Kathleen: I love it. So many good suggestions. Lots of reading ahead. Barron: I don't mean to overwhelm, but- Kathleen: No, this is great. I think- Barron: ... if you have limited time, start with the old stuff and then work your way forward. I'm also a big fan of Nassim Taleb and Antifragile as a book, and he has this thing he calls the Lindy Effect. The longer something has been in existence, the more likely it is to exist for a long period of time. So these older principles still hold true in today's modern world. Kathleen: I can't wait to check some of those out. One thing I've noticed from doing so many interviews with different marketers is the best marketers are just these voracious learners. They're always wanting to find something more to educate themselves with. So lots of recommendations. If you're listening, go get all the books. How To Connect With Barron Kathleen: Barron, if somebody wants to learn more about you, or has a question, or wants to learn more about Rev, what's the best way for them to get in touch or find you online? Barron: You can check out my Medium that you will post later which is great. You can send me an email directly. It's my name barron@rev.com. Please reach out if you have any questions about anything, or if you have ideas of articles that you want me to write, I would love to hear that as well. I'm always looking for ideas on things that people are curious about so I can answer a question for a lot of people. You Know What To Do Next... Kathleen: Love it. All right. Well, thank you so much. If you're listening and you learned something new, which I'm pretty sure you did because I feel like there's a lot of good stuff in this one, I would of course love it if you would leave a five star review on Apple Podcasts or the platform of your choice. And if you know somebody else who'd doing kick-ass inbound marketing work, Tweet me @WorkMommyWork because they could be my next interview. Thanks, Barron. Barron: Thank you so much, Kathleen. This has been incredible.

Vinod is one of my favorite PT friends - he's determined, focused, and gets what he wants, which shows in his ability to live in Florida while actively owning his PT practices in New York. He's the epitome of what we strive for and tout in the Physical Therapy Owners Club. Success? Check. Stability? Check. […]

Vinod is one of my favorite PT friends – he’s determined, focused, and gets what he wants, which shows in his ability to live in Florida while actively owning his PT practices in New York. He’s the epitome of what we strive for and tout in the Physical Therapy Owners Club. Success? Check. Stability? Check. Freedom? Double check. Having an uncle who is a vascular surgeon that did very well for himself in having his own practice and having the skill set on a physical therapy technique that he felt could create a big impact pushed Vinod Somareddy to exceed himself and be successful as a private practice owner. After listening to the episode, you’ll see what I’m talking about. He ramped up his clinic quickly with the guidance of Measurable Solutions (now Fortis Business Solutions) and learned along the way how to organize his company, hire the right people, and manage by statistics to ensure his company is reaching its goals. Check out his path and what he’s learned along the way by joining the club today. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Physical Therapy Owners Club today: ptoclub.com Physical Therapy Owners Club Facebook Physical Therapy Owners Club LinkedIn

Welcome back everyone and thank you for tuning in. In this episode Patrick talks about the six principles to make people like you according to Dale Carnegie. Mr. Carnegie's principles and their applications are as sound today as when he first wrote them over 60 years ago! These principles apply directly to criminal justice professionals as well as everyone else, Dale Carnegie's Lifetime Plan for Success - Check it out!

Do you suffer from laziness? We all can be lazy at times, but we need to understand where the laziness is coming from. This episode of Overcome Laziness gives you 5 steps to help you eliminate some of the laziness in your daily life. Implement some (or all) of these steps today and you will be on your way to a more positive and productive you! Now you're ready to make it a great day!   Thanks for listening to the show! Jeremy :)   Visit us today at Everyday Property Manager!   Want more 5 Steps to Success? Check out: Motivation: 5 Steps to Success Reduce Your Stress: 5 Steps to Success How to Stay Positive: 5 Steps to Success

A big part of success is starting out with a successful morning. Episode 51 gives you 5 steps to success to help you wake up and be ready. Do you wake up ready for the day? Are you a person that loves what you do? You need to answer yes to these questions. If the answer is NO, you need to analyze what it is that you are doing and start to make some changes. We all want to have a great morning and I am confident that if you implement some (or all) of these steps you will be on the right track to having a better morning. Now you're ready to make it a great day!   Want more 5 Steps to Success? Check out the Everyday Property Manager Podcast page today! Problem Solving Skills: 5 Steps to Success

A popular misconception about Highly Sensitive people--to those who aren’t very familiar with the trait--is that HSPs are always emotionally fragile and not mentally strong. But this isn't true. You CAN be mentally strong and an HSP--it's all about your coping skills. That’s why I’m excited to share with you Episode 61's guest, Amy Morin, who is an expert on mental strength. Amy is a licensed clinical social worker, psychotherapist, professor, a TED talk speaker, and published author. In 2013, her post 13 Things Mentally Strong People Don’t Do, went viral, and ended up being published into a bestselling book and translated into 20 languages. Her post was the most read article of all time on Forbes.com. I was moved by her story and the challenges she’s dealt with in her life, and how she’s found a way to thrive and become an authority on helping others learn how to better cope. In this episode, Amy talks about: The most common thing mentally strong people don't do How to build mental strength Why seeing a therapist can help, even if you go just once What therapists think about Highly Sensitive People How to stop dwelling on the past How to deal with anticipatory grief Learn more about Amy Morin: Her book: 13 Things Mentally Strong People Don't Do: Take Back Your Power, Embrace Change, Face Your Fears, and Train Your Brain for Happiness and Success Check out Amy's ecourse: Mental Strength: Mastering The 3 Core Factors Website: amymorin.com Twitter: @AmyMorinLCSW Want to support the podcast? If you enjoy my podcast and blog, if you find it helpful, uplifting, or entertaining, that's awesome! Would you consider giving just $1 per episode? Check out my Patreon page to see how it works. Sign up for my twice-monthly newsletter to stay up-to-date on new podcast episodes, blog posts, and HSP news.   Podcast music attribution: Bust This Bust That (Professor Kliq) / CC BY-NC-SA 3.0