00:00.00 bizzyweb What you do last night Dave well I made a bunch of calls got a hold of some clients did some did some outreach. Yeah normal normal afternoon evening. Okay yeah I watched the directors. Final cut of Indiana Jones and the temple of doom. Oh my stars and it included an extra 16 seconds of ah previously unseen footage I know I was really excited and then when I got into it I realized at the end I don't know what. 16 seconds were it was just in there. You didn't know and and the maybe it was like 16 seconds of extra credits and so it got me thinking about the the space that we're in and the marte space the marketing technology space and how there are so many companies that are selling. Ah, a feature that may that says oh we're better than this other thing and it's it's their version of previously unseen footage that at the end of the day. It really doesn't make ah a he of beans difference in the world and I I know you and I both have what. Your wife affectionately calls shiny object syndrome yes, where anytime we see something new and cool. We want to go after it and we want it desperately so about ah four and a half five months ago I met a guy at a party who told me that. 01:31.24 bizzyweb Um, he was going to change my world and my on my sales world by a new by giving me a new phone. Okay, and I thought well a I instantly hate him because he's bigger than me but b. I okay sure whatever and then I sat through his demo because I wanted a free t-shirt and it really did change everything for us and it's so I I wanted to spend a lot of time today talking about as a business use case. How. Our lives have changed because of not not focusing on features and focusing more on outcomes and how what particular companies helped us change. Um a lot of the way that ways that we do business. So today. We have our our friend. Slav from kicksey and his ah and and his boss Andrew from kicksey as our guests to talk about the new ways of phoning Today. Hi guys welcome guys. 02:33.72 Slav Yanov Hey guys Thanks for having us on. 02:36.39 Andrew Claus Yeah, absolutely thank you. 02:40.30 bizzyweb So I want to start with where I started with with spot. He he said that? yeah I'm gonna um, we reinvented the phone. You guys didn't really reinvent the phone but you put a lot of things together that make the phone more fun. 02:58.00 Slav Yanov That's true. Oh you can even say we revolutionized the phone. 02:59.61 bizzyweb Who I like I like that. So why we know you guys. So for for our listeners. Why don't you tell us a little bit about Kickse and what what who who you are. 03:11.90 Slav Yanov Cool. Yeah Kickse is a calling and texting automations platform. So I like to break it up into 2 parts so on your right side you kind of have your full voip telephony system your inbound and outbound calls Texts Ivrs ring groups kind of all the stuff you'd expect from a enterprise level voip system on the left and where we really shine is our integration with hubspot we're also a hubspot solutions partner and integrations partner but in a little bit of a different way. So but because we do that we're able to have a native hubspot integration. So all of our calls texts logging of tasks logging of outcomes all get natively logged into hubspot and also we have kickse action steps within Hubspot's workflows which is really cool. So you're able to put make a call or ah, send out a text actions within your workflow. So. 04:11.30 bizzyweb I think let's let's pause for a second you're breaking up a little bit slab I don't know if it's us or you um, for 14 check what is happening. 04:27.31 Slav Yanov I Hear music. 04:28.94 bizzyweb Like yeah me too. That's interesting. Let's with the intro Arch Outtro ah that that's marvelous, still all all of a sudden. Yeah so all of a sudden it it actually as ah as I was going back to make notes. 04:35.28 Andrew Claus Where is the music coming from guys. 04:48.11 bizzyweb I think I clicked on the wrong thing and it started in intro. So love the tech. Um, but yeah, you were you were just breaking up a little bit and you're you're jittering a little bit on your on your video slav. So I don't know if it's a bandwidth thing and hopefully it's not us I don't think it should be. 04:52.50 Andrew Claus Government. 05:05.35 Andrew Claus Our office. Our office has kind of been having internet problems I've I've noticed that in the past week so 05:07.50 bizzyweb But okay, okay, well well I think I think we're okay so what? what we'll do is we'll just um, keep keep rolling but um, what you might want to do slav just to. To keep the audio as clear as possible is maybe we just turn off video. Yeah and then see but um and certainly if if ah if we don't have any problems you know by all means turn on your video again. But let's see if that works a little better. 05:30.59 Slav Yanov Sure Yeah, we can do that. 05:43.39 Slav Yanov No problem. Do you know where in the oh there. It is okay, okay. 05:45.65 bizzyweb Um, and I wanted to it is so four ish 43 15 right? Yeah, all right? So now 6 start and so why do why? Do you guys? tell us a little bit more about who kicksy is yeah. 06:12.28 Slav Yanov Cool my bad so I'll go ahead and start over from this part from that first question. Okay, cool. So kicksy is a calling and texting automations platform I like to break it up into 2 parts. 06:16.86 bizzyweb Yep, for sure. Yeah, yeah. 06:27.30 Slav Yanov So on the right you have your full inbound and outbound voip telephony system so you have all your calling your texting Ivr ring groups kind of all those voip features that you'd expect from an enterprise system on the left and where we really shine is our native integration with hubspot. We're hubspot solutions and Integrations Partners I believe the only one but in a little bit of a different way than busy web. So if you think about it this gives us our native integration. So any calls text logging of tasks and logging of outcomes all natively log within the hubspot contact profile. 06:55.40 bizzyweb 1 07:05.70 Slav Yanov And you also have nativekixi actions within the workflows. So if you have like a speed-to lead situation where a form is filled out contact owners assigned through hubspot and through the workflow and through that action step you can actually have a rep call that lead right away while the information is fresh in their head. Or maybe marketing sends out an email and the triggers to click or and more you click that trigger and then you can get an auto text being like hey Dave hey trigger v how can we help since you're looking out our email for example, so it's a really cool way to kind of engage your contacts at the right time and. 07:33.70 bizzyweb I have. 07:41.47 Slav Yanov Help grow your business as opposed to just being a regular phone system. 07:43.84 bizzyweb And you guys have a lot of pretty heavy hitters when it comes to the legends of sales who work with Kickse and like Grant Cardone is a customer of yours and Jordan Belfort is a customer of your I mean did do you. Do they get together and talk about the Glen Gary leads or is that is that just you guys are just that good. 08:13.17 Andrew Claus I'd I'd like to say we're just that good. Um, but no, they have they they are They are customers of ours. Um, it's not just a flashy logo. Um, they actually you use us and promote us which is. 08:14.12 bizzyweb Effect it. 08:26.91 Andrew Claus Is great but they promote us just because of the value that they see in it. Um I don't have any you know we're not by all means the biggest logo in our industry so it doesn't make sense for anyone to be flashing kickse as that's going to be like their flex in the industry. 08:34.63 bizzyweb For you. 08:40.85 bizzyweb Great. So I think Wow Very cool now I want to for for those people who aren't very technical I want to break down slav What you mean by native integrations because I that's really a huge deal. But. 08:43.95 Andrew Claus So so they actually use us for. 09:00.64 bizzyweb Um, what you mean by that is that in order to if you buy this platform and you want to integrate it with your crm and I know you mentioned hubspot the time it takes to integrate the 2 platforms is north of five minutes right or less. It's. But the the idea of a native integration really means it's just super easy to connect the dots. 09:24.40 Slav Yanov Correct and it's honestly to connect Kickse and hubspot it literally honestly takes about 20 seconds total per user which is really cool. 09:35.67 bizzyweb Why do one of the things that I think a lot of salespeople immediately bristle at is a concept of having their calls recorded. So organizationally why is it important for ah salespeople to have their calls recorded. 09:53.12 Slav Yanov Cool. So just me as a sales rep. Um I'm on the channel side. But I guess I can say it more for my end and then Andrew can talk about the manager end. So I would say simply because there has to be a record of everything that was promised right. Let's just be honest. People. Forget things right? Especially if you're a sales rep making calls you make promises. You say that you're gonna do things say that you're going to provide something so here. Ah, but then you're talking to so many people you forget about that so you go back. You can listen to this recording be like hey you know i've. 10:17.80 bizzyweb Something. So. 10:28.60 Slav Yanov Promise trigger me a million dollars you know I'll do that or I promise Dave this so I can go back and have that recording or maybe maybe as a manager you want to see how people are doing. You can go in listen to those calls recording those calls being recorded and kind of look at your teams. 10:31.98 bizzyweb Yes. 10:46.46 Slav Yanov Statistics and success that way as well. 10:47.50 bizzyweb Oh entered. 10:50.72 Andrew Claus But yeah I mean there there's two sides of it. Obviously there's the compliance so phones need to have like the 2 wo-party consent states where you're not going to automatically record that clearly that's just kind of like a legal thing for a manager a management point of view. It's. 10:51.83 Slav Yanov Only. 11:04.37 bizzyweb Image feature. 11:09.45 Andrew Claus You know, quality assurance late coaching opportunities if you connect something like gong or Voa ah voma. Um, where you have like more like analytics. Um, there's that as well. So that you can know if and then from a customer service side if you know customers. 11:19.22 bizzyweb E. 11:28.11 Andrew Claus Like to say that customers like to say they're a promised 1 thing right? and that this is what they you know when they complain they're like this is what I was absolutely promised and then you can go back to the um to the recording and be like well I actually sold that with the normal discount or with the normal terms of service. 11:32.40 bizzyweb But yeah. 11:48.40 Andrew Claus Um, I mean that's where it's like really useful as far as like call recordings. Um, if you're a lazy um account account Executive then you could use that instead of note taking like I'll be honest I'm not the best at updating crms when I was an actual account executive. 11:53.78 bizzyweb I count it. 11:59.80 bizzyweb Sure. 12:07.97 Andrew Claus And I would have to go back to call recordings just to remind myself of what the conversation was um, not the best practice. But um, yeah. 12:15.67 bizzyweb But it I think it kind of is because it lets you be present in the moment and just talk with people instead of taking notes and I ah like personally I'm not fantastic at multitasking. So if I'm typing I usually lose my mojo. 12:30.49 bizzyweb And and I'm not listening as hard as I it should be as the client is telling me something the the other thing that I really love using Kickse with trigv and with the rest of our team is that there's the listen in in the conferencing features so you can actively coach and connect with people. So you know as trigvi and I are coming in. He can say and just chat me and say you know the client has a question about this deal I know that you were working with them as well. Um, can we meet up quick and then I can just hit a button. There's no you know hitting star 6 or whatever to to log things over. Ah, you just go into the dialer and you click the button and all of a sudden boom you're in so it makes it super super easy to collaborate with people on a team which I think is incredibly important now in today's virtual world and I know you know stop mentioned about about just being an account exec I think. Classic example that that happened to me is yeah and this happened years and years ago I came in and to the office and and Dave sort of mentioned in passing about ah somebody called him a complaint for me and I was like what he goes. Yeah don't worry about it though. And then walked away and I were like no no no wait what what and I bugged him about it. He's like okay well here's what happened as this person called in and said that you didn't give this person a time of day and so I looked in the crm and I know I saw you wrote him 2 emails and you spent 45 minutes with them 14:03.61 bizzyweb So I told him to pound sand I was nicer than that like I said like I said don't worry about it like oh okay and that sort of changed my thinking on there's the the big brother aspect of having your activity recorded it. You know? Yeah, if you're if you're not doing the activity. It's it's scary because now all of a sudden there's there's numbers. But if you're doing the activity. It really doesn't matter and all it can do is help so that's I think one of the things that was was really neat and a difference maker. For us because I know when when we started working with with you guys. We could only record our outgoing calls. But now our inbound incoming calls are recorded too. So now. As slav said that idea of somebody claiming that we sold 1 thing. Where we we really didn't say that I mean the classic example is somebody says oh can you make me you know a purple monkey dinosaur and and the sales response to that is well sure we can look into that because anything's possible with enough time and money but that doesn't mean that I said we would do it. It just said we'd look into it. And people hear what they want to hear right? that's that's the kicker so what ah what are some of the other really cool differentiators for Kickse as opposed to just the straight up phone. 15:31.28 Slav Yanov So Some of the best ones obviously are are voicemail drops where you're able to pre-record voicemails and if you're going down our like a long list of people that you're trying to call you can literally select the voicemail that you want to leave them. Click ah select or confirm and it'll send out the voicemail and end the call and you can move on to your next call which is really cool. So It eliminates things like voice fatigue and just makes the whole process of cold calling ah like less annoying and then similar similar to that. 16:01.70 bizzyweb Hey hey. 16:05.76 Slav Yanov We also have ah sms templates kind of like email templates where if you want to send one-off text messages to people you can actually pull tokens from the crm like first name well last name and have it sent out and create a template for that. So ultimately Kickse has functionality to also save reps time and help them stay on the phones and do the job that they're actually there to do which is really awesome. 16:28.61 bizzyweb For sure. Well and sms is something that we we haven't really covered much yet. But that's the way people talk to each other now and it's one of the best ways to reach out and it's also one of the big gaping spots in hubspot strategy they don't collect sms's. In the crm natively. So the fact that I now have in my timeline for every contact on my crm every sms that I've sent or received with that person as well is a game changer for me to have the data because before that I was missing like 30% of every contact that I had. With any of my clients. So that's hugely helpful I think I've written hundreds of text messages to clients and and. 17:14.70 Andrew Claus If you want to if if you want to know a fun fact Hubspot released a way to manually log sms which because they don't actually do sms. They have a basic calling That's about all that they offer to. 17:22.14 bizzyweb A. 17:30.80 bizzyweb It. 17:33.77 Andrew Claus We actually have their api and releasing next week is all of our texting. Our sms is going to log as a true hubspot sms now which is pretty exciting. Yeah yeah, right? Little sneak free view right. 17:42.47 bizzyweb O ah, the hot. Yeah, thank you I I can't wait. That's cool. So as we as we look at this you know I know that you know voicemail drop is something that you know for sure when we demo just blew my mind was like holy cow you mean I can. Reach out to my 50 calls that I need to make today and anybody that I don't reach I can just hit a button instead of re stating the same thing over and over again. Um, what what else for time saving. Do you have that or that that people really open up. Their eyes about and say holy cow what? what What else can this? do. 18:22.77 Slav Yanov So something else that we have I would say 2 more things especially on the calling side. So as far as time saving goes. We have our power dial or a k our multi line auto diler which is our power di we can pick up the 10 lines. 18:35.88 bizzyweb A. 18:40.81 Slav Yanov And ah if you have like a list of like five six thousand leads you can doubt through them like in the span of like an hour hou hour hou hour and a half. So it's super cool. So ah, you they'll dial 10 Definitely so you can pick from 1 line to 10 lines. 18:41.51 bizzyweb If you have a just life month. 18:48.68 bizzyweb And tell us how that works because I think yeah. 18:58.16 bizzyweb For her. 18:59.20 Slav Yanov And I don't know if you guys ever got those calls ah where it's like you answer it and there's a gap and it's like hey your car warranty is overdue. Theyre kind of might be using so they might they might be using something like that. But what makes Kickse's but kicksees better. 19:06.26 bizzyweb Um, oh yeah, oh yeah, everybody gets us. Yeah, um. 19:16.88 Slav Yanov Is that ours is actually a native conversation. So if I'm using 10 lines calling 10 people at a time. The first person to pick up is what I'm gonna talk to the rest are goingnna drop off and not 1 person who's gonna pick up. It's gonna be. It's gonna just connect to them natively. So as as if I was to call that person on their cell phone. 19:32.78 bizzyweb You. 19:34.49 Slav Yanov There's no robocas on nothing like that and people like it because at the same time. It's a combination of like a natural call feeling with the functionality that you can get through so many leads and such a short period of time. 19:39.60 bizzyweb For her. 19:45.75 bizzyweb Amazing that that is that is fun and honestly, that's one of the things that I'm trying to get better at is is using the power Diler and I haven't broken that into my regular habits yet. So thanks, thanks for making the distinction. 20:03.52 Slav Yanov Of course. 20:04.95 bizzyweb There's that great scene and the the will Smith movie the pursuit of happiness where he's making calls and he never hangs up the phone because that's 6 seconds of lost time and that added up to 6 minutes of the course of a day where he could make 3 or 4 more tries and. And a sales game as much as as daunting as that sounds that 3 or 4 more tries is is 1 more at bad. It's one more free throw that you have the ability to make potentially start a relationship and it it does add up, but it I think what's what's. 20:35.33 Slav Yanov Agreed. 20:39.18 bizzyweb Important that I want to say and you guys can chime in and tell that doesn't make you a telemarketer if you're calling a lot of people. You're just making a lot use of efficient use of your time that doesn't make you a spammy telemarketer because you the point of using a technology like this is. So you are still having the 1 to 1 relationship calls. 21:00.70 Andrew Claus Yeah, 100% I think the distinction is telemarketers typically have a script and one could also argue that certain sales sales teams have scripts as well I mean we all have some sort of a predescribed. 21:03.48 Slav Yanov Yeah, that's definitely true. 21:18.97 Andrew Claus Type of talk track but the telemarketer thing is very much like you think of just the the sales The you know they're trying to switch you from verizon to spectrum or you know whatnot. But like if you're actually using it like if you have a prospect list. It's just a way to be efficient right. 21:29.72 bizzyweb Maybe. 21:38.72 Andrew Claus Um, it takes a minute to get used to just because you know it is you get very you get 1 You get very used to um and very good at your intro. Um, because that's the first thing that you're you're hitting right away every single time but it's just the efficiency which is great and I think that. 21:50.67 bizzyweb Blame. 21:58.31 Andrew Claus Um, and I've been an account executive for many years and it's easy to get lazy and those 6 seconds like will Smith was talking about I've been on the end of ah. Ah, sales organization where I was making 3 to 500 calls per day and I was actually using a traditional phone. Yeah seriously oil and gas like investments and you know you. 22:18.58 bizzyweb What 3 to 500 granie how does that even worked that's crazy. Yeah. 22:29.49 Andrew Claus Just let it ring 3 times because all you want is to get someone on the phone and so you just don't care. You don't care to leave voicemails. You don't care to do it. This was before I even knew about technology that exists like with Kickse um, and you just want to get the person on the phone so having a power dialer. 22:34.61 bizzyweb Like is like it capable. 22:46.33 Andrew Claus Would have been like absolutely perfect for me in that role where all I wanted to do is get someone on the phone so I could have that conversation. 22:49.76 bizzyweb Um, well and the voicemail drops for the folks that that don't pick up Holy cow. 22:55.98 Andrew Claus Oh that would have been huge that would have been a game changer because I never left voicemails like I didn't want to spend the time I didn't want to spend there like 20 to 30 seconds listening to however long, their voicemail was and then leave my voicemail and do that what 300 times a day. 22:59.59 bizzyweb Like. 23:11.11 bizzyweb O. 23:13.34 Andrew Claus That would just be exhausting I was already exhausted by by the end of the day from just the conversations I had let alone the voicemails and. 23:16.43 bizzyweb Have you? Yeah wow I used to make the joke that I it's not really a joke that I have 2 parts on jobs I work at busy web and then I leave voicemails. Yeah. 23:32.27 Andrew Claus I can understand that 1 23:34.89 bizzyweb I So the the power dialer. Obviously huge The voice bell drops are are huge. What are what are some of the other ways in which you guys have figured out a more a better way to accelerate the calling. 23:51.71 Andrew Claus Yeah I I would I'll kind of touch up on this one. It's the way that we automate things would probably be 1 of the most revolutionary ways that we work and by that I mean using for hubspot specifically it would be their workflows. 23:56.89 bizzyweb The day that we parted. 24:10.67 bizzyweb Defended. 24:10.67 Andrew Claus So it's ways that we can like it's not just speed up some of it is but it's we can take the the human element out of it on one side of it and put it on the other side of it. So what I mean by that is um if you have a new lead fill out a form. They're interested. Um. 24:21.29 bizzyweb 1 24:29.28 Andrew Claus The biggest thing is how fast can we get to that lead and the fact is sales you know account executives. Whoever's on it. They're doing a whole bunch of stuff with their day and they may not be on their new leads. But like we know that the faster you get to lead the more likely it it has a chance to close. 24:39.32 bizzyweb Right. 24:46.60 Andrew Claus And so we can have a text go automatically out to them That's personalized so they have that feel good touch point right away and then we can actually queue up a call from somebody from the sales team to then outbound call them right away within minutes. It's great after the call we know that. 24:49.14 bizzyweb With. 25:02.34 bizzyweb You know there's a box. 25:04.33 Andrew Claus There's a bunch of busy work that needs to be done. You know that you're going to send an email maybe a followup text. Maybe you're going to move them to a new deal stage if you send a proposal we can automate all of that kind of stuff so it saves both time it kind of secures The fact that things are getting done and getting attended to. 25:21.30 bizzyweb Money. 25:23.38 Andrew Claus Um, that's one side of our business that we love and that's where we share with other solution partners. Um, where we have solution engineers that can help with that but we also know that that's also part of your world world. You know marketing automation all that kind of stuff and that's a big part of just even. 25:38.53 bizzyweb Me. 25:43.33 Andrew Claus Simply adding a text to your marketing sequence your marketing campaign like just even adding that touch point that we know is more likely to be responded to than an actual email because Email is so crazy I mean I didn't want to even look at my inbox. 25:45.70 bizzyweb Right. 25:52.43 bizzyweb And. 26:02.17 Andrew Claus I think there's like 10000 unopened emails but I get a text on my phone and I see it right then and there you know because it's just more intimate so that's kind of one of the differentiators I would say and like because you were asking like how can we make things more efficient. Well. 26:04.84 bizzyweb Ah, straight. 26:08.71 bizzyweb Oh. 26:21.68 Andrew Claus Automating things can can do that. 26:21.89 bizzyweb And it's even as something as elementary as as the phone can have and that's really why we have you guys on is because there's you think oh everybody needs a phone and everybody needs a computer and then you you know the old the old sales axiom will give somebody it. A chair and a phone book and let them go to town. There's the the ability to use technology goes so far beyond that shiny object into this whole new world of efficiencies is is truly astonishing. Do you guys feel like the phone is still relevant in 2023 as we're recording this because we've just gone through a pandemic. Everybody's now away from their office and they're not necessarily there anymore. What? What's what's the value of the phone in this day. 27:16.10 Slav Yanov So I believe. 27:18.34 Andrew Claus So I mean I think the value of the phone is so that's ah, an interesting question because Zoom is so prevalent as far as getting on to and we know that right Zoom is and we use it all the time in in our company. 27:26.00 bizzyweb Um I. 27:33.94 bizzyweb I mean. 27:35.99 Andrew Claus Like as far as like having and holding actual meetings. A phone is never going to not be relevant I think it's how you use it now is what makes the distinction because I wouldn't say there's too much change as of last year to this year necessarily I think people. 27:52.57 bizzyweb Oh. 27:55.92 Andrew Claus Still expect phone calls I think the 1 thing that we forget is you can't rely on just texting alone and emailing alone like there's no reason for ah, a sales person to exist if that's the case. Add a Vp of sales one time say like guys if you're just emailing. 28:04.53 bizzyweb Strike. Um. 28:15.21 Andrew Claus Um, your prospects. He's like I have a marketing team that can do that like I don't need you and we need that human connection. So the phone is important but it's it's trickier now because spam detection is so high right now that that's something that everyone has to battle. 28:19.12 bizzyweb Ah. 28:30.16 bizzyweb Oh death. 28:34.95 Andrew Claus And the carriers now are being so much more protective of of that. So it's how you use the phone in my opinion is what is kind of making the change in 2023 because before the pandemic. Um. 28:39.78 bizzyweb And. 28:53.41 Andrew Claus I Called someone on their cell phone when I was an account executive and that executive was so pissed he was so upset he shut that conversation down I of course emailed immediately and apologize but never never again. But now the fact is that. 29:01.69 bizzyweb Um, yeah, yeah. 29:05.72 bizzyweb Any. 29:12.47 Andrew Claus Cell phones are so much more in use now and because the pandemic we're we're used to that world. So it's now I think the change is to make it more relevant is to be very specific with your messaging and take the care take care with how you're reaching out to them knowing that you might be on their cell phone. 29:14.83 bizzyweb Fit it. 29:29.36 bizzyweb Um, right are. 29:31.17 Andrew Claus They might be at home. They might have kids running around in the background they might be at the grocery store. They um, hopefully are open to your your product you're offering um and just having a little more care with those conversations that's I think the difference in 2023 is how you conduct. 29:40.24 bizzyweb And. 29:50.90 Andrew Claus Your actual outreach. That's the that's the change. So. 29:55.18 bizzyweb Yeah, you mentioned your email. Um I think one of the things that I've seen since the pandemic is that everybody moved to an alleged digital platform. To try and sell and they all use the exact same template hi first name quick question. Do you have this problem if so let me tell you about my Abc differentiators when can we jump on a meeting. Love some guy. You've never met. 30:26.97 Andrew Claus Oh. 30:29.92 bizzyweb Um, and I get that email 8 to 10 times a day and I don't even have Dave's email is a lot more prevalent than minus and I get that email 10 times a day and now what I'm seeing is people abusing. Ah well. What's what's a hubspot tool which is a meeting calendar invite and they're sending me calendar invites and asking where did you go? Why weren't you on there and so then I open it up and a oh because I I usually think oh crap I missed a meeting. And then I open it up and I have no idea who this person is and I think oh no did Dave send me a lead that I dropped no, it's just some schmuck and the thing that is driving me nuts right now and I don't know how you guys feel about this is is ah Bumpy Mills yeah drives me hey. Just wanted to ask you about my email I sent and all this being said the easiest way to combat all of that noise is just by being a real person. 31:24.75 Andrew Claus Yeah, oh that's an insane I Hate those. 31:39.38 bizzyweb And I don't think there's any they' been a crit more more critical time to be good on good at using the phone. What do you think? Dave? yeah, it's it's a lost art and I was actually just reading something that I thought was fascinating about how inbound and you know inbound is one of the things that we do at busy web. But the the opportunity of creating catchy informative magnetic communications in and of itself isn't going to transform a b two b company. You still need to do the legwork to make outreaches to actual people if you want to sell. You know, even having a brilliant inbound marketing setup isn't going to generate leads at any rate like simply picking up the damn phone will so that's that's the big differentiator and that's why I'm so excited that you guys are here because busy web has taken phones. Seriously again and it's been huge for the amount of connections that we're getting the amount of touches that we're getting the amount of usefulness that we have for our clients now because we can be far more proactive than we have ever before so you know on on on a. Audio I'd love to thank you guys officially for making that possible for us and this is ah this is a little tongue in cheek because you know we invited you on because we thought it'd be a good discussion but also this is a really kickass tool that more people should know about yeah 1. 33:13.86 bizzyweb I I hate that people are you know, giving giving phones a bad rap. It's it's kind of like a lumpy mail right? It's a great way to stand out and you know people say that mail is dead if you want to stand out in ah in a place where people are sending 5 hey you haven't opened my email yet emails you want to stand out actually give them a call and not be afraid of that. Yeah, right? Yeah slav you do this all the time and you probably dial more than I do. What are some of your best tips for getting a hold of people. 33:49.72 Slav Yanov Honestly, you people what I think is and this is gonna sound maybe kind of crude and kind of almost strange. Yeah, can you guys hear me there. It is. 33:53.60 bizzyweb Okay, we lost love he's thinking he's thinking real hard all right? So Andrew you as as you as you dial in as you work with folks to help coach them. 34:06.64 Slav Yanov There It is. 34:09.84 Andrew Claus Yep. 34:11.61 bizzyweb On on great approaches. What are some of those things that really make you stand out as you're connecting and trying to make a voice connection with people. Yeah. 34:22.50 Andrew Claus Yeah, that's ah, an interesting one these days I think it like you just mentioned a couple minutes ago. It's about being genuine. It's not about not coming off as salesy and that's easier said than done. We've all been there before. Um. 34:39.89 Andrew Claus Whatever you can do just to be human and I've had different directors of sales and managers that say don't ask like how someone's doing you know when you say like hey this is Andrew from kickse how are you doing today right? It opens up. The option for them to say say no to have an objection be like no I'm not interested right? But at the same time It's just like be human like have a conversation with someone don't jump to selling right? away. 35:09.73 bizzyweb Yeah, and just the the more that you can do that connect part. Yeah, and you know trick Trig V leads a sales boot camp for hubspot. 35:12.82 Slav Yanov Ah. 35:25.50 bizzyweb Like every week right? every week and how to pick up the phone and call people. Yeah and that's huge I mean you you don't start going right into your script. Yeah, you start with hey how's how's the weather. Oh you're in buffalo holy crap you guys got a lot of snow. Yeah or you know hey you're in Miami can we come and visit because I'm in Minneapolis right? so. 35:30.89 Slav Yanov That's awesome. 35:45.36 bizzyweb What what are those things that you can do to connect. So the first thing that I teach people to do is to when you when you call somebody to to embrace the pause. You don't immediately ask a question so instead of. You you say hey Andrew's trig me at busy web and then you wait because their lizard brain is functioning going. What did he just say that is a. Crazy name and how do I know this guy and oh my god it's been 4 seconds and I haven't said anything I should really say something the next and they'll fumble. They'll come back? Oh um, ah, hey hey what hey buddy hey it's it's you hey good to see you. 36:31.66 Andrew Claus Um. 36:35.45 bizzyweb Ah, so okay, fine. The next thing you do is you don't ask a question that you don't want the answer to so in in Andrew's example I'm going to critique you. But when you say hey how how are you doing? How is your and I'm I'm doing shitty why are you calling me. 36:44.26 Andrew Claus Sir. 36:53.67 bizzyweb That you know because people do that or you say hey can I have a couple minutes. No click I'm in a meeting and then that's my favorite is someone somebody said why I'm in a meeting. Why are you picking up the phone if you're in a meeting keep be that important of a meeting you but you can't say that. So. 36:54.38 Andrew Claus I am. 37:10.57 bizzyweb The the line that I I use as I say thanks for picking up the phone because it's an affirmation about something that they've done already hey I appreciate you and again, it's an abrupt thing because I haven't asked a question and I've immediately been nice. And I haven't asked a sales question yet because their hackles are up then I can say I and then the eventually what you get to is I say well. Why are you calling today and then you can get into the reason you're calling. Well I noticed a couple things I saw some things I heard about some things and I I think there's an opportunity that I could help you and I wanted to reach out right? Can we talk for a couple minutes right now and then what'll happen is they'll either say yes or they'll say no and if they say yes then you can go into. Not a script but a presubscribed list of bullet points that you want to hit if they say no say great I understand let me tell you let me let me tell you a little bit about the value proposition I have but I want to okay but I know this isn't the time when is the right time that I can call you back. Right? And that's what cm spoke and then in the kicker and why using a tool like Kickse is really important is if they say call me in a couple of days then you have to call in a couple of days because if you don't then the entire process was meeting us right. 38:44.34 bizzyweb So that's that's my two cents on that. But I think to to your point Andrea is that having starting a relationship with somebody's heart and it's one of the scarier things you can do is to call somebody and go from 0 to something immediately and it really is a law start. 38:47.79 Slav Yanov Time. 39:04.23 bizzyweb And so anything that companies can do to you utilize efficiencies is going to make that that that effort all the more fruitful honestly, the. The connect call thing and and making a connection and trying to get to some point of value for for us a lot of times we'll just start with an invitation to something so an event or you know hey we've got a we've got a podcast and I know that people in your industry. Have generally seemed to enjoy it. Are you a podcast guy and maybe that's one where where they could say no right? Yeah no I well like we we have this thing and it's important and this is kind of where inbound meets with calling I think is that you come up with something intensely valuable and that's the trade. Instead of you know in your in your call, you're not trying to get all the way that's kind of like dating right? You you can't go to third base before you get to the car you need to actually connect up and and have a milkshake and talk and see how people are and get to know them a little bit. So. Yeah, maybe that was that's how you that's how you successfully get to third phase right? right? You take you take you time right? So I you and again, weird, but the guys on the fives getting weird. Um, this is right right? This is this is one of those things though where I think it's so important. 40:21.17 Slav Yanov And. 40:29.91 Andrew Claus Hit talking about milkshakes. 40:32.95 Slav Yanov I didn't know milkshakes are like that anymore. 40:38.70 bizzyweb And now the fact that we have the ability to send easy texts and to get them in a crm um and to actually apply some process to this so that we're not missing it because we have the interesting job in sales. Of making meaningful conversations at scale and so the voicemail drop and the texts capability and the ability to do power dialing lets us get around all of the bullshit that we have to wade through in order to make those connections. Yeah Andrew if ah, folks want to find you online or see the product. What's a good fit customer for kicksy who are you who who who would really ah appreciate having a tool like yours. 41:31.62 Andrew Claus And I mean I would say I mean I don't want to just say anyone that needs a phone that just sounds like a cop out. Um, it's partly true, but like anyone in sales is probably like the the easiest fit. 41:34.67 bizzyweb 1 to that. 41:45.24 bizzyweb Said. 41:47.42 Andrew Claus Because we have so many tools like we're talking about to to help. So if you are making outreach. Um, you're making you you need to make outbound calls and you need to be effective then those are like the immediate fit. 42:01.60 bizzyweb Hey. 42:04.25 Andrew Claus We obviously have other you know, use cases for customer service teams or account managers and stuff just because of the the integration with like a crm to track all of your activities. But the the best like fit is you know our sales teams right. 42:06.56 bizzyweb Then. 42:20.38 bizzyweb Right. 42:22.57 Andrew Claus Sales teams that need to be more effective that you know if you're a startup and you're on your cell phonee get off your cell phone. You know I used to be that sales guy that had my cell phone. Yeah in my in my email signature so that I could be like you know reached at any time always ready to make the sale and make it happen. 42:27.51 bizzyweb It. 42:38.22 Slav Yanov Um. 42:38.88 bizzyweb Um I. 42:42.35 Andrew Claus Um, wheeling deal in my garage like whatever um I don't do that anymore I'm too old for that I don't need to be that reachable I have business hours for a reason I will answer emails and requests after hours of course to satisfy customers. But like anyone who needs you know help in those regards That's the the best fit. 42:46.69 bizzyweb When I. 42:53.71 bizzyweb Yeah. 43:00.15 bizzyweb For sure. Yeah, that's actually a good point though you kicksy does have a mobile app and so you have your office line. You can get that office line just by installing the app and it'll ring your cell phone. 43:01.49 Andrew Claus So. 43:14.90 Andrew Claus We yeah 100% yeah we have we have a mobile app. It'll log the calls to your crm to hubspot it'll have the call recordings if you don't want to use the mobile app and you just want to have it afforded to your phone. You can do that as well. It'll announce the call it'll say it's a kickse call so you know it's business versus a personal call. 43:19.54 bizzyweb A. 43:26.10 bizzyweb And. Here. 43:33.86 Andrew Claus Um, yeah, we have that flexibility because like in today's age goes back to what you're saying earlier about everyone post pandemic. You know I'd say a majority of people are probably still working at home. You know the office is not the the norm. Um I'm working from home this morning but I'll be in the office here right? after. 43:42.33 bizzyweb Yeah. 43:51.28 Andrew Claus Ah, after this and I love being in office. But so many are not and a cell phone is just like a norm. You know you're on the go people are doing business and especially in a recession when times are a little bit tough I think everyone's doing everything they can to to make. 44:03.20 bizzyweb And here. 44:06.72 Andrew Claus You know, sales happen to make relationships and regardless of industry I think anyone's just open to do whatever is necessary to close a deal or you know and be successful and. 44:16.80 bizzyweb Now 1 thing and I did want to to to point out you we've talked a lot about hubspot because I think you guys are trying to flatter us because you know we're a hubspot shot but you have a lot of other native integrations too and you're pretty agnostic. So what are some of the other integrations that. 44:22.96 Slav Yanov Um, ah maybe. 44:33.23 bizzyweb Ah, you can get when you work with kicksey. 44:36.70 Andrew Claus So yeah, absolutely I mean we love hubspot you know ourselves. It's one of our best integrations but we're native with Salesforce Zoho Pipe drive like others. Um, as far as like that's concerned but like a voma and gong. You. 44:50.64 bizzyweb Yeah, yeah, what is the collective. My lets let's meet. Let's make this about me what does the voma integration get me because I have a voma. 44:52.84 Andrew Claus Ah, probably some of the the best ones I would say our best integrations are of Oma and gong. Um, as far as like tools that like was that. 45:07.76 bizzyweb That mean that you can start ah transcribing them and then see how what you how many words I'm using. 45:14.81 Andrew Claus Well I think it's not only just about like the transcription but it's about the analytics. Um, it's about like what you can take from that call where it's going to like break down the call and tell you like where you're building rapport where you're talking about pricing where you're talking about. 45:17.24 bizzyweb And. 45:30.55 Andrew Claus Where you're asking closing questions stuff like that right. 45:31.33 bizzyweb Wow cool I did and we've had a voma for a year and a half I didn't even know we had we could do it a native station see this is already paying off see we're learning here. Yeah. Slav any like if you feel any any last words. 45:51.71 Slav Yanov I Just want to say? Thank you guys for ah for letting us hop on. 45:52.27 bizzyweb All right perfect with slav is having technical difficulties so he's chatting us saying I can hear you guys just fine. But for some reason it's It's not coming through so and so if if anybody wants to find slav and get a demo. Let's let's let's prop him up since he's. 45:59.19 Slav Yanov Is this better. 46:11.11 bizzyweb How do how do they find swab to get a demo andrew. 46:14.74 Andrew Claus Ah, you could actually just go to you can email him at slav at kickse.comslav that's probably the easiest way. Um. 46:20.56 bizzyweb Me right on and then if you want to know more about Kickse It's just K I X I E dot Com like. 46:34.31 Andrew Claus Yeahp that will bring you to our website that'll show you you know a little bit about what we do, but we like a more personalized approach. So um, Slavs my boy just reach out to him and he will answer every question. 46:39.30 bizzyweb Here. 46:44.41 Slav Yanov A little clean. 46:45.44 bizzyweb For sure and in show notes we're definitely going to link directly to slob's email address. Absolutely so we'll make sure that he gets plenty of contacts guys. Thank you so much for hanging out with us today I think it's important that we talk about more than just you know coffees and other marketing weird and marketing weirdos. 46:50.76 Andrew Claus Awesome. 47:04.53 bizzyweb Yeah, and I do really believe that this is the master skill to make your business stand out, especially in b two b because there there's no such thing as easy in b two b and doing the hard things and using Kickse to make it easier is a big deal. Went to Disney World last summer and part of going to Disney World is you just have to stop kick you you have to not care about the money you're spending and just take your hands off and enjoy it and so I've learned that in my life now there are things that are like that that if they're providing me with that. Such an incredible amount of value. 47:34.43 Slav Yanov We're going go my. 47:41.91 bizzyweb Then those are those are the places that I want to lean into and I think kicksy's definitely one of those things. So thank you guys for joining us appreciate it. We'll see you guys on our next episode. 47:51.25 Andrew Claus Thank you so much for the opportunity. We love working with you. 47:51.80 Slav Yanov Awesome.