Revenue Enablement Society - Stories From The Trenches
The Revenue Enablement Society's "Stories From The Trenches is where revenue enablement practitioners share their real world experiences. Get the scoop on what's happening inside revenue enablement teams across the global RES member community. Each segment of "Stories From The Trenches" share the good, the bad, and the ugly practices of corporate revenue enablement initiatives. Learn what worked, what didn't work, and how obstacles were eliminated by enablement teams and GTM leadership. Sit back, grab a cold one and join host Paul 'Norf' Norford, for casual conversations about the wide and varied profession of revenue enablement where there is never a one size fits all solution.
The wide and varied profession of Revenue Enablement ensures there is never a one-size-fits-all solution to be successful. Amidst constant change the journey to successful outcomes is never the same. Learn from your peers and gain insights on topics like:
-Building strategies and metrics that correlate back to revenue impact
-Gathering requirements to identify stakeholders
-Gaining buy-in and executive sponsorship
-Aligning with sales leaders
-Facilitating cross-functional collaboration
Revenue Enablement Society - Stories From The Trenches
Ep. 64 - Jonathan "Coach K" Kvarfordt - Enablement AI
Do you ever wonder about the intriguing intersection of AI and sales enablement? Join us as we sit down with Jonathan Carford, aka Coach K, the new head of revenue enablement for an exciting startup, Symmetric. Unravel the mystery between predictive analytics and true AI as Jonathan shines a light on their key differences and how to unlock the full potential of each platform to streamline your work and increase efficiency.
Strolling through the futuristic world of AI application in sales, we marvel at the brilliant revolution it brings. Imagine having an interactive AI persona to practice your sales pitch or an AI assistant that researches job histories and companies for your presentations. We delve into the role of product marketing, enablement, and revops in developing customer personas and the prospect of AI generating innovative ideas. Not to mention, the potential of AI analysing 10ks for those who are not business school graduates.
Finally, we round off the conversation with Coach K's experiences with AI auto-tagging in CMS systems - a game-changer making content management a breeze. Jonathan also shares his criteria for evaluating AI platforms and shares nuggets of wisdom on trusting your instincts and embracing failure. We discuss the subtle art of LinkedIn connections, providing valuable tips to handle requests. Be sure to tune in to this enriching episode on the future of sales enablement and AI. Join us and Coach K on this journey - you won't want to miss it!
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Welcome to the Sales Enablement Society Stories from the Trenches, where enablement practitioners share their real-world experiences. Get the scoop on what's happening inside Sales Enablement teams across the global SES member community. Each segment of Stories from the Trenches share the good, the bad and the ugly practices of corporate sales. Enablement initiatives learned what worked, what didn't work and how obstacles were eliminated by corporate teams and leadership. Head back, grab a cold one and join host Paul Butterfield for casual conversations about the wide and varied profession of sales enablement, where there is never a fits all solution.
Speaker 2:Hello and welcome to another episode of the Sales Enablement Society Podcast Stories from the Trenches the only bias for us podcast format that we're aware of where we're bringing together enablement leaders from across the globe hearing about the new and innovative things they're doing, the successes that they're seeing and sometimes even, just as importantly, where they've fallen and failed and how they backed up and did even better the second time around. We learned from all of it. I am excited to introduce you to this week's guest. I'm going to start off by Nickname that a lot of you may know him by. He goes by Coach K. The name his mom gave him is Jonathan Carford. Welcome, jonathan.
Speaker 3:Thanks, Paul. It's so good to be here. I've been looking forward to this.
Speaker 2:Thanks for a little while, For a while. So the cool thing for everybody that may not have seen your announcement is you recently started a new role, so maybe share a little bit about that.
Speaker 3:Yeah, I just actually started last week, but I'm the head of revenue enablement for a startup called Symmetric. It's a reconciliation SaaS company out of Columbia actually, but they're going international Really and they needed some scaling help, which is why I'm there to help them go to the next level.
Speaker 2:Wow. So you have the opportunity to help lead their go-to-market motions into North America.
Speaker 3:Yep North.
Speaker 2:America and Europe. It'll be fun. That will be fun. Well, congratulations, thank you. Want to have a little fun before we get into the serious stuff we're going to talk about, and so we're going to do our signature Jimmy Kimmel challenge. Yeah, so Kimmel passes away. Through your connections, you're offered his show. You can have anybody you want as your first guest. Who do you choose, and why did you bring them on?
Speaker 3:Well, after listening to the show many times, hearing everyone's stuff, I thought a lot about it, about famous people, but honestly, for me it would be my mom. She passed away two and a half years ago from cancer and she's one of the people who inspires me to be the best I can be, and so I'd love just to. She would hate to be in front of an audience, but it'd be a lot of fun to pick her brain and just see what inspires her and give her some kudos to for inspiring me.
Speaker 2:Wow, that's great. Almost positive that that is the first time a parent has come up in that context, so thank you for that. You're welcome. All right, AI unless you've been living under a rock, you've probably already been hearing a lot about it and hopefully maybe even using it a little bit. But what you wanted to time and talk about with us today are some very specific use cases and some of your experience with that. So let's jump right in Again. Unless people have been under a rock, they must know what AI is. But I think it's still helpful to start with a definition of AI and enablement, so let's kick off with that.
Speaker 3:It's kind of funny because AI to me, is like the sexy thing that everyone calls, but it really comes down to predictive analytics, natural language processing and some sort of machine learning of some kind. So a lot of times people are calling predictive analytics AI just because it's the sexy thing to call it, but they're not exactly the same. No, I think it's good to understand the differences between those, because then you can really release the power in each platform if you understand what it actually is, not just AI, because a lot of people get confused with being like this alter thing out there that, things for itself, is going to take over the world, which is not what it really is.
Speaker 2:It's like years ago. I led a sales team and into it and it wasn't the financial products, it was online database product they acquired from MIT and they called it. They always talked about it being in the cloud. It wasn't. It was also the server farm out of the North West. The cloud sounded so much cooler in 2009, 2010. Yeah right.
Speaker 3:Cool thing to say now yeah it was All right.
Speaker 2:So, just for those that might be wondering, what are the one or two key differences between predictive analytics and true AI?
Speaker 3:Yeah, so an actual AI is like its own entity that can think and solve problems by itself without much guidance. Predicted analytics is like, basically, take it's looking at patterns and saying, based on the stuff that I see, what is the most likely thing to happen next. So like, if you chit, if you put in a chat like please tell me the top 10 things or top 10 books that would be about business and pop up 10 things, it's just doing that based on it, what's gone on the past. And then, with natural language processing, that's where, like, you have your Siri, your any stuff that recognizes your voice, recognizes patterns of speech in most languages and can thereby give answers, because it recognizes in code our voices and language, puts into computer code and pops it back out whatever response it is. So okay.
Speaker 2:All right. So where are you seeing the intersection between AI and your work and enablement?
Speaker 3:Yeah, it's a good question. I've used lots of tools like there's things from just making my life easier and not so messy to make it a lot faster to get stuff done. So, for example, I had, through the job interview process, I had to put together a one pager and went to mid journey to do a couple of images to make the branding look like the brand I was looking for. Went to Canada to use their AI, mimicked a download on whether PDFs canva duplicated their branding. Pop that to a thing.
Speaker 2:I don't care if we could do that. That's awesome. It's pretty cool.
Speaker 3:And then you I put my picture in mid journey so it looks branded for the product they're going for, and then create this interactive PDF out of it, which was freaking cool. And then the guys were like, how'd you do this? This is amazing. Like well, it's a you know, $10 month canva tool. It's pretty easy.
Speaker 2:So that's, it was 1000 hours, but you're working time, but you should pay me for this consultant.
Speaker 3:So there's that. And then there's little things like there's tools of all kinds from your voiceovers you can duplicate your voice and do lots of voiceovers to you know, leverage your time, and then things like I think I posted one in the works that we have about there's a couple of AI tools that integrate with Slack that can, like, summarize chats going on so in case you miss anything, it can review it for you, which is super nice. So there's tons of stuff out there. This kind of depends on what pain you're feeling, what you want to solve for.
Speaker 2:Tell everybody about there's an AI for thatcom. I hadn't heard of that until you brought it up either. Oh, really.
Speaker 3:Oh yeah, If you have not gone there, it's free to subscribe to it. They just kind of like an aggregator of all things AI and you can go in there and search for literally anything and figure out and find stuff. So if you want to like an image generator that's free versus mid-journey you can go in and find that. There's like coaching platforms, just all sorts of things in there. So if you haven't gone there, go in there, start measuring out and searching things. Most things that I find are either from the newsletter, from them, or because I went in and I researched out some options. So pretty cool stuff.
Speaker 2:We published this podcast on Buzzsprout that's our platform that feeds Apple and Google and everything from there and just a few months ago they introduced new AI, which I find has reduced my workflow significantly. Now, when I upload this transcript in the next couple of weeks, it will read it, it will suggest titles, it will write a summary of the episode, and I usually end up tweaking that stuff, but the fact that they're just boom putting it out there and all I have to do is just make it in my voice, it's pretty cool. So even just little things like that, that weren't a big deal to do, but it's a lot better with somebody else, or AI is helping you go through and do it.
Speaker 3:It's kind of like when you and I met before you had that note, I had my own note taken.
Speaker 2:There's lots of them out there. Yeah, Fireflies is amazing.
Speaker 3:There's a lot of good stuff out there for free. That does all the summary for you on your calls Like why are you not using that? Yeah?
Speaker 2:no, that's a really nice, a really good point. Yeah, All right, so let's talk about then. When you talked about, you talked about Canva, mid journey. You went through all of that. Have you have you discovered or identified any potential downsides? Because so far, you know everything. We're talking about sounds like you know everything's good, but everything's awesome, Right, what's the flip side? Or is there a flip side?
Speaker 3:Yeah, I think a lot of times. Well, there's several. I'm going to give you a few. One is because content is so easily made. That means the market's going to be flushed with content. That's not always the best, it's mediocre sometimes. I love chat GBT for several reasons, but you can tell when someone posts on LinkedIn a chat GBT post.
Speaker 2:Oh my gosh, oh, yes, yeah, yeah, yeah, yeah.
Speaker 3:And not that that's bad. I mean, sometimes it's good to see that, but it's just. I think it can adhere to laziness and, like you said, I'd rather have what it produces for me than tweak it to my own style or words. But it can make it. You can make easy. Maybe sort of it can make you become lazy if you left. The other side of it is a lot of people who are concerned about data privacy with AI because a lot of the integrations and some of the content you put in. Where does that go when you put in a prompt about some financial modeling, who knows? And then the other one was some of them like mid-journey is its own language and you have to. There's a learning curve around how to prompt mid-journey because it's not like a chat. Gbt is going to do what you want.
Speaker 3:You have to kind of work it a little bit Less intuitive. Yeah, it's awesome, it's a good tool, but to get the exact thing you want you have to kind of finesse a little bit. So there's a little education on it.
Speaker 2:Yeah, I know that LinkedIn's algo favors longer posts. I personally don't get that, because I look at LinkedIn on my phone more often than not and if I have to scroll I'm rarely engaged enough to do that, but it is what it is and I think the chat GBT the times when you read something that's just so clearly written by some AI. It reminds me of when that newbie BDR rep reads right, they read the script as opposed to internalizing it and talking to somebody. Yeah, there's something about chat GBT style. It likes to be really fancy or formal or I don't know what it is Anyway.
Speaker 3:So you can prompt different ways that you can make it like. I saw one post when someone said something like make this more bro, and then I said make it Uber bro. So like it kept going more. Like I gotta try that one next time.
Speaker 2:That's actually pretty funny. Yeah, huh, all right, I gotta try that. That's a new thing to do, new thing to do, all right. So it sounds like you're saying that the downside is really if you're not being thoughtful with it, if you're not using this as a springboard and just expecting it to essentially do your work, the creative side of your work and that's a really good point about financials, I guess how do you fact check that? Right, it's a dome tool in the sense that it synthesizes from whatever it finds on the web. So if it finds bad numbers on the web, it doesn't know that, it doesn't have a way to validate that. I'll bet that changes. I'll let it evolve to do that, but I'm sure it will. Points well taken. So speaking of evolve, yeah, based on your experience with the AI I know you've done some research into this topic what is the future hold for enablement teams using AI?
Speaker 3:I thought about this a lot actually, and actually put a post up on LinkedIn about this a few weeks ago because I was thinking about where it could go. But it made me think of one of the Iron Man's I don't remember which one it was, or one of the Marvel movies with Iron man, and he has that virtual thing Number two.
Speaker 2:I hope I hated that one.
Speaker 3:It wasn't that one. It might have been Civil War, but anyways, he had this interactive thing where he watches his younger version of himself talk to his parents.
Speaker 2:Right, right, yeah, I do.
Speaker 3:And so I was thinking about something like that going. How cool would it be if we had an AI that could go out and research a persona and like literally the person, the VP of whatever at some company, look at all the articles, look at their job history, look at their company and then create this AI persona of this person that a salesperson could then pitch to on practice and get ready for a big presentation, right, and then actually get feedback from both AI and people on real time stuff, because right now it's not to that level. You need a little more of a experienced sales director or someone who knows what they're doing to kind of give that feedback. But how cool would it be to have Stuff from the actual company in person be the content that they produce that you have to be ready for. You know, I think I'd be a blast.
Speaker 2:What about concerns and objections? Is it smart enough to do that, or is that where your sales leader has to filter?
Speaker 3:I would sit. Well, I think it could go that way if it had, like, a lot of people.
Speaker 3:I don't think know that with like chat, you Bt or a lot of them, you have to kind of train it. So I think if you loaded it with a bunch of FAQs, it could probably replicate it if you knew kind of like the theory behind it. I look at it more like it'd be cool if you could go into a gong or chorus, identify all the questions are being asked, get all the answers, have some way to fact check those answers and then create a thing out of it. So if you asked to the question on a chat or voice, it could replicate that answer real time. It'd be really cool if we could do that.
Speaker 2:You just sparked an interesting idea for me, so what do you think of this? In my experience, product marketing Typically owns and ICP or personas, however enablement is a big stakeholder in that and typically revops is as well, right. Do you think that if a company Doesn't have that ICP or persona figured out, that that they could get AI to you know, put in some, put, like you say, faqs or some data about, about the problems they solve and use cases and things like that and smart enough to start generating some ideas for customers? They should go, not not customers by company, but, yeah, general customer types.
Speaker 3:Yeah, that's something that Thomas actually went through. On the sec thing. He just went the same thing. It said, hey, let's find your ideal persona job and train that train. Gonna quote chat. You did say, okay, here's the job description, here's a couple of paragraphs about the company. Give me the top concerns of this role for this product and then brand that popped out a bunch of stuff. Wow, okay, that's the kind of thing I suggest doing all the time is like really getting some if you don't know, like Just like that example, if you don't know exactly what they do or what the response before, go, go grab a job description, fill it up and say, okay, here's the product I'm trying to pitch. What are some concerns that could have? Now, the challenges with chat to be tea, specifically, is limited to 2021 info, but if you go into things like AI, ai, prm, if it was called, yeah, AI.
Speaker 3:PRM is a is like a Add-on you can put to chat GBT and then has access to more modern stuff and then you can have real-time 2023 concerns.
Speaker 2:So I saw Thomas speak on this in New York City. Yeah, but, gosh, that was way back in March, right, so sounds like I missed a more recent thing, but but he's, yeah, he's, he's doing some amazing thought leadership On this topic. I definitely agree. One that I've heard about but I haven't had the chance to try in a live enablement environment is Analyzing 10ks. I know you know in the past, because how many times do you hear that from sales leaders? Oh, they're a public company, go read their 10k. But if a salesperson didn't go to B school, I didn't really always know what to look for. And and I know of people that are using that very Effect teaching their reps how to use that just to analyze, upload the 10k and just get an analysis of you know the top takeaways and you know From certain perspectives, that sort of thing. I thought that was pretty cool.
Speaker 3:Yeah, I think there's a ton of stuff out there, but I think that there's actually one I'm gonna look this up in. I mean, there's that there's an AI for that. Right now I'm looking at 10k financials. You can find anything.
Speaker 2:I think there might be people I know doing. They're just using chat GPT.
Speaker 2:Oh yeah, you can totally do it there may be a specialized tool as well, but mean to me that one's a kind of a big deal because in the past, for example at Vonage, we developed what we called mini MBA program for sales Mm-hmm and that had a few components to it. For example, our head of IT. Right, we had him do a session with us on who gets through to his gatekeeper to him, because we sold to IT is one of our Presence like who got through to Dara and why did he choose to listen to that person versus the other? You know 20 right? Yeah, we did a few things like that, but one of them was actually how to read, how to analyze, and you know, and make use of that analysis in selling, and I think that's still a useful skill.
Speaker 2:But, man, with the, with the acceleration of business and everything, just in the time I've been gone from Vonage what three, three and a half years? Yeah, a while. This is so much better, so much better. You talked about Iron man earlier. What about, like a Jarvis for sales? That would be pretty cool, that would be awesome.
Speaker 3:I think they're in close, honestly, with some of the companies they have, like Clary and other places like they're. We're really advancing all the things that can be capable of, and I think the next step is like a Jarvis type AI, where it's like a salesperson and they're Jarvis chat, you BT person Talking to them, say, okay, let me make this thing and let's talk about this thing, and they explode it up and can see some really cool diagrams. I think it's gonna be way fun to be a part of and, to be fair, though, I thought you probably saw that Gartner article about how CRO is going to be implementing like an AI specific revenue generator manager who you want to call that title there's got to be, with someone focusing on that full time. I think that's going to make huge strides in the organization, with revenues specifically, which would be fun.
Speaker 2:I agree, and not to scare anybody, but my thought with that is there's some entry level rev ops position that are going to disappear too, yeah, you know which? I think we all have to be a little cautious about that to one degree or another. But I mean, that's the kind of stuff that you don't need nearly as large a team because you're not trying to generate all of that. I think of. Yeah, it'd be interesting to see how that evolves.
Speaker 3:I think you can see in rev ops or enablement or maybe both, whatever. But I think there will be a position sooner than later that will be an AI specific enablement role, whatever that title is you know, but there will be something.
Speaker 2:That would be interesting when to explore. Well, you know you're going to be putting together a team sooner than later, so maybe you're the first one to try that out AI specialist.
Speaker 3:There you go, that's right, you're right.
Speaker 2:An enablement AI specialist. Ai enablement specialist. There, you go Very cool, All right. So AI is pretty cool. I mean, we're having a lot of fun talking about it here, but what is your advice for enablement teams or maybe even companies? You know, because I know you've done a broad, broad types of work when it comes to AI anything, any specific advice or first steps to get started, anything like that would be helpful.
Speaker 3:Well, I think it's really identifying what the core need is. I think with any tech tool of any kind, it's really easy to get the shiny new thing and be like hey, we need to get this thing because it's so awesome and everybody else has it yeah.
Speaker 3:Yeah, it's just I don't think that way. I think more of like what are we actually trying to solve for it? It comes down to enablement, basics. What are we trying to change? Is there a behavior, is it a KBI and what is it? And is there a tool that will be best fit to do that thing? Because you'll find most of the times that you could probably get a core of three or four techs and you'll cover 80 to 90% of what you need. Right, I agree Versus saying I need 10 things and have all the stuff, and it just makes it overwhelming for you and for the sales team and everyone else involved. So I think I say keep it simple with what you actually want to change and then, secondly, just start to research out with some different options. Most of them have some sort of free offering, like I, I tried your Fireflies note ticker. I tried three or four of them. I'm just trying to figure out which one I, like you know they all have different styles, yeah.
Speaker 3:Different styles, different approaches. And then, lastly, I'd say is don't be afraid, like don't be afraid of trying something new and and figuring out, because it's it's well worth it.
Speaker 2:On the other side, I think it would be helpful for our audience to get a little bit inside your head on on how you've gone. You know, done that because probably a lot of them haven't really gone and done that level of evaluating and implementation and that sort of thing. So let's start with what you said on outcomes. Now, hopefully everybody in enablement by now, if they haven't been already is is is defining outcomes or forcing their stakeholders to define outcomes with them before they just start enabling stuff. But do you have a couple examples of specific outcomes you've identified that AI is going to? Where AI will shine over maybe other things, ways that we've been doing it.
Speaker 3:Yeah, so I'm actually in the middle of I won't see the name of the company, but I'm actually in the middle of implementing a content, a CMS, lms combo, which is built on AI platform. Okay, and the cool thing is is that in the old iterations of content management systems, I'd have to manually tag everything. My current company has three different languages. That speaks yeah, I'm tagging. It speaks three languages Spanish, english and Portuguese. I don't speak Spanish and Portuguese, so for me to have to tag in Spanish and Portuguese I'd have to have someone to translate for me. What the world they're talking about would take forever. So this new AI auto tags based on the content itself and the title and the language, and then we'll pull up at the right time or right sequencing, either in email or Salesforce, based on the persona, the cell stage and what they're looking for, which makes my life light years better than what it would have been two years ago when I was doing this all manually, right.
Speaker 2:Oh my gosh. Yeah, we went through that. We went through that in structure because we had deployed an enablement platform that let us serve up content right stage, right time, right persona, all of that right in the Salesforce. But the amount of meta tagging that had to go in. And then I happen to have Spanish speakers and Portuguese speakers on my team because a bit writing team reported me and then we had to bring them in to do everything you just said manually. I don't even know how many work hours that was. That's a pretty cool use case. That's a really cool use case.
Speaker 3:Yeah, I mean, and from enablement person of one. I'm building it from scratch. I don't have time to do all this Like I've got to do it now. So anything that can help me get that done quickly, I think, is for me just well so helpful.
Speaker 2:Plus, you get to look like a badass because you did it with AI, right yeah?
Speaker 3:because how'd you do this? Well, you know, I study Portuguese and that's right.
Speaker 2:And then the other question that your last track sparked for me was can you share some of the criteria that you've developed for yourself in a value? So you talked about the importance of evaluating platforms, not trying everything on earth. Any recommendation for people. What should they be looking for? What do you use when you evaluate AI?
Speaker 3:Well, it really comes down to me, for who's going to be using it and it's for me. It's more about how often will I use this tool. Is this a once a month thing or is this a once a day thing? That's number one, and then two for the team. It's more about, specifically for revenue teams. It's more about do they have to log in somewhere else or can this go to where they are and help them?
Speaker 3:Because if they have to go somewhere else, it's just another shiny tool that sells people have to keep track of, or the CSM or whoever is using it. So ease of use and being able to understand what they're going through in their own workday is the best use case, and I got to see it in action, which, of course, takes a demo or some sort of experience. But if anyone tries to convince to go into their platform and all this other stuff, I guess it's just not helpful. And then, like any other tech stack, I want to compare it to what else is out there, which is again why there's an AI, for that is great because you can look at and see you know you can even see any other options you have out there to see what's going to be the best for your situation.
Speaker 2:That makes sense, and I would think that we already should be reevaluating their tech pieces on a regular basis. With AI, we probably need to reevaluate those maybe two X the speed, because this is evolving so much and there's going to be tools online in six months that aren't there today. So very good. Well, thank you. This is this has been a great conversation on that, but before I let you go, want to give you a chance to you know, drop a truth bomb on us all, and if you've been given the gift of time travel and you can go back and you can coach young Jonathan on anything you want, but the only restriction is it has to be what you, only one thing. So what would you choose and tell us a little bit about that?
Speaker 3:Oh gosh, even in the moment I've thought about this for weeks now.
Speaker 3:I still have a hard time with this but the biggest thing is to trust, trust myself. I know it sounds kind of cliche, but okay. There's been many times over the years I have doubted my career path, doubted my skill levels, doubted all sorts of things, and if I can have my future stuff come to me, I'll be like okay, just trust yourself, you're on the right path, it's going to be okay. Because a lot of times I think that doubt is what has held me back professionally, financially, all sorts of ways, because they didn't trust my initial instinct. So that makes sense. And if I could add one thing to that is like always, always be progressing not perfect, but progress whatever. That is One reason why I love being on the edge of things, because I love learning, I love not knowing stuff and figuring stuff out, and so it's always been like hey, you don't know, go figure out, don't be afraid of failing. It's a lot of fun.
Speaker 2:That was actually one of our values at GE was fail fast. You know, if you figured out, move on. If that's not the right way, you'll do it Well, thanks, Appreciate your time. I'm sure you have sparked questions with some of the folks listening right now. Is LinkedIn the best way to connect with you if anyone wants to follow up on this conversation?
Speaker 3:Yeah, please. Linkedin, and probably connected to you, is looking me up as Jonathan Carford, a coach K it's, I think it's JMK MBA on LinkedIn is my handle. I respond to all messages as long as you don't pitch, slap me. So if you do that, I may or may not respond.
Speaker 2:Yeah, and if you respond, they probably won't like it they won't, I'll be like coaching and make.
Speaker 3:Let me tell you what you should have said yeah, Well, and what I do is I?
Speaker 2:I just unconnect if I've chosen. I accepted the connection request. They hit me with that. I just I'm busy, I just love to give them coaching, but yeah, all right. Well, thank you again. Appreciate the time, especially your you know weekend to your brand new job. So you got a lot going on. And thank you to everybody that's invested 30 minutes of your time with us. Stay safe, come back in two weeks. We'll have a new guest and new content. Thank you, thank you.
Speaker 1:Thanks for joining this episode of stories from the trenches. For more sales enablement resources, be sure to join the sales enablement society at s? E societyorg. That's s e s o c I e t y dot org.
