The Sales Evangelist

Stories provide a powerful opportunity to connect with your prospects, and story selling can push you across the line and even make you more successful than the competition.

They can even help you overcome a less superior product because people respond to good stories.

Good stories can separate you from your competition.

I'm putting together a workshop right designed to help business owners understand the power of stories in the selling process. Many of them are trying to land big contracts without great stories.

I call this process edutaining, and it differentiates those who do it well. After all, anyone can talk about their product or service. Not everyone can explain how it solve problems for clients. Not everyone can give specific examples of the difference their product or service made.

Your prospect wants to hear why it matters. He doesn't care about your software or widget; he cares about what it can do for him.

[Tweet "When you share the story of your widget and the problems it has solved for other people, your buyers will engage. You'll build a connection with your buyer that will make him want to hear more. #StorySelling"]

I'm helping a client build a huge presentation for a corporation her company has done business with in the past. She'll be educating these buyers about her company and its offerings. As she prepares, she's trying to determine what exactly she should say.

We're working to provide the "whys" of her company instead of focusing on the "what." Rather than address what they do, what they offer, and what they can create, she'll focus on why they've done those things.

• Why did you start the company?
• What makes you passionate about solving this issue?
• Why do clients seek your products?

When she told me the story of why she started the company, she came to life and her excitement pulled me in. She told me about her first client and the series of events that launched the whole company, and she pulled me in.

It didn't matter to me that she had been in business for 15 years.

Think about your buyers.

Spend time thinking of examples of the ways you help your customers solve problems. Ask yourself what your buyers are most concerned about.

Think back to an experience when you helped a client solve an important problem or prevent a crisis for their own customers. Then, weave that into your presentation.

In the case of this client, her company had suffered a bad experience because of a product delay, and she was concerned about how to handle the situation. To take the fear out of the incident, she decided to tell a story that directly addressed it.

She acknowledged that her organization isn't perfect, and then she addressed how they had fixed the mistakes that happened in the past. She emphasized her company's desire to never make the same mistake twice.

The TSE Certified Sales Training Program addresses how to provide value to your buyers. We discuss the importance of teaching and educating them using stories, and you can be part of it.

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out.

You'll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven't already done so, subscribe to the podcast so you won't miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Salespeople often adopt a commodity selling mindset instead of a value-based mindset, which leaves them making less money than they could have made. They find themselves asking, “how low can you go?”

Jonathan Dale works with RS&I, a nationwide company with nine branches throughout the United States. They have become the largest distributor and sales agent of dish networks. Anyone wanting the ability to resell dish networks must go through RS&I to do so.

They also own HughesNet, one of the largest satellite internet providers.

Jonathan manages the Vivint portfolio. As a sales leader, he teaches sales reps how to keep the sales process simple by breaking it down.

Jonathan has had so many different experiences with both sellers and partners. It brings a whole other level of complexity to his role as a sales leader.

He remembers knocking on doors to sell home security systems for a company called Pinnacle. It is where he learned the ‘Art of the Sale.’ Although he didn’t particularly love it, he admits that he did learn from it.

The following year, after several failures, he fully understood the sales process and realized he was a salesperson. It required taking a step back and looking at sales in a whole new way.

Jonathan believes that salespeople commonly place a stigma on sales, or have a mindset about it, that prevents them from being successful.

It is a mindset that they have to sell based on price.

Jonathan’s biggest struggle when training new reps in the home security industry is teaching them to become more of a value salesperson versus a commodity sales rep.

He wants them to pitch the overall value of the service rather than diluting the service.

Let the customer decide what the spending habits will be.

The opportunity for a sales rep to make the most money is when the customer is comfortable with where he wants to be.  Often times, as sales reps, we want to fit each customer into the same size box.

Yet, at the end of the day, if we try to force that fit, we lose money. Forcing our clients into a package that they do not need only leads to chargebacks.

Jonathan works with over 350 different retailers that take Vivint as a secondary, tertiary, and even fourth line sale. It is a struggle to get them to understand that he doesn’t want them to compete on price.

Instead, he wants them to have a conversation about the value of the service and let the customer decide if the product fits their needs.

Sales reps, however, are prone to touting the price because it seems easier.

Jonathan made an interesting transition two years ago which was actually detrimental for a few months.

He moved from home security sales - a totally valuable sale - to satellite sales which was more of a commodity. He realized he was losing money because he wasn’t committed to the value of the product.

Often times, sales reps want to take the path of least resistance - the easier sale. If you can provide the customer with benefits, instead of simply selling features, you create value in your product. By allowing the customer to then determine his spending habits, your earning potential is maximized.

When I sold training classes for $10K a class, the most money I had ever had in the bank at one time was $3,000. It made no sense to me. I just couldn’t understand why someone would spend that much money. As a result, it definitely limited my ability to sell.

I needed to realize that my clients would get a huge return on that $10K investment - that there was a value to what I offered.

[Tweet "Don’t assume what the prospects can, or cannot afford, based on your own wealth. #SpendingHabits"]

We don’t know their spending habits or capabilities.

Instead, believe that your product is the best in the industry regardless of what the competitors offer. Know that your prospects will pay for it because it is the best product available.

Keep it simple, silly!  K.I.S.S is an acronym that Jonathan keeps in mind when he teaches the retail process to his sales reps.

Look at the product in total.

Do not ‘product spew,’ meaning, do not lecture your prospects on every single detail of the product because that is not what they need.

Instead, sell the benefit of the product.

Increase the value of the product by explaining the ways it can serve the customer.

When the question of price arises, turn it back around and ask the customer what he feels it is worth.  If all went well - if the sales rep has created significant value in his presentation - the customer will be pleasantly surprised when presented with the cost because he has placed an even higher value on it.

Commodity selling means to provide the customer with the necessary scenarios to imagine for himself the benefit of your service.

Everyone wants to know what's in it for them. They want to know the biggest return they can get on any investment. As sales reps, keep that in mind. The sales pitch has to continually revolve around it.

When the customer can see the value - when he understands what is in it for him -  he will buy.

At a recent door-to-door conference, Jonathan was looking for a new accountant when he approached an accountant booth a few rows away from his own booth. They told him everything he wanted to hear. Without even knowing the cost, Jonathan was ready to sign because he immediately understood the value they offered. It was a no-brainer.

In the end, the new accountant service was more expensive than the old service he had been using, but to Jonathan, the value exceeded the cost.

As a sales leader, Jonathan spends a lot of time on the road. He ‘gets down in the trenches’ with his sales teams to introduce new ideas and to show them how to make changes that, despite sometimes being more difficult at first, will bring in more money in the long run.

He sets the example for his team.

In sales, we sometimes get into a comfortable rut regardless of results. We can’t afford, however, to continue down a road that does not deliver results.

The sales industry is continually evolving and changing. New ideas and new processes are constantly created. You have to study and keep up with the times.

Have fun as well. The sales process can be a fun way to learn about how people think. Figure out how people think and use it to your advantage. Be forward thinking in your sales approach.

The best way to reach Jonathan is via email at [email protected].

This episode is brought to you by the TSE Certified Sales Training Program. If you put in a lot of hard work in 2018 but weren't able to close many of your deals, we can help you fix that. We have a new semester beginning in April and it would be an honor to have you join. Visit thesalesevangelist.com/CST.

If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

As sales reps, we all want to know how to turn a ‘No,’ to a ‘Maybe,’ to a ‘Yes!’

Tamara Thompson is the owner of a creative video production company that brings compelling stories and brands to life; from events to influencers to business owners. It is for those who need marketing assistance or who seek to broadcast their authority across different social media platforms.

Video is her forte’. She is very passionate about it and has directed several documentaries.

Tamara started using a video camera at the age of 7 and followed her dream into film school before launching her own business, Serious Take Productions, in 2012.

She is now focused on building her sub-brand, Broadcast your Authority, to help empower more female business owners – from taking the stage, to gaining media exposure, to implementing video that will attract and keep attention.

Tamara knows full well that receiving a ‘No’ in sales is inevitable. She used to take it personally until she read The Four Agreements, a book which she credits with changing her life.

Now, she views ‘no’ with a different mindset. That ‘no’ can turn into a ‘maybe’ and then into a ‘yes’ when you have the mentality and are able to think abundantly in order to handle rejection. Taking rejection personally only allows it to spiral out of control into negative feelings about one’s abilities.

The more positivity flows around you, however, the more you are able to deal with objections. To handle the conversation, you have to be able to listen to why they are saying ‘no.’

It is a preemptive process. It is the preemptive way of thinking when entering into any conversation: don’t expect a ‘no,’ but recognize that it may happen and be prepared.

When facing ‘no’ as an answer, it is time to discover why the hesitation exists. In this way, you can provide a different solution that caters better to the needs of your clients.

As the owner of a professional video company, Tamara knows she has the one-up in many situations simply because, in order to build a relationship with her clients, she needs to know exactly what entices them most and what they need most.

As an example, Tamara recalls hosting a ‘sale from the stage event.’ It’s a selling opportunity to a massive amount of people who are then invited to ask questions and to sign up for video retreats.

One woman, in particular, had many questions about her unique situation. Tamara was able to zero in on the specific hesitations of the prospect and cater to her needs as a result.

Relating to the prospect and fully trying to understand the reasons behind any hesitation is how Tamara is able to turn a ‘no’ into a ‘yes.’

She doesn’t view ‘no’ as a rejection or a lack of interest but rather as a call for more information. A weak seller might give up but a great seller will try to be helpful, to relate, and to listen.

When you truly care about the people you are working with and for and want to build a relationship with them, it is easier to steer conversations toward ‘yes.’ Once you understand the struggles and objections, it is easier to respond properly.

Tamara is passionate about her business. She is confident that listening and empathy can go a long way in helping sales reps close deals even if they are not particularly passionate about their product.

New sellers sometimes don’t know what to listen for.

Tamara recommends doing research on any person you hope to speak with. Take time to learn their lifestyle and interests and what their brand and business look like. Then tailor your questions accordingly.

The right questions – the right amount of interest in what the prospect is already doing – can open them up to tell you more.

Find out why they do what they do and where they want to go.

Most prospects are passionate about their business and when they are hesitant to make a change, you can hear it in their voice. Once you understand their goals, you can help them past the hesitation.

If a hesitant ‘no’ is still the answer, Tamara recommends follow-up.

Aim for a ‘maybe’ even if it means following-up multiple times, or several months later, because people are busy and can’t always respond the first time.

Once the prospect realizes that the sales rep is attempting to provide a solution and to help versus just trying to make a sale, it opens doors.

Persistence and the ability to listen to the real concerns of any prospect are Tamara’s key pieces of advice.

CLICK TO TWEET

The more they can see the value in what you offer, the more ‘no’ moves to ‘yes.’

Check out Tamara’s video content and learn about upcoming events on the Director Tamara Thompson Facebook page. You can learn more about compelling videos, event videos, and influencer and speaker trailers produced by Serious Take Productions at www.serioustakeproductions.com.

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

On today's episode, I share why sellers must stay focused on their customers, and why AT&T customer service caused me to switch providers.

My phone was disconnected. I couldn’t receive calls from my clients or from my family.

This episode goes beyond sales and is more than just another episode.

Salespeople sometimes forget that people matter, so let my experience with a disconnected phone serve as a direct reminder about the need for quality customer service.

Too often, large companies don’t seem to care about small individuals.

As such, I feel a moral obligation to use my platform to share this incident so that others may benefit from my experience.

I remember back in 6th grade when my mom got me a pager from BellSouth. I felt like the coolest kid on campus. My friends could reach out to me and I could send messages to them; it was all very exciting.

I got my first prepaid cell phone in 7th grade, also from BellSouth. I became an AT&T customer when they acquired BellSouth and I had no complaints.

Eventually, I moved to the Nokia phone with text messages and minutes - and, of course, I chose AT&T.  When I moved away to college, I tried to take AT&T with me but there weren’t a lot of cell towers back then so it couldn’t happen. They released me from my contract and I signed on with Verizon.

Verizon was fine but I was excited when AT&T expanded its coverage and I could use them once again with my new iPhone.

My family and I used AT&T for everything. It was a sad day when we moved and had to switch to Comcast but it was exciting when we were eventually able to switch back once again.

We understand that companies grow, things happen, and changes are made. We didn’t like all of AT&T’s new ideas but we rolled with the punches and kept moving.

A lot of plans have changed in the industry. There is a different structure to leasing phones now, for example. They also offer a prepaid plan where, if you pay off your phone, you have unlimited use for just $45 a month through an automatic bank withdrawal. Sounded good to me!

Text notifications let you know when the amount will be withdrawn from your account so you can prepare.

It was all running smoothly until we noticed some fraudulent activity on our bank card during the holiday season. We decided to cancel the card and apply for a replacement.

You can see where I’m going with this …

About two weeks later, AT&T disconnected my phone, so I called them right away.

I certainly accept responsibility for my share of the problem but let me tell you what happened. Because my plan had ‘expired,’ they had cancelled my services -  without notifying me.

Additionally, the prepaid plan that I had enrolled in was offered only as a limited promotion. To obtain the same plan again would cost me $65 a month.

The money was not the issue. The principle certainly was.

The customer service representative told me that because the plan had expired, I could not renew it despite that I had never canceled it. My years of loyalty as an AT&T customer were meaningless.

What was my incentive to stay with a company that did not return the same level of loyalty, or care, toward me?

I didn’t have time to argue. Since I needed my phone for work, I agreed to the higher plan, but only while I courted new companies, namely T-Mobile.

I raised the question on social media and found not only that people seem to love T-Mobile but, at the same time, there have been an increasing number of dropped calls with AT&T service. It is definitely time for a change.

The lesson behind this story: remember that your customers and your clients are people.

Cultures change and some companies get stuck in archaic ways of thinking.

[Tweet "When a company chooses to rest on its laurels instead of seeking ways to continually improve, customers will leave. #CustomerExperience"]

They will move to businesses that give them attention; ones that are more nimble and flexible.

Don’t let your business model be stuck in the past, unwilling to deviate from the old standard.

Are you flexible? Do you bend to help your customers or do you expect them to bend toward you?

This month, as we focus on client success and customer service, I urge you to evaluate the way you treat your clients.

Are you putting the people who pay you first?

This episode is brought to you by the TSE Certified Sales Training Program. If you put in a lot of hard work in 2018 but weren't able to close many of your deals, we can help you fix that. We have a new semester beginning in April and it would be an honor to have you join. Visit thesalesevangelist.com/CST.

Check out BombBomb, Loom, Wistia, and Soapbox to help you make emotional connections with your prospects by embedding videos into your emails.

If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

As sales reps, we often forget that we can show our customers love through effective onboarding. We invest so much of our focus on getting new customers that we don’t necessarily think about how we can deliver an awesome experience once they’ve committed.

Jamie Masters has been a business coach for over 10 years. She has interviewed close to 500 millionaires and billionaires in business in order to learn what they actually do, as opposed to what is written about them in books. As a result, she has extensive knowledge about how successful people run their businesses.

She says business is never pretty and certainly never perfect. But there are many cool ways, she has learned, to make the nitty-gritty details easier, better, and less stressful.

Many entrepreneurs and salespersons are visionary, big-idea thinkers who sometimes find themselves frustrated when they try to implement their ideas. It is imperative that they find someone who can help accomplish all the minor details; to help with the nitty-gritty.

Jamie used to work as a project manager – she identifies as a Super Geek – but yet even as the owner of her company, she struggles when dealing with details. She just hates it.  Her right-hand operator, however, has no problem handling details, for which Jamie is eternally grateful.

Business owners and salespeople, generally speaking, have many similar qualities. Most of the time, for example, the owner is often the salesperson for the company, particularly in the beginning. It can be difficult, however, to concentrate on the visionary quality and relationships of the business without having to worry about dropping things.

Having a backup person who can help with the nitty-gritty details provides that opportunity. The freedom to maneuver without worry makes a huge difference.

Jamie knows from experience that people are usually super-excited about a sale at the beginning. But if important details are dropped as the process moves along, the customer will begin to have reservations and will doubt the legitimacy of the product and the sales rep.

There are ways, however, to automate the sales process which will not only allow you to keep your customers but will impress them. If you are successful in sales, the process will only repeat itself – hopefully, many times over – so why not put a system in place to make it easier for everyone?

When a company is organized, when it has a great system in place, it is exciting, as a sales rep, to execute the vision. It is exciting to share a level of expertise with your clients. It makes the clients feel important and valued as well.

If, for example, you can’t find the onboarding documents to send to your new client, or you don’t know which revision to send, it only creates confusion and unnecessary stress for everyone.

As a business coach, Jamie’s clients begin by walking through each step of their current process to evaluate what works and what doesn’t work. Each piece – every email, every document – is analyzed from the viewpoint of a prospect and a client. Are the forms up-to-date? Are they relevant?

Jamie learned of many instances when a client was turned off by the onboarding experience despite the broad value of the product or service. They simply would decide to look somewhere else.

If money has not exchanged hands yet, however, you are still in the sales process. Onboarding does not begin until a payment has been processed.

She prefers to frontload the payment and to begin the onboarding experience after.

Handshake deals require a lot of work up-front but offer no guarantee. Of course, it does depend on the industry. It is important to know and understand the differences between those requiring high-touch and those that are low-touch, for example.

Jamie’s operator keeps things running smoothly and makes sure Jamie is doing what she needs to do.

Salespeople don’t always think about the benefit of having an assistant but they should.

Jamie believes it is important to decide how much you are willing to invest in the onboarding of your customers.

If you are dealing with high-touch sales, for example, the number of nitty-gritty details can be overwhelming. In some instances, it can involve sending welcome packets and gifts. It just depends on how you want to set it up.

Jamie usually sends a welcome packet to increase the level of touch. Her customers also have the opportunity to follow up with a person via an online forum. It enables her to gain as much information from the client as possible so that she can, in return, ensure that she meets their needs.

The 5 Love Languages is a book with an online quiz that Jamie recommends. It will let you know if the use of love languages is appropriate for your industry. Jamie discovered that, for a business coach, it is completely appropriate.

Each person thinks differently about things. Some clients might love to receive gifts, for example. Jamie sends very tailored gift packages to her clients to make them feel special. The contents are unique, interesting, and useful, and the effort makes her business stand out.

It is also a way to acknowledge the sometimes large amounts of money your client has invested with you. It is a handwritten note but on a larger scale.  The time and effort spent personalizing the interactions you have with your client will deepen the relationship with that client.

Something as personal, yet as simple, as an actual phone call also shows that you care and are willing to go above and beyond the usual.

The goal is to reduce the number of touch points without sacrificing value. When the process is automated, you can maintain the number of touches without creating more work for yourself. Then, instead of sending one overwhelming welcome packet, you can divide the content into several gifts.

It is why Jamie prefers payment up front. It allows her to then focus on collecting the data she needs to learn more about her customers so that she can find the best way to proceed with the onboarding experience.

She sends one email or questionnaire at a time so that no amount of required paperwork takes up too much of her client’s time. It is all automated. The forms or emails are sent only as the information is needed. In this way, the client is never overwhelmed with nitty-gritty details.

Jamie’s newest program, Ownerbox.com, is for busy entrepreneurs who are all working 60 hours a week. The last thing they want to have to do is more paperwork, which creates more work with no results for the effort or the money.

Jamie doesn’t allow them into the site or the program at the beginning. Instead, they receive one video which she personally views with them. She does not want to overwhelm someone who is already super busy and stressed.

She strives to make sure their experience is smooth and simplistic. It helps to imagine herself as the customer and to then tailor the onboarding experience the way she would want to experience it.

Sometimes, as sales reps or business owners, we are too close to our own work. We continue to do things a certain way because ‘it has always been done that way.’ It is easy to see the gaps in another person’s process and realize how small tweaks along the way can make a huge difference.

Think about what you can do to make the process easier. What can you do to create an experience that will excite your client?

CLICK TO TWEET

It has been said that ‘insanity is doing the same thing over and over while expecting a different result.’ As entrepreneurs, it is sometimes all we do!

We gain another client but then scramble to find the right documents. The whole goal is to gain more clients and make more sales, but we can’t do that when we are distracted by the nitty-gritty.

Jamie strongly believes that it does not take a lot of time to rethink and clarify your onboarding experience. Something as simple as knowing the client’s birthday and setting up an automated system to send out a card will return dividends.

Nine times out of 10, people don’t like the software program they have. All software has problems but knowing your software well and making it work for you and your team is vital. Make a commitment to the software program you’ve chosen, learn it, and love it. It will save you time in the long run.

Jamie insists that we make time now in our calendars to take action on everything discussed here today. While it is not urgent to the onboarding process, it is important because it will make all the difference in the long run.

Spend an hour and make the necessary tweaks.

Jamie has kindly put together an entire landing page of checklists and other information especially for TSE listeners. Find it at www.eventualmilllionare.com/TSE. You can also learn more about Jamie and her team at www.ownerbox.com.

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS