Video Overview
In the #11 episode of “The B2B Outbound Marketing & Sales Automation Series”, Dancho spoke with the Co-founder of Lyne.ai, Hans Dekker.
If you ask Hans what he does, he’ll say:
“I help you get more warm replies to your cold emails using A.I.”
And that is his LinkedIn headline, too.
How does Lyne.ai works?
The first step is to upload your prospecting data in CSV format to their platform and tell them what to look for. The second step – personalize. Lyne finds all there is to know on your prospects, finding podcast appearances, case studies, self-published content, and more. And the third step – send. Use the output as {{mergetags}} in your cold emails or seamlessly synchronize your results using one of their integrations.
Do you need three reasons why they are the best AI-based cold email tool?
- Unmatched speed;
- Matching subject lines;
- No-touch intros, and many more.
Check them out here: Lyne.ai
Start a free trial!
P.s. Do you want 50 free “ice-breakers” instead of the usual 25?
Just mention us and that you watched this video interview. 🙂
STAY TUNED for more success stories, tips&tricks, and awesome tools in the B2B Outbound world!
Speakers
Interview Transcript
[00:00:07.610] – Dancho – Hello, everybody. Welcome to another episode on our B2B Outbound Marketing and Sales Automation Series. As you know, we are looking really hard to find the best marketing and sales automation tools, that can help you better use outreach, better tools, will give you better results. And we found a really nice tool that I wanted to share with you, guys. And luckily I have today the Co-founder, Hans Dekker. He’s the Co-founder of Lyne.ai. Hans, welcome first.
[00:00:39.900] – Hans – Thank you. Thank you very much, thanks for having me. And I’m really excited to share a bit about what we’re building, what we’re doing, and a bit of the background behind the tool as well. Just excited to be here.
[00:00:50.480] – Dancho – Yeah. Well, I’m always excited to hear about the latest tools. We’re lazy people, we’re trying to find ways on how we can automate part of the work. And as an entrepreneur, really, the more lazy you are, the more inventive you become. How not to do something or how to repetitive tasks, how you can automate. And Hans, Lyne.ai is actually what? Can you just give us first small introduction, so people will know what is it before we move to the interview questions?
[00:01:21.870] – Hans – Definitely. So Lyne.ai was actually built out of laziness. The thing is, you could call it laziness. The way I like to phrase it is that I’m bothered by inefficiencies. So whenever I see a process where I feel like, hey, man, that should be done by robots and it should be automated, I spend a lot of time actually achieving that, which I suppose makes me not lazy. And I feel like you’re probably the same where you want to automate something in your business that you spend a lot of time on it, it’s just basically I used to run a call email agency, so I started as a business partner in an email agency, then co-founder then founder in various agencies. And every single time what we did is we would obviously send emails called LinkedIn messages. And when I started, which was seven, maybe eight years ago, you could blast out a bunch of cold emails and you could put first name in there and you get some solid leads out of it. But then as time progress, then you obviously start noticing like, hey, I’m going to get marked to spam or people aren’t responding or, well, you know what? No one actually likes, enjoys receiving those types of emails. So let’s put some more effort into it. And then whenever we did that, you either have to do it yourself or you have to hire virtual assistants or you have to hire an army of SDRs, which is okay, but that comes with a lot of problems on its own. You’re preaching to the guys, you’ll know better than pretty much anyone out there that you need operating protocols, you need automation, you need to check everyone. You need to train everyone you need to check…It’s a really big process and I just always felt like, man, this has to be automated. There should be robots who should be able to do this. And then GPG 3 came out, which is a solution for Open AI, which is an AI copywriter, basically. In the moment that came out, I just knew like, hey, listen, this is what this is, the missing puzzle piece, pretty much. I didn’t get access, but then I started googling pretty forensically for people who maybe build the same, that I could potentially partner with them. And then one late night on the 7th page of Google, I found some guys who are working on something somewhat similar. I reached out and now like six, seven months later, here we are with Lyne.ai. So there is a long version.
[00:04:08.290] – Dancho – Nice. No, I’m thinking out loud, when you do the outreach, there are several elements. Database building, yeah, there are quite some tools that you can scrape or find the data. Then is the outreach, there are again a lot of different tools that handle the other part. Now it’s getting the newest part with AI copywriting tools that actually write the whole content. And I think that that’s the newest part now in the SDR world that usually people you’re going to scrape the database, you’re going to start sending, but then you have to send a template which is completely like, hi, X, and X is a variable in the name. And yeah, it feels spammy. And I was curious, in the whole lead generation ecosystem, where is Lyne.ai positioned, actually?
[00:04:58.960] – Hans – Sure. So like you mentioned, and I’ve been in the space for a bit and I’ve tried pretty much every tool out there just because I really like it. I really like playing around with MarTech, with SalesTech. And when it comes to finding data, you’re not going to have any issues. There are really good database providers out there these days, like your Growbots and ZoomInfo, LinkedIn Scrapers, you can scrape Sales Navigator. Even we have that solution where you can scrape, so that’s not going to be an issue. You can send emails again, Growbots, Mailshake, Lemlist, so you have a lot of options there. And then like you mentioned, there are some tools that allow you to write entire emails, but where we fit in, we’re really unique. So there are few tools who more or less try and do what we do. But we really like to think that it’s not actually a blue ocean, but we’re almost in our own entire small market that fits into the ecosystem, where we provide just a really small piece pretty much, but a really important piece. Where the thing is, if you’re going to have AI write the entire email, that is either an issue for you personally as an SDR, because you’re going to have to check the entire email, while you want to make sure that you know which bit is working and which isn’t, right? But if each bid is different all the time, how are you going to know which CTA works? How are you going to know which…
[00:06:29.280] – Dancho – Yeah, it’s much harder to measure, actually. You’re right.
[00:06:31.720] – Hans – Exactly, so that is an issue. And then if you’re sending on behalf of clients like you guys are doing, then clients want to know what you’re sending. So if you’re sending hey, listen, we’re going to set something completely different, every single touch point that we have with every single client, then they don’t have anything to approve. And you’re just going to have to pray that whatever is being sent out in their name is something that they’re comfortable with and that fits within their brand guidelines, anything. So what we do is we just personalize an intro section. So what some people call icebreaker, for example, which is something that was introduced by Lemlist, I think was one of the earlier ones. We start adopting that and re pushing that to the users. What is that? Okay, what you’ll do is you have your fixed email, which is like, hi, first name. Icebreaker. The reason I’m reaching out is this and that, because I can do this or that for you, if it’s something that you’re interested in? And then an ice breaker is a bid that you personalize to each prospect where you can say, hey, I just went on your website, saw your case study with Apple. We love how you help them improve revenue by 300%. Just something that shows you doing your research. So they can be based on those case studies. You can go to person’s LinkedIn profile and say, hey, notice that we used to go to the same University, or it can be based on a post that they’ve made or anything. So you can use it as an ice breaker. Maybe you can say I’m just going to send a generic email, but then in my P.S. section, I’m going to go P.S. Love your latest blog post on marketing automation. Just something that shows you doing your research…
[00:08:07.070] – Dancho – A personalized approach rather than a generic.
[00:08:10.670] – Hans – Exactly. And then we use AI to automate that bid, to automate the whole personalization part. And we’ve seen that response rate, some people, they’ve gone, they have three, four response rate, other people three, four open rates. There are some outliers where people have ten extra response rates. So yeah, I love to talk about those, but that’s an outlier. But overall, people see just far better response rates, open rates for themselves and for their clients as well.
[00:08:46.310] – Dancho – Nice. Well, as I’m listening to your Hans, BizzBee is an agency, so we took the done for your approach and we have different clients. Some clients are saying, you know what, I want to use automation, which we offer it as a service. There are companies that say we don’t want to use automation. We want manually personalized outreach, like a rent SDR, in this case. And we even had cases, this was a year ago, I think, or maybe two where a client actually said, you know what, I need some of your research team to do one paragraph intro for this list of leads. So we manually had to go over each prospect, go on their website, scroll on their LinkedIn profile, find something as a teaser, as you said, as an ice breaker. And what we did is in an Excel, we actually created manually each of those ice breakers. So then when he was trying to send the email campaign, he actually started with, hi, name, then the custom icebreaker, and then it’s a standard email. But then it was so much effort, if you ask me.
[00:09:51.680] – Hans – I’ve written thousands of those and I’m never going to write another one. It is horrible when you have a good SEO, when you’re good at it. Let’s say you can write 25 /hour, but it’s just horrible work. If you’re going to have to do that for six, 7 hours straight…
[00:10:10.230] – Dancho – You’ll burn out.
[00:10:11.810] – Hans – Yeah, 100%, so there’s no fun. But then again, the rewards that you’re really good, so it’s worth it. But then again, you’re going to hate it. Whenever I see something like that, I feel like, hey, a robot probably should be doing that.
[00:10:30.590] – Dancho – Nice. Well, I’m curious actually, to see how this works in action, Hans. And I’m sure that everybody looking at the video is like, okay, that could actually save me a lot of time. If you don’t mind, would you actually share your screen with us and give us a walk through, a short demo of how the software works?
[00:10:50.290] – Hans – Yeah, definitely. So what I’ll do is I’ll share my screen and I’ll walk you through it. Let me see, screen here. And like I already mentioned to you earlier, we’re going to go through a pretty major update. So also talk about some future like, hey, tomorrow, this might look different.
[00:11:08.510] – Dancho – It’s going to be even better.
[00:11:11.210] – Hans – I appreciate your stance on that, definitely. So you’re seeing my screen, right, with the whole…Beautiful. So there’s the screen that you’ll land on and it’s going to be a really simple four or five minute demo because we really try to build a really simple tool as well. Where like you mentioned, there are a lot of tools out there and you have your database and your email automation and your email cleaning and this and that. So we didn’t want to add a lot more to your workflow. Just a really simple tool where you’ll extract your data from somewhere. Or hey, we’ll do it for you. So you can use our Chrome extension. And what you can do with a Chrome extension, you can go to LinkedIn Sales Navigator, and once you’re on your LinkedIn Sales Navigator search, you can use a Chrome extension. You click one button that says Extract leads, extract the entire Sales Navigator search, the cloud operations. So you click one button and you can turn on your computer and you can go play with your kid, or go fishing or anything. And then we’ll find the professional emails for those people. So that’s one way of getting the data or you can get it from robots or ZoomInfo. Then you upload your CSV here and I can have a quick look of CSV ready. I think this one should work. And then you’ll have your advanced settings here. So one that we have here for example is called Personal Content, which is my personal favorite. And what that does is it will try and find for your prospects. It will try and find if they’ve been on podcast, if they’ve spoken on events or they’ve hosted a webinar, if they’ve been featured in articles, maybe they’ve posted articles and blogs, if they have a newsletter, if they’ve been on interviews. In a couple of weeks, once these interviews are online and everything, it might be able to find that I’ve been on here. Then look at the show notes, take something that I’ve said on here and use that as a quote to write a personalized interest saying, hey Hans, we enjoyed learning about your history online and how you find your co founders on Reddit. So it’s actually able to write stuff like that, which is just really, we built it, but it’s really insane still. So that’s one that we have now, as you can imagine, match rate is not going to be 100% there. But luckily we also have other sources that we are able to find. So maybe case study that the company has done, like I mentioned earlier, maybe the company has worked with Apple and they’ve done Google Ads campaigns for Apple and we can say, hey, you know what? Just read about your case study for Apple and this and that, I’m impressed about it. Recent news, something on the company website which works really well for e commerce. So it will talk about products that they’re actually selling and then blog post. So if they’ve written a blog post about anything. And then one pretty cool bonus feature that we have is we have maxing subject lines, which is something I’ll actually show you in just a second, in the example that I have here. Then one thing that you’ll do is you’ll set your preferences which works like a waterfall. So you could say, okay, this personal contact is something that is most important to me. So that will be my number one. Then news isn’t as important, but if you can find it – great. Then blog post will be my number three. So it’s how you would train an SDR, right?
[00:14:42.080] – Dancho – Yes. First start looking for this, if you don’t find, go to the next one. If you don’t find, go to the third and fourth.
[00:14:47.720] – Hans – Exactly. And that’s exactly how you train your AI here, pretty much. Then some of the new features that we’ll be adding hopefully later today. Otherwise later this week is you can then save data the presets. So that for client number one, you’ll have these settings. For client number two, you’ll have other settings. There’s a few that we’re releasing. We’re releasing multi-language support, so Spanish, French, German, Dutch, etc. And as well as what we call no touch lines. And basically for these lines, they’re really in depth and really good, but sometimes it’s AI. So let’s say between one and 5% of the time is going to write something that just isn’t great. So what we’ve done, we’ve taken no touch lines where you don’t have to check them, you know, 100% certain that they’re always going to be good, just not really great. While with these regular in depth, once they’re going to be either really great, just good. And maybe one or two out of 100 are going to be not good enough. But that’s basically it, so you may confirm, you map your fields. In the end, the more data we have is input, the better your output will be. So ideally you will have first name, last name, company, job title, email, website and LinkedIn. If you don’t have those, that’s completely fine. We’ll still be able to find things, just again, the more you have, the better, pretty much. And that’s everything, you hit upload now and then, imagine you upload a sheet with 1000 prospects, that would take us about an hour to process.
[00:16:35.200] – Dancho – Wow.
[00:16:36.450] – Hans – Yeah, and like I said, if you’re having a good day, you can write like 25 /hour, right? So it does a week..
[00:16:43.520] – Dancho – It’s a big difference.
[00:16:44.440] – Hans – Yeah. There’s a week’s work an hour. Then once it’s ready, you have your results here, which you can download. Or we also have a sync option because we integrate with your favorite senders, we integrate with Mailshake, Lemlist, Wavo, Snovio, Hunter, etc. And then what you can do pretty much is and I think I have some set up here is when you’re running an agency, you’ll have multiple clients, right? So what you’ll do is you’ll set up multiple clients and then you can get this list, I’m going to sync with client number three, then the next list I’m going to sync with client number two. And that way you can just manage unlimited accounts…
[00:17:31.170] – Dancho – Different CRMs, so actually, you’re synchronizing the, okay, that’s actually smart.
[00:17:36.720] – Hans – Exactly, so that’s how you can do that. And you can organize your folders. You can have client number one, client number two, that’s how you can organize things. But that’s just the app. Then what everyone is, of course, waiting for is this right here, which is our actual output.
[00:17:54.930] – Dancho – What’s the output exactly?
[00:17:57.500] – Hans – Exactly, like stop talking to it. But yeah, this is the output. So just the first one, for example. Congrats on improvement you made to Cato. It’s great that you’re able to lose latency by 10% to 20% in China, Romania, impressive. Then we also have a backup line, which, like I said, sometimes the output isn’t good enough. And what you want to do in that case is you want to swap them out, right? So you think this one isn’t great? Fine, copy this one, paste it in here, and you’ll work your way down the list, which is about a million times faster than to write all of them yourself. Instead, you do some checking and you see, okay, hey, this one is better and more in depth than that one. Fine, I’ll swap them out. And then you’ll be left with one column, which is really great lines that you can use as that ice breaker merge type. And then you’ll have a matching subject line. So here it’s a case study intro based on something that they did with Cato, or your partnership with Fistbon, I hope I’m pronouncing it right. Your placement on the ice list etc.
[00:19:11.790] – Dancho – The title is actually matching the custom paragraph that you’re trying to do.
[00:19:15.860] – Hans – Exactly, and that’s basically everything that we do.
[00:19:21.930] – Dancho – When you see it like this, it’s not simple, but I’m sure that in the background, everything that you need to do as a research, to find content, to digest the content to get to the paragraph. And I was curious, you export as a CSV. Can you search just for one guy, for example, instead of for multiple?
[00:19:42.670] – Hans – To get them one by one?
[00:19:45.270] – Dancho – Yeah. For example, I want to reach out to some guy and can I just give you his LinkedIn or I can just put it into spreadsheet and upload just as a one row.
[00:19:55.710] – Hans – Yeah, so you could do that. But with our next update, which will push this week. So now we’re at the end of September, so let’s say starting the 1 October, you can do that. So we’ll have a single input, you’ll put someone, so you put my LinkedIn profile and just based on a LinkedIn profile, it will write something. So it’s going to be a little bit less in depth than what you’re seeing here. But it will basically just take my entire LinkedIn profile and write between like four and twelve different lines based on that or something based on my work history, something based on my volunteering history, my awards, etc.
[00:20:40.110] – Dancho – Got it.
[00:20:40.780] – Hans – You’re able to paste this one LinkedIn profile if you want.
[00:20:46.650] – Dancho – Interesting, now that you’ve mentioned actually this introduction, icebreaker, as you call it, can also be done for LinkedIn outreach, it’s not just for an email. Yeah, for the email, you need the subject line as well, but the same paragraph, we use it for LinkedIn as well. Like congratulations of X, Y, Z. And by the way, and you’re actually continuing on the LinkedIn outreach rather than just email outreach.
[00:21:12.570] – Hans – Exactly. And the thing is so here you’ll have these, for example, which are great. And the average character account here is I think between, let’s say 116, 180 characters, which means you still have 120 characters left for LinkedIn for the connection request, for example. So you can use them for LinkedIn. So what you can do is you can basically use those for LinkedIn if they didn’t reply, you can use the same one for email all the way around. If they didn’t open your email, they use the same one for LinkedIn. So that way if you have a bit of a smaller market, you can really make the most out of it. So yeah, these you can use for LinkedIn 100%. But then again, with our new no-touch forms that we’re rolling out, those are based on their LinkedIn profile and they’re a bit shorter, which means that they’re even better for LinkedIn. And we’ll provide you with at least four or five different versions as well. So what you can do in that case is you can have your connection request to say hey, loved your switch from this company or that company, connection request. Then as they accept your connection request, say thanks for accepting. This is what we do, love to learn about what you do. P.S. Really impressed with the work that you do here and there. So those bits that you have up to twelve different bits that you can use with twelve different touch points to personalize all of them or double personalize the first one say hey, really impressed, we just switched from company here and there. P.S. Love this and that as well, really enjoy that. So you’ll have multiple personalizations in there and just each and every single message that you’re sending out will seem as if you spend 20, 30 minutes just researching that person, which I don’t know, it’s great. And like I said, you will see your response rates, your acceptance rates, your open rates, you will just see them seeing the skyrocket pretty much. So it’s something that I’m really excited, really passionate about. And we’ll just keep moving forward and just keep improving. And the options they still have, they just keep increasing pretty much.
[00:23:24.510] – Dancho – Nice. Very interesting because I see how people can actually use this in order to improve the results. You don’t do outreach just for the sake of doing an outreach. You’re doing the outreach in order to get as many responses as possible and hopefully get as many new clients. And with this, you’re actually taking that part where, the ice-breaking to show that it’s not just a generic spam message, but it’s highly tailored. And I’m also curious now this sounds really interesting. Does it also does better with the anti-spam stuff because you are not sending the exact same message to everybody, but actually even Google when they start looking at your campaign, from 100 emails you do have at least one paragraph or one sentence different. It’s not just, hi, name, but it’s actually a different message.
[00:24:17.910] – Hans – Yeah, exactly. So what they’ll do is they’ll look at the uniqueness of your message, right? If a certain percentage of it is unique. So that’s just another incentive to use this and to send short messages and will almost look as if your entire message is unique. So that is also one of the reasons why open rates are that much higher for the people who are actually using this because they pass spam filters. And yet the matching subject line to unique, pattern breaking subject lines, they’re great. But then there’s also the bit where your message is more unique. So you pass spam filters, meaning that because of that, your overall performance of the campaign will be much better, your domain health will be better, and you’ll have more open rates, like better open rates, more opens and more leads to that as well, just because you have more unique content. So if you want to go nuts, then use this spin text the rest of your message, which means that it will spin up like different variations of your message. And then you’ll have pretty much 100% unique messages going out all the time. And then if you set big intervals between those, I really think that there’s no reason why everyone in the world shouldn’t be able to get, let’s say 80, 85, maybe even 90% open rates cold emails, unless you’re sending hundreds per day. But if you’re sending 100 per day, then I’m going to bet that we can get you to 85% open rate.
[00:25:47.130] – Dancho – Nice. No, it sounds impressive because as I was listening to you, I said, well, you know, what, with the tailored content, people will be more willing to respond. But that’s the human approach. But that’s why I realized as I was listening to you, well, you’re also having improvement in the technical part because Google and all anti-spam filters are actually seeing different subject line with different customization. And you’re actually having better deliverability, I think is the right word?
[00:26:15.790] – Hans – Yeah, it is, I think.
[00:26:17.740] – Dancho – Nice, very interesting. And Hans, I also wanted to ask with you in regards to on your website, if people want to try, you do have a free trial or something where people could test it?
[00:26:32.760] – Hans – Yeah. Let me just put my face back in with you. We do have a free trial, so we offer 25 free credits, which means we charge one credit per row. So if we don’t find anything or cannot write anything, then we obviously don’t charge anything. So for each row, the repository will charge one credit, meaning that you have 25 free icebreakers plus subject lines for free. If you sign up on the website and then if people are watching this, if you jump in chat, you mention BizzBee, then I’m happy to double that to 50.
[00:27:09.780] – Dancho – Oh, nice, thank you. I’ll be happy to mention that, usually below the video we put the link and we also give options how people can try. And I think 25 to 50 is quite enough to see it for yourself, because at the end of the day, with 50, you’re not solving a problem, they can just taste the difference. And from there, people can choose whether I’m not impressed or this is exactly what I needed. I think that you had a monthly plan, you also have on the go options, so in that regard, they can choose what works best for them.
[00:27:45.470] – Hans – Yeah, exactly. So we have pay as you go, which means you pay zero per month and you just pay for the credit that you’re using. And then we have monthly plans as well. So with like 25 or 50, hey, you could book a bunch of leads if you send them out. But the idea is, of course, for you to just check it out, have a look and see, okay, hey, this is up to my quality standards. Or it isn’t, or it isn’t useful, or it is. And then pay you go, if you’re still not ready to commit or anything.
[00:28:16.950] – Dancho – Yeah, it sounds impressive. And tell me a bit about the partnership side. How is the Lyne.ai open to partnerships or what kind of partnership do you actually prefer?
[00:28:29.610] – Hans – Sure. So when you talk about partnerships, you mean like promotional or maybe integration wise?
[00:28:36.810] – Dancho – Well, I’m thinking out loud that usually partners are essential for great growth. So I was curious whether Lyne.ai has like affiliate or white-label or reseller options in that regard?
[00:28:51.700] – Hans – Sure. So we do have a few resellers. So if there’s something that either you or anyone else interested in, then, hey, let’s just jump in our chat. We’re almost there 24/7 because two of the co founders are in the US, and they work a lot like I do, I’m in Europe. So we’re covering all time zones pretty well. So just in the chat and then we can talk about that. Then, we currently don’t offer white label, but we’re fairly close to rolling out our API again, which is something we’re obviously really excited about. So if anyone is interested in trying this out, to integrate this within the tool that they’re building, then again, reach out in the chat. We’ll roll out the API before the end of the year. So if you’re seeing this in 2022, you just go to a website and you’ll find all you need to know there. But until then, just asking in the chat, we can put you on a waitlist or maybe we can already get you testing initially, but we’ll roll out our API again pretty soon.
[00:29:57.510] – Dancho – Nice. Well, that sounds actually perfect. And I’m sure that yes, that’s why we always ask for partnership opportunities, because some of the people are like, well, I think I can sell these tools in my country, in my state, in my region, they are usually curious what kind of options there are. You want to add something?
[00:30:20.000] – Hans – Sorry to interrupt you there. So speaking only in my country, my region, as I said this week, we’ll also add Italian, Portuguese, French, Spanish, German, and so we’ll have a few more languages in there as well.
[00:30:33.280] – Dancho – That’s really good. And while you started talking about the future, I was curious to move the question towards the plans. Like, okay, we’re in the last quarter, almost in the last quarter. There are three days left in this quarter as there are some quotes and targets. And I’m sure that you announced some news that’s going to be launched very soon. But in the terms of a bit mid to long term ideas, where do you actually see this Lyne.ai forwarded? Whether into a complete CRM or even more in depth, into the specialization? I was really curious to see where do you see the tool in the future?
[00:31:12.680] – Hans – Exactly. So we’re a little bit secretive on that because there are some people who really enjoy following us and then following and copying our success or trying to, pretty much. But what I can say is that we really prefer to be specialist rather than generally. So we’re really looking to go a lot more in depth and become the absolute number one, a market leader in sales personalization, at scale. So we’re not really looking to add CRM or other types of automation, like never say never. So if we feel like, okay, our users would really benefit from having a tool that they’re using there to have that into our current solution, then we’ll definitely consider it. But we’re really looking to automate the whole sales personalization at scale thing. So when talking about however you’re currently personalizing your emails manually, we’ll be able to do that automatically at scale within now. And I would say a year we’re able to replace almost any VA or SDR out there.
[00:32:29.830] – Dancho – Nice. That’s actually bold strategy, but I completely understand. People are like, well, some people the roadmap is like we’re going to add all the additional functionalities to cover the whole cycle – generalist. While others like, well, no, this is where we’re good at and we’re going to just go into more in depth, making the best specialized solution out there.
[00:32:51.100] – Hans – Exactly, it’s a bold statement. Like you say, for the moon, sky with the stars, whatever. When I say replace an SDR, I don’t feel that sales has to be done by robots, obviously, because humans, they close deals, right? So sales should be more human. But that first initial touch, just getting your foot in the door, having opening those opportunities and actually starting those conversations, that’s where I feel we as humans, we can really rely a bit more on technology and just make our lives a bit easier there. And then once there’s a good match, then we as humans can take over and then diagnose and see how we can potentially help that lead that we’ve generated help them find the best possible solution and sell to them. So sales will not ever be automated or done by robots and we would not ever try and move into that direction. But getting your foot in the door, generating those conversations, that is definitely something where we feel we can really help with automation.
[00:33:57.140] – Dancho – Yeah, but also that part is actually the most labor intensive part, on the funnel, the top part where we are introducing, engaging into the conversation. It’s much easier when you just show up on calls rather than spending all the effort at the top of the funnel to be more focused on quality, one on one meetings, and yeah, you had a good point there. Hans, I think that we’re also finishing with time so I really wanted to thank you very much for coming on this episode. For everybody else, I mean, you know the drill, just below the video I actually had a link to the tool so you can actually try with the 25 or 50 if you have BizzBee in the chat, have a look at it, play with it and then of course if you see the value, happy to continue. If not at least give some feedback to Hans, so he would get some like okay, why this or why that? And I really think that automation for high ticket service providers is the only way because we’re not corporations, we don’t have hundreds of SDRs at bay. And even if we have it would be a huge cost and as we started the conversation we are the lazy guys so we have to figure out how to automate the repetitive tasks and yeah, you cannot do the whole sale with robots. You still need humans but you can actually use the human part far below downwards in the funnel, where you need a meetings, or you need something more specific. Hans, thank you very much again for coming on the show, and for everybody else, have a great day, guys.
[00:35:33.120] – Hans – Yeah, thanks for your time.
[00:35:35.230] – Dancho – Yeah, bye-bye, everybody.