Michael Litt

Like huge success.

So what's happened is you have to leverage different mediums to get people's attention.

And our sales reps were actually recording webcam videos.

uploading them into our service, taking an image, dropping the thumbnail in the video, linking it to a sharing page, sending it to a customer, and then when the customer was viewing it, following up with a, hey, I noticed you watched my video.

And the way that they were getting people's attention was by writing their name on a whiteboard, which was in the thumbnail of what they were sending them.

And what we find is that that triggers a vanity response.

And we started to see an 8x increase in click-through of emails that actually had a video embedded in them.

Now, I know this sounds super, super self-serving because this ended up being the product we built, but the reality is we built and viewed it based on this use case to make it easier for our reps to do prospecting.

So when I first saw these whiteboards floating around the office and everybody in BDR, SDR, and AE has a whiteboard and a stack of whiteboard markers at their desk, I thought it was one of the most ridiculous things.

It was crazy, but it's productive and it works and we've helped a bunch of other businesses do it as well.

So that's probably one of the more recent crazy things.

No, I mean the way to do it one to many is obviously use, if you want to do it with videos, use a more personalized tool.

But yes, that is absolutely one to one.

And you know, it's interesting, as the rest of your day gets automated with sales enablement and sales automation type software, the only thing that's left for the rep is truly to be human and build rapport with someone on the other end of the line, right?

You're not really doing anything else ideally, and anything else you're doing is kind of wasting your time.

you know, we're finding that with a lot of these technologies to bring the business or reps are actually more productive at one-to-one communications, which absolutely work because people are so used to being automated too.

But the big question is how do you get those names and those companies in the first place?

And one of the things we did, which I think is a more, you know, effective practice these days is we outlined a list of

all of the propensity triggers that would indicate that someone is potentially ready to buy an aspect of our technology.

And for us, that was a company that had north of 50 employees, was located in North America, was in high tech— Less than 50 or more than?