{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":10.5,"endTime":13.47,"body":"One of the best"},{"speaker":"Matt Wolach","startTime":10.5,"endTime":13.47,"body":"ways to get leads and get people"},{"speaker":"Matt Wolach","startTime":13.47,"endTime":16.8,"body":"closed is a webinar. Now it"},{"speaker":"Matt Wolach","startTime":13.47,"endTime":16.8,"body":"depends what your price point is"},{"speaker":"Matt Wolach","startTime":16.8,"endTime":19.29,"body":"on if it works for closing, or"},{"speaker":"Matt Wolach","startTime":16.8,"endTime":19.29,"body":"if it works for driving leads,"},{"speaker":"Matt Wolach","startTime":19.29,"endTime":22.23,"body":"but it's very important to"},{"speaker":"Matt Wolach","startTime":19.29,"endTime":22.23,"body":"understand how a webinar can"},{"speaker":"Matt Wolach","startTime":22.26,"endTime":26.07,"body":"impact your funnel I had Melissa"},{"speaker":"Matt Wolach","startTime":22.26,"endTime":26.07,"body":"Kwan on she's the CEO of"},{"speaker":"Matt Wolach","startTime":26.1,"endTime":28.35,"body":"eWebinars, they're doing some"},{"speaker":"Matt Wolach","startTime":26.1,"endTime":28.35,"body":"really cool stuff with an"},{"speaker":"Matt Wolach","startTime":28.35,"endTime":30.93,"body":"amazing tool that you definitely"},{"speaker":"Matt Wolach","startTime":28.35,"endTime":30.93,"body":"have to check out. But it's"},{"speaker":"Matt Wolach","startTime":30.93,"endTime":34.32,"body":"really important to understand"},{"speaker":"Matt Wolach","startTime":30.93,"endTime":34.32,"body":"how a webinar can fit within"},{"speaker":"Matt Wolach","startTime":34.32,"endTime":37.44,"body":"your entire marketing strategy."},{"speaker":"Matt Wolach","startTime":34.32,"endTime":37.44,"body":"She goes through some tips goes"},{"speaker":"Matt Wolach","startTime":37.44,"endTime":41.1,"body":"through some cool tactics and"},{"speaker":"Matt Wolach","startTime":37.44,"endTime":41.1,"body":"how you can make it absolutely"},{"speaker":"Matt Wolach","startTime":41.1,"endTime":43.29,"body":"powerful for you definitely"},{"speaker":"Matt Wolach","startTime":41.1,"endTime":43.29,"body":"check this out."},{"speaker":"Intro/ Outro","startTime":44.13,"endTime":47.37,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":44.13,"endTime":47.37,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":47.37,"endTime":50.49,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":47.37,"endTime":50.49,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":50.49,"endTime":54.45,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":50.49,"endTime":54.45,"body":"exit brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":54.45,"endTime":59.31,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":54.45,"endTime":59.31,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":59.34,"endTime":59.82,"body":"Wolach."},{"speaker":"Matt Wolach","startTime":60.12,"endTime":62.7,"body":"Hello, welcome to"},{"speaker":"Matt Wolach","startTime":60.12,"endTime":62.7,"body":"Scale Your SaaS, thank you very"},{"speaker":"Matt Wolach","startTime":62.7,"endTime":66.18,"body":"much for being here. So glad"},{"speaker":"Matt Wolach","startTime":62.7,"endTime":66.18,"body":"that you are here to focus on"},{"speaker":"Matt Wolach","startTime":66.18,"endTime":67.77,"body":"growing your business. And"},{"speaker":"Matt Wolach","startTime":66.18,"endTime":67.77,"body":"that's what we're going to do."},{"speaker":"Matt Wolach","startTime":67.8,"endTime":71.19,"body":"We want to show you how to grow"},{"speaker":"Matt Wolach","startTime":67.8,"endTime":71.19,"body":"your software company, whether"},{"speaker":"Matt Wolach","startTime":71.19,"endTime":74.28,"body":"it's better marketing, whether"},{"speaker":"Matt Wolach","startTime":71.19,"endTime":74.28,"body":"it's better sales, understanding"},{"speaker":"Matt Wolach","startTime":74.28,"endTime":77.04,"body":"how to grow your team, that's"},{"speaker":"Matt Wolach","startTime":74.28,"endTime":77.04,"body":"what we're focused on. And"},{"speaker":"Matt Wolach","startTime":77.04,"endTime":81.3,"body":"today, we're focused on"},{"speaker":"Matt Wolach","startTime":77.04,"endTime":81.3,"body":"webinars. I am so excited to"},{"speaker":"Matt Wolach","startTime":81.3,"endTime":85.14,"body":"have Melissa Kwan with us. She"},{"speaker":"Matt Wolach","startTime":81.3,"endTime":85.14,"body":"is joining live from Amsterdam,"},{"speaker":"Matt Wolach","startTime":85.14,"endTime":87.84,"body":"a city that she is loving"},{"speaker":"Matt Wolach","startTime":85.14,"endTime":87.84,"body":"partying, and she just told me"},{"speaker":"Matt Wolach","startTime":87.84,"endTime":90.93,"body":"beforehand, I love that it's so"},{"speaker":"Matt Wolach","startTime":87.84,"endTime":90.93,"body":"cool. But let me tell everybody"},{"speaker":"Matt Wolach","startTime":90.93,"endTime":93.51,"body":"who you are Melissa. So Melissa"},{"speaker":"Matt Wolach","startTime":90.93,"endTime":93.51,"body":"is the co founder and CEO of"},{"speaker":"Matt Wolach","startTime":93.57,"endTime":96.81,"body":"eWebinar three times a"},{"speaker":"Matt Wolach","startTime":93.57,"endTime":96.81,"body":"bootstrapper. She's now growing"},{"speaker":"Matt Wolach","startTime":96.81,"endTime":99.24,"body":"your webinar, which is the"},{"speaker":"Matt Wolach","startTime":96.81,"endTime":99.24,"body":"leading automated webinar"},{"speaker":"Matt Wolach","startTime":99.24,"endTime":102.6,"body":"solution that helps companies"},{"speaker":"Matt Wolach","startTime":99.24,"endTime":102.6,"body":"run hundreds of engaging"},{"speaker":"Matt Wolach","startTime":102.6,"endTime":106.26,"body":"webinars without being there"},{"speaker":"Matt Wolach","startTime":102.6,"endTime":106.26,"body":"live. It's really cool what"},{"speaker":"Matt Wolach","startTime":106.26,"endTime":109.5,"body":"they're doing and, and making it"},{"speaker":"Matt Wolach","startTime":106.26,"endTime":109.5,"body":"really easy for people to kind"},{"speaker":"Matt Wolach","startTime":109.5,"endTime":113.1,"body":"of get the word out more without"},{"speaker":"Matt Wolach","startTime":109.5,"endTime":113.1,"body":"having to put in more work. So"},{"speaker":"Matt Wolach","startTime":113.16,"endTime":115.32,"body":"what's going on with you lately?"},{"speaker":"Matt Wolach","startTime":113.16,"endTime":115.32,"body":"And what's coming up?"},{"speaker":"Melissa Kwan","startTime":115.35,"endTime":119.85,"body":"Yeah, okay. That's"},{"speaker":"Melissa Kwan","startTime":115.35,"endTime":119.85,"body":"a that's a big question. What's"},{"speaker":"Melissa Kwan","startTime":119.85,"endTime":123.18,"body":"going on lately? I feel like I'm"},{"speaker":"Melissa Kwan","startTime":119.85,"endTime":123.18,"body":"I don't know, I feel like so"},{"speaker":"Melissa Kwan","startTime":123.18,"endTime":127.62,"body":"this is my first product lead"},{"speaker":"Melissa Kwan","startTime":123.18,"endTime":127.62,"body":"startup, my previous one was an"},{"speaker":"Melissa Kwan","startTime":127.62,"endTime":129.78,"body":"enterprise. So actually, my"},{"speaker":"Melissa Kwan","startTime":127.62,"endTime":129.78,"body":"background is in enterprise"},{"speaker":"Melissa Kwan","startTime":129.78,"endTime":133.29,"body":"sales. And then coming into this"},{"speaker":"Melissa Kwan","startTime":129.78,"endTime":133.29,"body":"one having to learn everything,"},{"speaker":"Melissa Kwan","startTime":133.29,"endTime":135.66,"body":"but sales, but more marketing."},{"speaker":"Melissa Kwan","startTime":133.29,"endTime":135.66,"body":"You know, I've been doing this"},{"speaker":"Melissa Kwan","startTime":135.66,"endTime":140.64,"body":"for four years now. It just"},{"speaker":"Melissa Kwan","startTime":135.66,"endTime":140.64,"body":"everyday just feels new. Like it"},{"speaker":"Melissa Kwan","startTime":140.64,"endTime":142.29,"body":"will so when someone asked me a"},{"speaker":"Melissa Kwan","startTime":140.64,"endTime":142.29,"body":"question like that, it just"},{"speaker":"Melissa Kwan","startTime":142.29,"endTime":145.44,"body":"always feels like we're"},{"speaker":"Melissa Kwan","startTime":142.29,"endTime":145.44,"body":"starting. But you know, we're,"},{"speaker":"Melissa Kwan","startTime":145.47,"endTime":148.2,"body":"you know, our products been"},{"speaker":"Melissa Kwan","startTime":145.47,"endTime":148.2,"body":"around for two and a half years"},{"speaker":"Melissa Kwan","startTime":148.2,"endTime":151.14,"body":"now. We're actually very close"},{"speaker":"Melissa Kwan","startTime":148.2,"endTime":151.14,"body":"to profitability at this point"},{"speaker":"Melissa Kwan","startTime":151.14,"endTime":154.08,"body":"as as we speak. So something"},{"speaker":"Melissa Kwan","startTime":151.14,"endTime":154.08,"body":"that's exciting."},{"speaker":"Matt Wolach","startTime":154.29,"endTime":156.9,"body":"Yeah, so cool. I"},{"speaker":"Matt Wolach","startTime":154.29,"endTime":156.9,"body":"love that that pivot point when"},{"speaker":"Matt Wolach","startTime":156.9,"endTime":159.33,"body":"you finally hit that, and you"},{"speaker":"Matt Wolach","startTime":156.9,"endTime":159.33,"body":"start really taking off? No, I"},{"speaker":"Matt Wolach","startTime":159.33,"endTime":162.45,"body":"love the fact that you said"},{"speaker":"Matt Wolach","startTime":159.33,"endTime":162.45,"body":"you're learning. And I think"},{"speaker":"Matt Wolach","startTime":162.45,"endTime":164.76,"body":"that's what it is about being an"},{"speaker":"Matt Wolach","startTime":162.45,"endTime":164.76,"body":"entrepreneur. That's one of the"},{"speaker":"Matt Wolach","startTime":164.76,"endTime":167.49,"body":"things I love about it. I've had"},{"speaker":"Matt Wolach","startTime":164.76,"endTime":167.49,"body":"several like you entrepreneurial"},{"speaker":"Matt Wolach","startTime":167.49,"endTime":170.82,"body":"journeys, and it's so cool, how"},{"speaker":"Matt Wolach","startTime":167.49,"endTime":170.82,"body":"much you learn each time you"},{"speaker":"Matt Wolach","startTime":170.82,"endTime":173.76,"body":"kind of feel like, Oh, I get it"},{"speaker":"Matt Wolach","startTime":170.82,"endTime":173.76,"body":"now. Oh, I understand this. And"},{"speaker":"Matt Wolach","startTime":173.76,"endTime":176.88,"body":"then also in here's a whole new"},{"speaker":"Matt Wolach","startTime":173.76,"endTime":176.88,"body":"thing. So I mean, to go from"},{"speaker":"Matt Wolach","startTime":176.94,"endTime":181.47,"body":"enterprise sales to product lead"},{"speaker":"Matt Wolach","startTime":176.94,"endTime":181.47,"body":"is a shift for sure. How has"},{"speaker":"Matt Wolach","startTime":181.47,"endTime":182.58,"body":"that shift been? For you?"},{"speaker":"Melissa Kwan","startTime":182.61,"endTime":185.37,"body":"It really"},{"speaker":"Melissa Kwan","startTime":182.61,"endTime":185.37,"body":"interesting question, because I"},{"speaker":"Melissa Kwan","startTime":185.37,"endTime":188.7,"body":"love that you brought that up,"},{"speaker":"Melissa Kwan","startTime":185.37,"endTime":188.7,"body":"because I didn't know that was a"},{"speaker":"Melissa Kwan","startTime":188.7,"endTime":192.87,"body":"shift. So we're talking about"},{"speaker":"Melissa Kwan","startTime":188.7,"endTime":192.87,"body":"telling stories, right? Before"},{"speaker":"Melissa Kwan","startTime":192.87,"endTime":196.2,"body":"we hit record, this is a story I"},{"speaker":"Melissa Kwan","startTime":192.87,"endTime":196.2,"body":"was, you know, I was running my"},{"speaker":"Melissa Kwan","startTime":196.2,"endTime":199.08,"body":"previous two companies, you"},{"speaker":"Melissa Kwan","startTime":196.2,"endTime":199.08,"body":"know, both in real estate tech,"},{"speaker":"Melissa Kwan","startTime":199.11,"endTime":202.08,"body":"completely different industry."},{"speaker":"Melissa Kwan","startTime":199.11,"endTime":202.08,"body":"But you know, one on one sales,"},{"speaker":"Melissa Kwan","startTime":202.08,"endTime":204.96,"body":"lead founder led sales, large,"},{"speaker":"Melissa Kwan","startTime":202.08,"endTime":204.96,"body":"only selling to large"},{"speaker":"Melissa Kwan","startTime":204.96,"endTime":208.17,"body":"enterprises. And I came into"},{"speaker":"Melissa Kwan","startTime":204.96,"endTime":208.17,"body":"this thinking, I've done it"},{"speaker":"Melissa Kwan","startTime":208.17,"endTime":211.38,"body":"before, like, totally know what"},{"speaker":"Melissa Kwan","startTime":208.17,"endTime":211.38,"body":"I'm doing. And this one's gonna"},{"speaker":"Melissa Kwan","startTime":211.38,"endTime":215.55,"body":"be super easy. So then I came"},{"speaker":"Melissa Kwan","startTime":211.38,"endTime":215.55,"body":"into this company, and just to"},{"speaker":"Melissa Kwan","startTime":215.55,"endTime":218.31,"body":"give people context is the"},{"speaker":"Melissa Kwan","startTime":215.55,"endTime":218.31,"body":"starting point of our product,"},{"speaker":"Melissa Kwan","startTime":218.31,"endTime":222.63,"body":"the price starting point is 99"},{"speaker":"Melissa Kwan","startTime":218.31,"endTime":222.63,"body":"bucks. So I thought that I could"},{"speaker":"Melissa Kwan","startTime":222.63,"endTime":226.32,"body":"build this company exactly how I"},{"speaker":"Melissa Kwan","startTime":222.63,"endTime":226.32,"body":"built my previous companies."},{"speaker":"Melissa Kwan","startTime":226.92,"endTime":230.43,"body":"And, you know, while it started"},{"speaker":"Melissa Kwan","startTime":226.92,"endTime":230.43,"body":"that way, like on like one on"},{"speaker":"Melissa Kwan","startTime":230.43,"endTime":233.22,"body":"one outreach, and things like"},{"speaker":"Melissa Kwan","startTime":230.43,"endTime":233.22,"body":"that, like very quickly, I"},{"speaker":"Melissa Kwan","startTime":233.22,"endTime":236.13,"body":"probably within six to nine"},{"speaker":"Melissa Kwan","startTime":233.22,"endTime":236.13,"body":"months of starting this company,"},{"speaker":"Melissa Kwan","startTime":236.13,"endTime":239.1,"body":"I exhausted my immediate network"},{"speaker":"Melissa Kwan","startTime":236.13,"endTime":239.1,"body":"and maybe like one degree"},{"speaker":"Melissa Kwan","startTime":239.1,"endTime":242.73,"body":"removed. And then I'm like,"},{"speaker":"Melissa Kwan","startTime":239.1,"endTime":242.73,"body":"Okay, well, now what, and I had"},{"speaker":"Melissa Kwan","startTime":242.73,"endTime":247.26,"body":"to learn that at this price"},{"speaker":"Melissa Kwan","startTime":242.73,"endTime":247.26,"body":"point of a product, not only"},{"speaker":"Melissa Kwan","startTime":247.26,"endTime":250.74,"body":"does you know, sales lead not"},{"speaker":"Melissa Kwan","startTime":247.26,"endTime":250.74,"body":"make sense, from a financial"},{"speaker":"Melissa Kwan","startTime":250.74,"endTime":253.86,"body":"perspective, people don't get"},{"speaker":"Melissa Kwan","startTime":250.74,"endTime":253.86,"body":"back to you because that's just"},{"speaker":"Melissa Kwan","startTime":253.86,"endTime":259.26,"body":"not how they buy $100 product,"},{"speaker":"Melissa Kwan","startTime":253.86,"endTime":259.26,"body":"why would they talk to a sales"},{"speaker":"Melissa Kwan","startTime":259.26,"endTime":262.89,"body":"rep for $100 product and we just"},{"speaker":"Melissa Kwan","startTime":259.26,"endTime":262.89,"body":"go to your site. And all of that"},{"speaker":"Melissa Kwan","startTime":262.89,"endTime":267.06,"body":"was like a big revelation, very"},{"speaker":"Melissa Kwan","startTime":262.89,"endTime":267.06,"body":"hard truth that I had to learn"},{"speaker":"Melissa Kwan","startTime":267.78,"endTime":271.32,"body":"probably like a year into the"},{"speaker":"Melissa Kwan","startTime":267.78,"endTime":271.32,"body":"product being live like we've"},{"speaker":"Melissa Kwan","startTime":271.32,"endTime":274.02,"body":"only been live for two and a"},{"speaker":"Melissa Kwan","startTime":271.32,"endTime":274.02,"body":"half years. So that was when I"},{"speaker":"Melissa Kwan","startTime":274.02,"endTime":277.11,"body":"had to just do some research to"},{"speaker":"Melissa Kwan","startTime":274.02,"endTime":277.11,"body":"see like, what are other"},{"speaker":"Melissa Kwan","startTime":277.44,"endTime":280.56,"body":"companies that are you know, in"},{"speaker":"Melissa Kwan","startTime":277.44,"endTime":280.56,"body":"our space doing and around the"},{"speaker":"Melissa Kwan","startTime":280.56,"endTime":283.92,"body":"same price point and how can"},{"speaker":"Melissa Kwan","startTime":280.56,"endTime":283.92,"body":"like, what do I need to do now"},{"speaker":"Melissa Kwan","startTime":284.28,"endTime":287.04,"body":"to you know, to drive this"},{"speaker":"Melissa Kwan","startTime":284.28,"endTime":287.04,"body":"business and these are all"},{"speaker":"Melissa Kwan","startTime":287.04,"endTime":289.44,"body":"things that I've never done"},{"speaker":"Melissa Kwan","startTime":287.04,"endTime":289.44,"body":"before like, the whole like"},{"speaker":"Melissa Kwan","startTime":289.44,"endTime":292.05,"body":"posting on LinkedIn once a day"},{"speaker":"Melissa Kwan","startTime":289.44,"endTime":292.05,"body":"like that was new, like building"},{"speaker":"Melissa Kwan","startTime":292.05,"endTime":296.22,"body":"community building an audience,"},{"speaker":"Melissa Kwan","startTime":292.05,"endTime":296.22,"body":"SEO content, different kinds of"},{"speaker":"Melissa Kwan","startTime":296.22,"endTime":298.86,"body":"content, getting customer"},{"speaker":"Melissa Kwan","startTime":296.22,"endTime":298.86,"body":"testimonials, like building on"},{"speaker":"Melissa Kwan","startTime":298.86,"endTime":303.24,"body":"templates on our site, like all"},{"speaker":"Melissa Kwan","startTime":298.86,"endTime":303.24,"body":"I was new. So it just feels like"},{"speaker":"Melissa Kwan","startTime":303.27,"endTime":306.66,"body":"I'm always doing something but"},{"speaker":"Melissa Kwan","startTime":303.27,"endTime":306.66,"body":"not enough."},{"speaker":"Matt Wolach","startTime":306.69,"endTime":309.12,"body":"I totally"},{"speaker":"Matt Wolach","startTime":306.69,"endTime":309.12,"body":"understand. It's funny how the"},{"speaker":"Matt Wolach","startTime":309.12,"endTime":312.12,"body":"actions that we need to take are"},{"speaker":"Matt Wolach","startTime":309.12,"endTime":312.12,"body":"totally different because I've"},{"speaker":"Matt Wolach","startTime":312.12,"endTime":314.73,"body":"gone through that same process"},{"speaker":"Matt Wolach","startTime":312.12,"endTime":314.73,"body":"as well figuring out oh, what I"},{"speaker":"Matt Wolach","startTime":314.73,"endTime":318.27,"body":"did before, not working. And in"},{"speaker":"Matt Wolach","startTime":314.73,"endTime":318.27,"body":"fact, a lot of my clients come"},{"speaker":"Matt Wolach","startTime":318.27,"endTime":321.69,"body":"to me and say, Hey, Matt, how"},{"speaker":"Matt Wolach","startTime":318.27,"endTime":321.69,"body":"come this sales rep isn't doing"},{"speaker":"Matt Wolach","startTime":321.69,"endTime":323.67,"body":"well, for us, we hired them,"},{"speaker":"Matt Wolach","startTime":321.69,"endTime":323.67,"body":"because they had amazing"},{"speaker":"Matt Wolach","startTime":323.67,"endTime":327.0,"body":"experience at this and this, and"},{"speaker":"Matt Wolach","startTime":323.67,"endTime":327.0,"body":"I look at it, and it's a totally"},{"speaker":"Matt Wolach","startTime":327.0,"endTime":330.15,"body":"different type of sale, either"},{"speaker":"Matt Wolach","startTime":327.0,"endTime":330.15,"body":"the sales rep was doing big"},{"speaker":"Matt Wolach","startTime":330.15,"endTime":333.21,"body":"enterprise, and they're more of"},{"speaker":"Matt Wolach","startTime":330.15,"endTime":333.21,"body":"a small medium, or vice versa."},{"speaker":"Matt Wolach","startTime":333.21,"endTime":336.06,"body":"It's like you hire somebody who"},{"speaker":"Matt Wolach","startTime":333.21,"endTime":336.06,"body":"has a completely different skill"},{"speaker":"Matt Wolach","startTime":336.06,"endTime":339.0,"body":"set than what you actually need."},{"speaker":"Matt Wolach","startTime":336.06,"endTime":339.0,"body":"There's the same thing with us"},{"speaker":"Matt Wolach","startTime":339.0,"endTime":342.93,"body":"as the leaders, right? We, we've"},{"speaker":"Matt Wolach","startTime":339.0,"endTime":342.93,"body":"kind of grown into what we need."},{"speaker":"Matt Wolach","startTime":342.93,"endTime":345.9,"body":"And now we need something"},{"speaker":"Matt Wolach","startTime":342.93,"endTime":345.9,"body":"different with a new company and"},{"speaker":"Matt Wolach","startTime":345.9,"endTime":348.93,"body":"a new target new market. So I"},{"speaker":"Matt Wolach","startTime":345.9,"endTime":348.93,"body":"love that you went through that."},{"speaker":"Matt Wolach","startTime":348.93,"endTime":354.27,"body":"But I want to understand, why is"},{"speaker":"Matt Wolach","startTime":348.93,"endTime":354.27,"body":"a webinar a great part of a of a"},{"speaker":"Matt Wolach","startTime":354.27,"endTime":357.15,"body":"funnel for a software company?"},{"speaker":"Matt Wolach","startTime":354.27,"endTime":357.15,"body":"Why is that something that"},{"speaker":"Matt Wolach","startTime":357.15,"endTime":358.05,"body":"people should consider?"},{"speaker":"Melissa Kwan","startTime":358.29,"endTime":359.97,"body":"Because nobody"},{"speaker":"Melissa Kwan","startTime":358.29,"endTime":359.97,"body":"wants to talk to salespeople"},{"speaker":"Melissa Kwan","startTime":359.97,"endTime":360.42,"body":"anymore?"},{"speaker":"Matt Wolach","startTime":362.04,"endTime":363.69,"body":"I would think at"},{"speaker":"Matt Wolach","startTime":362.04,"endTime":363.69,"body":"certain price points."},{"speaker":"Melissa Kwan","startTime":363.99,"endTime":366.33,"body":"Like I mean, yeah,"},{"speaker":"Melissa Kwan","startTime":363.99,"endTime":366.33,"body":"it's definitely a price point"},{"speaker":"Melissa Kwan","startTime":366.33,"endTime":368.76,"body":"thing, right? I think, you know,"},{"speaker":"Melissa Kwan","startTime":366.33,"endTime":368.76,"body":"if you're selling bigger"},{"speaker":"Melissa Kwan","startTime":368.76,"endTime":371.22,"body":"contracts, like you want to"},{"speaker":"Melissa Kwan","startTime":368.76,"endTime":371.22,"body":"know, there's a person on the"},{"speaker":"Melissa Kwan","startTime":371.22,"endTime":373.77,"body":"other side, and you know, that"},{"speaker":"Melissa Kwan","startTime":371.22,"endTime":373.77,"body":"when you're buying something,"},{"speaker":"Melissa Kwan","startTime":373.77,"endTime":376.35,"body":"there's probably a bit of like"},{"speaker":"Melissa Kwan","startTime":373.77,"endTime":376.35,"body":"customer requirements, you know,"},{"speaker":"Melissa Kwan","startTime":376.35,"endTime":378.72,"body":"like whether it's an SSL or"},{"speaker":"Melissa Kwan","startTime":376.35,"endTime":378.72,"body":"connecting to your database,"},{"speaker":"Melissa Kwan","startTime":378.72,"endTime":380.85,"body":"like something that I want"},{"speaker":"Melissa Kwan","startTime":378.72,"endTime":380.85,"body":"someone there understanding"},{"speaker":"Melissa Kwan","startTime":380.85,"endTime":384.69,"body":"those requirements, but mostly"},{"speaker":"Melissa Kwan","startTime":380.85,"endTime":384.69,"body":"when people are doing, you know,"},{"speaker":"Melissa Kwan","startTime":384.69,"endTime":388.62,"body":"research on, you know, products"},{"speaker":"Melissa Kwan","startTime":384.69,"endTime":388.62,"body":"that are cheaper, like lower"},{"speaker":"Melissa Kwan","startTime":388.62,"endTime":391.56,"body":"price point, they don't want to"},{"speaker":"Melissa Kwan","startTime":388.62,"endTime":391.56,"body":"talk to a salesperson, I want to"},{"speaker":"Melissa Kwan","startTime":391.56,"endTime":395.88,"body":"do research on my own until I'm"},{"speaker":"Melissa Kwan","startTime":391.56,"endTime":395.88,"body":"ready to buy, then maybe I want"},{"speaker":"Melissa Kwan","startTime":395.88,"endTime":399.36,"body":"to know that there's someone on"},{"speaker":"Melissa Kwan","startTime":395.88,"endTime":399.36,"body":"the other side. So the best way"},{"speaker":"Melissa Kwan","startTime":399.42,"endTime":403.5,"body":"to give someone who's a buyer"},{"speaker":"Melissa Kwan","startTime":399.42,"endTime":403.5,"body":"who's researching the"},{"speaker":"Melissa Kwan","startTime":403.5,"endTime":407.04,"body":"information that they need to"},{"speaker":"Melissa Kwan","startTime":403.5,"endTime":407.04,"body":"make a decision is to get them"},{"speaker":"Melissa Kwan","startTime":407.13,"endTime":411.03,"body":"in a demo. But if I want to"},{"speaker":"Melissa Kwan","startTime":407.13,"endTime":411.03,"body":"request a demo, and your"},{"speaker":"Melissa Kwan","startTime":411.03,"endTime":413.76,"body":"product, lead sales company, and"},{"speaker":"Melissa Kwan","startTime":411.03,"endTime":413.76,"body":"I have to fill an account, I"},{"speaker":"Melissa Kwan","startTime":413.76,"endTime":416.28,"body":"have to fill in a form and then"},{"speaker":"Melissa Kwan","startTime":413.76,"endTime":416.28,"body":"I get a calendar link to book a"},{"speaker":"Melissa Kwan","startTime":416.28,"endTime":420.33,"body":"time. That's no longer product"},{"speaker":"Melissa Kwan","startTime":416.28,"endTime":420.33,"body":"lead, right? That's more sales"},{"speaker":"Melissa Kwan","startTime":420.33,"endTime":423.21,"body":"lead. But you're also you know,"},{"speaker":"Melissa Kwan","startTime":420.33,"endTime":423.21,"body":"taking a lot of your time doing"},{"speaker":"Melissa Kwan","startTime":423.21,"endTime":426.48,"body":"demos for people that aren't"},{"speaker":"Melissa Kwan","startTime":423.21,"endTime":426.48,"body":"going to buy as well. So like"},{"speaker":"Melissa Kwan","startTime":426.48,"endTime":429.09,"body":"when I say webinar, or when we"},{"speaker":"Melissa Kwan","startTime":426.48,"endTime":429.09,"body":"say webinar in this context,"},{"speaker":"Melissa Kwan","startTime":429.12,"endTime":432.15,"body":"it's also like doing one on one"},{"speaker":"Melissa Kwan","startTime":429.12,"endTime":432.15,"body":"demos, it doesn't have to be one"},{"speaker":"Melissa Kwan","startTime":432.15,"endTime":435.03,"body":"too many, sometimes it's one to"},{"speaker":"Melissa Kwan","startTime":432.15,"endTime":435.03,"body":"one. But it's, you know, a"},{"speaker":"Melissa Kwan","startTime":435.03,"endTime":439.17,"body":"digital presentation. So I"},{"speaker":"Melissa Kwan","startTime":435.03,"endTime":439.17,"body":"actually think a webinar, like a"},{"speaker":"Melissa Kwan","startTime":439.17,"endTime":444.81,"body":"self serve demo is the like the"},{"speaker":"Melissa Kwan","startTime":439.17,"endTime":444.81,"body":"number one asset that you can"},{"speaker":"Melissa Kwan","startTime":444.81,"endTime":449.28,"body":"leverage to get people kind of"},{"speaker":"Melissa Kwan","startTime":444.81,"endTime":449.28,"body":"top of funnel, and then move"},{"speaker":"Melissa Kwan","startTime":449.28,"endTime":451.62,"body":"them down that funnel, whether"},{"speaker":"Melissa Kwan","startTime":449.28,"endTime":451.62,"body":"it's, you know, sign up on your"},{"speaker":"Melissa Kwan","startTime":451.62,"endTime":454.98,"body":"own, if it's $100 product, or"},{"speaker":"Melissa Kwan","startTime":451.62,"endTime":454.98,"body":"book a call with my sales team."},{"speaker":"Matt Wolach","startTime":455.01,"endTime":456.81,"body":"I totally agree."},{"speaker":"Matt Wolach","startTime":455.01,"endTime":456.81,"body":"And I think that's something"},{"speaker":"Matt Wolach","startTime":456.81,"endTime":459.45,"body":"that a lot of people struggle"},{"speaker":"Matt Wolach","startTime":456.81,"endTime":459.45,"body":"with you they're a high price"},{"speaker":"Matt Wolach","startTime":459.45,"endTime":460.98,"body":"point. And they think that"},{"speaker":"Matt Wolach","startTime":459.45,"endTime":460.98,"body":"they're going to get people to"},{"speaker":"Matt Wolach","startTime":460.98,"endTime":463.8,"body":"sign up on a webinar and get get"},{"speaker":"Matt Wolach","startTime":460.98,"endTime":463.8,"body":"closed, or they're a low price"},{"speaker":"Matt Wolach","startTime":463.8,"endTime":466.2,"body":"point. And they're trying to get"},{"speaker":"Matt Wolach","startTime":463.8,"endTime":466.2,"body":"people to book a demo, I think"},{"speaker":"Matt Wolach","startTime":466.2,"endTime":469.8,"body":"it's good to understand what's"},{"speaker":"Matt Wolach","startTime":466.2,"endTime":469.8,"body":"right for you a webinar can work"},{"speaker":"Matt Wolach","startTime":469.8,"endTime":472.74,"body":"in both instances, it's just a"},{"speaker":"Matt Wolach","startTime":469.8,"endTime":472.74,"body":"matter of what's the call to"},{"speaker":"Matt Wolach","startTime":472.74,"endTime":476.16,"body":"action, what's the next step"},{"speaker":"Matt Wolach","startTime":472.74,"endTime":476.16,"body":"following. And figuring that out"},{"speaker":"Matt Wolach","startTime":476.16,"endTime":478.02,"body":"is very important. Because if"},{"speaker":"Matt Wolach","startTime":476.16,"endTime":478.02,"body":"you do it wrong, you could"},{"speaker":"Matt Wolach","startTime":478.23,"endTime":479.94,"body":"overplay your hand. And it's not"},{"speaker":"Matt Wolach","startTime":478.23,"endTime":479.94,"body":"gonna go well."},{"speaker":"Melissa Kwan","startTime":481.11,"endTime":482.73,"body":"But But I want to"},{"speaker":"Melissa Kwan","startTime":481.11,"endTime":482.73,"body":"touch on that a little bit,"},{"speaker":"Melissa Kwan","startTime":482.73,"endTime":486.99,"body":"right, because I think that"},{"speaker":"Melissa Kwan","startTime":482.73,"endTime":486.99,"body":"salespeople and being a"},{"speaker":"Melissa Kwan","startTime":486.99,"endTime":490.32,"body":"salesperson, I feel like I can"},{"speaker":"Melissa Kwan","startTime":486.99,"endTime":490.32,"body":"say this, is they're so"},{"speaker":"Melissa Kwan","startTime":490.32,"endTime":494.97,"body":"territorial, right? They, they,"},{"speaker":"Melissa Kwan","startTime":490.32,"endTime":494.97,"body":"they, they always think, well,"},{"speaker":"Melissa Kwan","startTime":494.97,"endTime":498.57,"body":"if I don't talk to this, my"},{"speaker":"Melissa Kwan","startTime":494.97,"endTime":498.57,"body":"prospect, they're not going to"},{"speaker":"Melissa Kwan","startTime":498.57,"endTime":502.23,"body":"get it. And I must own this"},{"speaker":"Melissa Kwan","startTime":498.57,"endTime":502.23,"body":"prospect. I can't, I can't give"},{"speaker":"Melissa Kwan","startTime":502.23,"endTime":504.48,"body":"them all this information, I"},{"speaker":"Melissa Kwan","startTime":502.23,"endTime":504.48,"body":"have to gate this information,"},{"speaker":"Melissa Kwan","startTime":504.6,"endTime":507.84,"body":"they can only come to me and"},{"speaker":"Melissa Kwan","startTime":504.6,"endTime":507.84,"body":"then I'll give it to them. But"},{"speaker":"Melissa Kwan","startTime":507.84,"endTime":510.6,"body":"that's not a great buying"},{"speaker":"Melissa Kwan","startTime":507.84,"endTime":510.6,"body":"experience for the consumer that"},{"speaker":"Melissa Kwan","startTime":510.6,"endTime":515.79,"body":"we are today. So even if you're"},{"speaker":"Melissa Kwan","startTime":510.6,"endTime":515.79,"body":"selling higher price point, you"},{"speaker":"Melissa Kwan","startTime":515.79,"endTime":519.69,"body":"can have a digital presentation,"},{"speaker":"Melissa Kwan","startTime":515.79,"endTime":519.69,"body":"a webinar that people can go"},{"speaker":"Melissa Kwan","startTime":519.69,"endTime":522.75,"body":"into on their own, you don't"},{"speaker":"Melissa Kwan","startTime":519.69,"endTime":522.75,"body":"have to share your product at"},{"speaker":"Melissa Kwan","startTime":522.75,"endTime":526.35,"body":"all. Your demo can simply be"},{"speaker":"Melissa Kwan","startTime":522.75,"endTime":526.35,"body":"this is what my company does."},{"speaker":"Melissa Kwan","startTime":526.35,"endTime":529.14,"body":"Here's how we're different. This"},{"speaker":"Melissa Kwan","startTime":526.35,"endTime":529.14,"body":"is how we serve our customers."},{"speaker":"Melissa Kwan","startTime":529.14,"endTime":531.45,"body":"Here's a couple testimonials,"},{"speaker":"Melissa Kwan","startTime":529.14,"endTime":531.45,"body":"this is a couple, these are a"},{"speaker":"Melissa Kwan","startTime":531.45,"endTime":533.73,"body":"couple of screenshots of what"},{"speaker":"Melissa Kwan","startTime":531.45,"endTime":533.73,"body":"our product does here, the"},{"speaker":"Melissa Kwan","startTime":533.73,"endTime":537.72,"body":"differentiating factors. If this"},{"speaker":"Melissa Kwan","startTime":533.73,"endTime":537.72,"body":"is interesting for you, book a"},{"speaker":"Melissa Kwan","startTime":537.72,"endTime":541.95,"body":"call on my calendar, you don't"},{"speaker":"Melissa Kwan","startTime":537.72,"endTime":541.95,"body":"have to like people think a demo"},{"speaker":"Melissa Kwan","startTime":541.95,"endTime":546.66,"body":"has to be a product demo. But it"},{"speaker":"Melissa Kwan","startTime":541.95,"endTime":546.66,"body":"doesn't have to be that it's an"},{"speaker":"Melissa Kwan","startTime":546.66,"endTime":549.42,"body":"introduction of why you're"},{"speaker":"Melissa Kwan","startTime":546.66,"endTime":549.42,"body":"different and how you're going"},{"speaker":"Melissa Kwan","startTime":549.42,"endTime":552.42,"body":"to serve them. So I think if"},{"speaker":"Melissa Kwan","startTime":549.42,"endTime":552.42,"body":"even if you're selling"},{"speaker":"Melissa Kwan","startTime":552.42,"endTime":556.35,"body":"enterprise, there is a way to"},{"speaker":"Melissa Kwan","startTime":552.42,"endTime":556.35,"body":"deliver that first demo the"},{"speaker":"Melissa Kwan","startTime":556.35,"endTime":560.22,"body":"first presentation in a way that"},{"speaker":"Melissa Kwan","startTime":556.35,"endTime":560.22,"body":"piques the customer's interests,"},{"speaker":"Melissa Kwan","startTime":560.4,"endTime":563.1,"body":"so that they will book a call"},{"speaker":"Melissa Kwan","startTime":560.4,"endTime":563.1,"body":"with you and not your"},{"speaker":"Melissa Kwan","startTime":563.1,"endTime":566.28,"body":"competitor. And so I would"},{"speaker":"Melissa Kwan","startTime":563.1,"endTime":566.28,"body":"encourage people listening to"},{"speaker":"Melissa Kwan","startTime":566.28,"endTime":570.36,"body":"this to think about how webinars"},{"speaker":"Melissa Kwan","startTime":566.28,"endTime":570.36,"body":"can and you know, how these"},{"speaker":"Melissa Kwan","startTime":570.36,"endTime":574.11,"body":"kinds of self serve demos can"},{"speaker":"Melissa Kwan","startTime":570.36,"endTime":574.11,"body":"help their role in in a much"},{"speaker":"Melissa Kwan","startTime":574.11,"endTime":577.38,"body":"bigger way. Like how can this"},{"speaker":"Melissa Kwan","startTime":574.11,"endTime":577.38,"body":"asset help me cast a much wider"},{"speaker":"Melissa Kwan","startTime":577.38,"endTime":582.36,"body":"net, so that my salespeople can"},{"speaker":"Melissa Kwan","startTime":577.38,"endTime":582.36,"body":"be way more efficient and"},{"speaker":"Melissa Kwan","startTime":582.36,"endTime":584.67,"body":"effective with their time so"},{"speaker":"Melissa Kwan","startTime":582.36,"endTime":584.67,"body":"that the leads that are coming"},{"speaker":"Melissa Kwan","startTime":584.67,"endTime":587.61,"body":"in are actually educated? So"},{"speaker":"Melissa Kwan","startTime":584.67,"endTime":587.61,"body":"that when they come in, they're"},{"speaker":"Melissa Kwan","startTime":587.61,"endTime":591.0,"body":"asking clarifying questions."},{"speaker":"Melissa Kwan","startTime":587.61,"endTime":591.0,"body":"You're not doing that whole same"},{"speaker":"Melissa Kwan","startTime":591.0,"endTime":593.61,"body":"pitch, you know that that's a"},{"speaker":"Melissa Kwan","startTime":591.0,"endTime":593.61,"body":"whole same pitch for the first"},{"speaker":"Melissa Kwan","startTime":593.61,"endTime":596.82,"body":"20 minutes and wasting that time"},{"speaker":"Melissa Kwan","startTime":593.61,"endTime":596.82,"body":"that you have that you could be"},{"speaker":"Melissa Kwan","startTime":596.82,"endTime":597.12,"body":"doing it."},{"speaker":"Matt Wolach","startTime":597.12,"endTime":599.22,"body":"Yeah, I love it."},{"speaker":"Matt Wolach","startTime":597.12,"endTime":599.22,"body":"There's a lot of great stuff we"},{"speaker":"Matt Wolach","startTime":599.22,"endTime":601.65,"body":"can unpack there. and things"},{"speaker":"Matt Wolach","startTime":599.22,"endTime":601.65,"body":"that I'm really you're preaching"},{"speaker":"Matt Wolach","startTime":601.65,"endTime":604.41,"body":"to the choir here, Melissa,"},{"speaker":"Matt Wolach","startTime":601.65,"endTime":604.41,"body":"first of all, with sales reps"},{"speaker":"Matt Wolach","startTime":604.41,"endTime":607.59,"body":"being territorial, yes, they"},{"speaker":"Matt Wolach","startTime":604.41,"endTime":607.59,"body":"are. And sometimes as leaders,"},{"speaker":"Matt Wolach","startTime":607.92,"endTime":610.62,"body":"we kind of feel beholden to"},{"speaker":"Matt Wolach","startTime":607.92,"endTime":610.62,"body":"them, we have to kind of cater"},{"speaker":"Matt Wolach","startTime":610.62,"endTime":612.63,"body":"to what the rep wants. But"},{"speaker":"Matt Wolach","startTime":610.62,"endTime":612.63,"body":"instead, we need to think about"},{"speaker":"Matt Wolach","startTime":612.63,"endTime":615.03,"body":"what's best for the market,"},{"speaker":"Matt Wolach","startTime":612.63,"endTime":615.03,"body":"what's best for the target"},{"speaker":"Matt Wolach","startTime":615.03,"endTime":618.15,"body":"prospect? And how are they going"},{"speaker":"Matt Wolach","startTime":615.03,"endTime":618.15,"body":"to get, like you said, educated"},{"speaker":"Matt Wolach","startTime":618.15,"endTime":621.0,"body":"enough so that they feel like"},{"speaker":"Matt Wolach","startTime":618.15,"endTime":621.0,"body":"this is the answer. This is the"},{"speaker":"Matt Wolach","startTime":621.0,"endTime":627.39,"body":"tool for them and not something"},{"speaker":"Matt Wolach","startTime":621.0,"endTime":627.39,"body":"else. I actually today, the"},{"speaker":"Matt Wolach","startTime":627.42,"endTime":629.88,"body":"YouTube video that we're"},{"speaker":"Matt Wolach","startTime":627.42,"endTime":629.88,"body":"releasing on our YouTube"},{"speaker":"Matt Wolach","startTime":629.88,"endTime":633.66,"body":"channel, is talking about how"},{"speaker":"Matt Wolach","startTime":629.88,"endTime":633.66,"body":"the demo is much more than the"},{"speaker":"Matt Wolach","startTime":633.66,"endTime":636.81,"body":"demo. And you kind of set it"},{"speaker":"Matt Wolach","startTime":633.66,"endTime":636.81,"body":"there. A lot of people think,"},{"speaker":"Matt Wolach","startTime":636.84,"endTime":639.33,"body":"Oh, I just need to like show our"},{"speaker":"Matt Wolach","startTime":636.84,"endTime":639.33,"body":"product, right? Well, no,"},{"speaker":"Matt Wolach","startTime":639.33,"endTime":641.58,"body":"there's so many other things"},{"speaker":"Matt Wolach","startTime":639.33,"endTime":641.58,"body":"that you need to do in that"},{"speaker":"Matt Wolach","startTime":641.58,"endTime":644.97,"body":"conversation, including"},{"speaker":"Matt Wolach","startTime":641.58,"endTime":644.97,"body":"discovery, connecting with your"},{"speaker":"Matt Wolach","startTime":644.97,"endTime":647.73,"body":"buyer, educating them, making"},{"speaker":"Matt Wolach","startTime":644.97,"endTime":647.73,"body":"sure that they understand you"},{"speaker":"Matt Wolach","startTime":647.73,"endTime":651.09,"body":"know what you're talking about"},{"speaker":"Matt Wolach","startTime":647.73,"endTime":651.09,"body":"getting them to follow you and"},{"speaker":"Matt Wolach","startTime":651.09,"endTime":654.45,"body":"you take charge, so many other"},{"speaker":"Matt Wolach","startTime":651.09,"endTime":654.45,"body":"things that are actually more"},{"speaker":"Matt Wolach","startTime":654.45,"endTime":658.11,"body":"impactful than just showing your"},{"speaker":"Matt Wolach","startTime":654.45,"endTime":658.11,"body":"product that can deliver much"},{"speaker":"Matt Wolach","startTime":658.11,"endTime":660.63,"body":"better results. And in fact, I"},{"speaker":"Matt Wolach","startTime":658.11,"endTime":660.63,"body":"have clients and I'm thinking of"},{"speaker":"Matt Wolach","startTime":660.63,"endTime":663.72,"body":"one of them in particular, Greg,"},{"speaker":"Matt Wolach","startTime":660.63,"endTime":663.72,"body":"he says his clients are 90%"},{"speaker":"Matt Wolach","startTime":664.02,"endTime":666.99,"body":"closed before they ever see the"},{"speaker":"Matt Wolach","startTime":664.02,"endTime":666.99,"body":"product, because he discovers"},{"speaker":"Matt Wolach","startTime":666.99,"endTime":669.6,"body":"them so well. He understands"},{"speaker":"Matt Wolach","startTime":666.99,"endTime":669.6,"body":"what they're going through, they"},{"speaker":"Matt Wolach","startTime":669.6,"endTime":672.9,"body":"understand he gets them, he"},{"speaker":"Matt Wolach","startTime":669.6,"endTime":672.9,"body":"shares a few stories about how"},{"speaker":"Matt Wolach","startTime":673.02,"endTime":676.5,"body":"other people have solved the"},{"speaker":"Matt Wolach","startTime":673.02,"endTime":676.5,"body":"same problems that they are"},{"speaker":"Matt Wolach","startTime":676.5,"endTime":679.32,"body":"solving using the product. And"},{"speaker":"Matt Wolach","startTime":676.5,"endTime":679.32,"body":"people just basically need to"},{"speaker":"Matt Wolach","startTime":679.32,"endTime":681.42,"body":"know that there is something"},{"speaker":"Matt Wolach","startTime":679.32,"endTime":681.42,"body":"there that works, and then"},{"speaker":"Matt Wolach","startTime":681.42,"endTime":684.39,"body":"they're good to go. So I totally"},{"speaker":"Matt Wolach","startTime":681.42,"endTime":684.39,"body":"agree with you. I think it's"},{"speaker":"Matt Wolach","startTime":684.39,"endTime":687.84,"body":"really powerful when you"},{"speaker":"Matt Wolach","startTime":684.39,"endTime":687.84,"body":"understand that, that demo"},{"speaker":"Matt Wolach","startTime":687.84,"endTime":691.59,"body":"piece, the showing of it maybe"},{"speaker":"Matt Wolach","startTime":687.84,"endTime":691.59,"body":"isn't as big as as what you"},{"speaker":"Matt Wolach","startTime":691.59,"endTime":694.74,"body":"actually thought. And there's"},{"speaker":"Matt Wolach","startTime":691.59,"endTime":694.74,"body":"other ways to be able to get"},{"speaker":"Matt Wolach","startTime":694.74,"endTime":698.55,"body":"people excited and connected"},{"speaker":"Matt Wolach","startTime":694.74,"endTime":698.55,"body":"with your brand and wanting what"},{"speaker":"Matt Wolach","startTime":698.55,"endTime":699.6,"body":"you have. Right. Yeah,"},{"speaker":"Melissa Kwan","startTime":699.63,"endTime":702.99,"body":"I mean, I would"},{"speaker":"Melissa Kwan","startTime":699.63,"endTime":702.99,"body":"also say that, like, as we're"},{"speaker":"Melissa Kwan","startTime":702.99,"endTime":705.36,"body":"talking on the topic of more"},{"speaker":"Melissa Kwan","startTime":702.99,"endTime":705.36,"body":"enterprise sales and larger,"},{"speaker":"Melissa Kwan","startTime":705.39,"endTime":709.17,"body":"larger ticket items, when you're"},{"speaker":"Melissa Kwan","startTime":705.39,"endTime":709.17,"body":"putting out that first, like top"},{"speaker":"Melissa Kwan","startTime":709.17,"endTime":713.4,"body":"a funnel piece of content like"},{"speaker":"Melissa Kwan","startTime":709.17,"endTime":713.4,"body":"that demo, you're also giving"},{"speaker":"Melissa Kwan","startTime":713.46,"endTime":717.54,"body":"the prospect an opportunity to"},{"speaker":"Melissa Kwan","startTime":713.46,"endTime":717.54,"body":"disqualify themselves. And"},{"speaker":"Melissa Kwan","startTime":717.54,"endTime":720.09,"body":"that's why I say salespeople can"},{"speaker":"Melissa Kwan","startTime":717.54,"endTime":720.09,"body":"get much better leads, if you're"},{"speaker":"Melissa Kwan","startTime":720.09,"endTime":723.15,"body":"just willing to like,"},{"speaker":"Melissa Kwan","startTime":720.09,"endTime":723.15,"body":"democratize some information and"},{"speaker":"Melissa Kwan","startTime":723.15,"endTime":725.13,"body":"not feel like well, my"},{"speaker":"Melissa Kwan","startTime":723.15,"endTime":725.13,"body":"salespeople have to talk to"},{"speaker":"Melissa Kwan","startTime":725.13,"endTime":728.82,"body":"every single lead. Not every"},{"speaker":"Melissa Kwan","startTime":725.13,"endTime":728.82,"body":"single lead deserves the same"},{"speaker":"Melissa Kwan","startTime":728.88,"endTime":733.11,"body":"attention. Right, it is so"},{"speaker":"Melissa Kwan","startTime":728.88,"endTime":733.11,"body":"disheartening for a salesperson"},{"speaker":"Melissa Kwan","startTime":733.11,"endTime":735.39,"body":"to hop on a call within the"},{"speaker":"Melissa Kwan","startTime":733.11,"endTime":735.39,"body":"first few minutes realizing"},{"speaker":"Melissa Kwan","startTime":735.42,"endTime":738.72,"body":"that's not a great customer. But"},{"speaker":"Melissa Kwan","startTime":735.42,"endTime":738.72,"body":"I still have to go through the"},{"speaker":"Melissa Kwan","startTime":738.72,"endTime":741.45,"body":"next 20 minutes. Because they're"},{"speaker":"Melissa Kwan","startTime":738.72,"endTime":741.45,"body":"on the phone. I can't just hang"},{"speaker":"Melissa Kwan","startTime":741.45,"endTime":744.99,"body":"up. I think we've all been"},{"speaker":"Melissa Kwan","startTime":741.45,"endTime":744.99,"body":"there. So that's where I think"},{"speaker":"Melissa Kwan","startTime":744.99,"endTime":749.13,"body":"an asset like an automated demo"},{"speaker":"Melissa Kwan","startTime":744.99,"endTime":749.13,"body":"automated webinar can help you"},{"speaker":"Melissa Kwan","startTime":749.43,"endTime":752.88,"body":"actually not only cast a such a"},{"speaker":"Melissa Kwan","startTime":749.43,"endTime":752.88,"body":"wider net, but help You"},{"speaker":"Melissa Kwan","startTime":752.88,"endTime":755.43,"body":"disqualify people that actually"},{"speaker":"Melissa Kwan","startTime":752.88,"endTime":755.43,"body":"don't need a conversation. I"},{"speaker":"Matt Wolach","startTime":755.43,"endTime":757.65,"body":"totally agree. I"},{"speaker":"Matt Wolach","startTime":755.43,"endTime":757.65,"body":"want to ask you, what do you"},{"speaker":"Matt Wolach","startTime":757.65,"endTime":759.9,"body":"think? And I want to make sure"},{"speaker":"Matt Wolach","startTime":757.65,"endTime":759.9,"body":"everybody understands, what is"},{"speaker":"Matt Wolach","startTime":759.9,"endTime":763.17,"body":"the difference between a live"},{"speaker":"Matt Wolach","startTime":759.9,"endTime":763.17,"body":"webinar and a pre recorded"},{"speaker":"Matt Wolach","startTime":763.17,"endTime":765.36,"body":"webinar? And should we use both?"},{"speaker":"Matt Wolach","startTime":763.17,"endTime":765.36,"body":"Should we only use one? How's"},{"speaker":"Matt Wolach","startTime":765.36,"endTime":765.81,"body":"that work?"},{"speaker":"Melissa Kwan","startTime":766.32,"endTime":768.24,"body":"Yeah, so a live"},{"speaker":"Melissa Kwan","startTime":766.32,"endTime":768.24,"body":"webinar, everybody, you know,"},{"speaker":"Melissa Kwan","startTime":768.24,"endTime":771.63,"body":"uses them in, I think, in some"},{"speaker":"Melissa Kwan","startTime":768.24,"endTime":771.63,"body":"aspects in their business. So it"},{"speaker":"Melissa Kwan","startTime":771.63,"endTime":775.56,"body":"could be, you know, a one to"},{"speaker":"Melissa Kwan","startTime":771.63,"endTime":775.56,"body":"many webinar where you're doing,"},{"speaker":"Melissa Kwan","startTime":775.59,"endTime":777.51,"body":"you know, a training and"},{"speaker":"Melissa Kwan","startTime":775.59,"endTime":777.51,"body":"onboarding, for example, like"},{"speaker":"Melissa Kwan","startTime":777.51,"endTime":780.63,"body":"somebody signs up to your, to"},{"speaker":"Melissa Kwan","startTime":777.51,"endTime":780.63,"body":"your products. There's a demo"},{"speaker":"Melissa Kwan","startTime":780.63,"endTime":784.02,"body":"next Thursday at 11. Some people"},{"speaker":"Melissa Kwan","startTime":780.63,"endTime":784.02,"body":"join, some people don't show up."},{"speaker":"Melissa Kwan","startTime":784.44,"endTime":787.26,"body":"That's one form of a webinar."},{"speaker":"Melissa Kwan","startTime":784.44,"endTime":787.26,"body":"But another could just be one on"},{"speaker":"Melissa Kwan","startTime":787.26,"endTime":790.62,"body":"one, like, like, we're talking"},{"speaker":"Melissa Kwan","startTime":787.26,"endTime":790.62,"body":"about one on one demos where I"},{"speaker":"Melissa Kwan","startTime":790.62,"endTime":792.63,"body":"want a demo of your product,"},{"speaker":"Melissa Kwan","startTime":790.62,"endTime":792.63,"body":"let's book a call, let's help"},{"speaker":"Melissa Kwan","startTime":792.63,"endTime":795.93,"body":"I'm not but there's a live video"},{"speaker":"Melissa Kwan","startTime":792.63,"endTime":795.93,"body":"live audio component where you"},{"speaker":"Melissa Kwan","startTime":795.93,"endTime":799.26,"body":"know, you're talking to someone"},{"speaker":"Melissa Kwan","startTime":795.93,"endTime":799.26,"body":"on the other side. webinar"},{"speaker":"Melissa Kwan","startTime":799.26,"endTime":803.4,"body":"automation is where we turn a"},{"speaker":"Melissa Kwan","startTime":799.26,"endTime":803.4,"body":"video, like your your best"},{"speaker":"Melissa Kwan","startTime":803.4,"endTime":808.38,"body":"recorded pitch, and deliver it"},{"speaker":"Melissa Kwan","startTime":803.4,"endTime":808.38,"body":"like a webinar. So people still"},{"speaker":"Melissa Kwan","startTime":808.38,"endTime":811.47,"body":"schedule time, they still get"},{"speaker":"Melissa Kwan","startTime":808.38,"endTime":811.47,"body":"reminders and follow ups. But"},{"speaker":"Melissa Kwan","startTime":811.47,"endTime":814.11,"body":"when they're watching the"},{"speaker":"Melissa Kwan","startTime":811.47,"endTime":814.11,"body":"webinar at that given time, the"},{"speaker":"Melissa Kwan","startTime":814.11,"endTime":819.45,"body":"video is not a live stream, it"},{"speaker":"Melissa Kwan","startTime":814.11,"endTime":819.45,"body":"is actually a video. But for a"},{"speaker":"Melissa Kwan","startTime":819.45,"endTime":822.12,"body":"software like ours, you've also"},{"speaker":"Melissa Kwan","startTime":819.45,"endTime":822.12,"body":"have you still have a chat"},{"speaker":"Melissa Kwan","startTime":822.12,"endTime":825.45,"body":"component where people can ask"},{"speaker":"Melissa Kwan","startTime":822.12,"endTime":825.45,"body":"questions you can I can hop into"},{"speaker":"Melissa Kwan","startTime":825.45,"endTime":829.32,"body":"respond live if I'm there, but I"},{"speaker":"Melissa Kwan","startTime":825.45,"endTime":829.32,"body":"if I'm not there, and I respond"},{"speaker":"Melissa Kwan","startTime":829.32,"endTime":832.26,"body":"later, they actually get an"},{"speaker":"Melissa Kwan","startTime":829.32,"endTime":832.26,"body":"email response, very similar to"},{"speaker":"Melissa Kwan","startTime":832.26,"endTime":836.67,"body":"like any kind of pop up chat bot"},{"speaker":"Melissa Kwan","startTime":832.26,"endTime":836.67,"body":"on any website. But we for us,"},{"speaker":"Melissa Kwan","startTime":836.67,"endTime":839.37,"body":"we actually take that one step"},{"speaker":"Melissa Kwan","startTime":836.67,"endTime":839.37,"body":"further, where you can program"},{"speaker":"Melissa Kwan","startTime":839.37,"endTime":842.43,"body":"in things like, you know, polls,"},{"speaker":"Melissa Kwan","startTime":839.37,"endTime":842.43,"body":"questions, contact forms,"},{"speaker":"Melissa Kwan","startTime":842.43,"endTime":845.61,"body":"calendar links, within the"},{"speaker":"Melissa Kwan","startTime":842.43,"endTime":845.61,"body":"experience itself to make it"},{"speaker":"Melissa Kwan","startTime":845.61,"endTime":848.01,"body":"more engaging and more"},{"speaker":"Melissa Kwan","startTime":845.61,"endTime":848.01,"body":"interactive. And you can use it"},{"speaker":"Melissa Kwan","startTime":848.01,"endTime":852.36,"body":"to deliver more information, but"},{"speaker":"Melissa Kwan","startTime":848.01,"endTime":852.36,"body":"also get more information. So"},{"speaker":"Melissa Kwan","startTime":852.36,"endTime":855.45,"body":"you're actually able to do that"},{"speaker":"Melissa Kwan","startTime":852.36,"endTime":855.45,"body":"discovery, through those"},{"speaker":"Melissa Kwan","startTime":855.45,"endTime":858.84,"body":"interactions that you program"},{"speaker":"Melissa Kwan","startTime":855.45,"endTime":858.84,"body":"without needing to ask questions"},{"speaker":"Melissa Kwan","startTime":858.84,"endTime":861.63,"body":"live and actually being there."},{"speaker":"Melissa Kwan","startTime":858.84,"endTime":861.63,"body":"So those are the two"},{"speaker":"Melissa Kwan","startTime":861.63,"endTime":864.6,"body":"differentiating factors. And the"},{"speaker":"Melissa Kwan","startTime":861.63,"endTime":864.6,"body":"live of course, only happens"},{"speaker":"Melissa Kwan","startTime":864.6,"endTime":868.05,"body":"once in a while. It's dependent"},{"speaker":"Melissa Kwan","startTime":864.6,"endTime":868.05,"body":"on your schedule, or as an"},{"speaker":"Melissa Kwan","startTime":868.05,"endTime":872.82,"body":"automated webinar can literally"},{"speaker":"Melissa Kwan","startTime":868.05,"endTime":872.82,"body":"happen. 24/7 and, you know, sell"},{"speaker":"Melissa Kwan","startTime":872.82,"endTime":873.9,"body":"your product in your sleep."},{"speaker":"Matt Wolach","startTime":873.93,"endTime":875.94,"body":"Yeah, I love that."},{"speaker":"Matt Wolach","startTime":873.93,"endTime":875.94,"body":"It's so appealing, especially"},{"speaker":"Matt Wolach","startTime":875.94,"endTime":878.91,"body":"for people who are running small"},{"speaker":"Matt Wolach","startTime":875.94,"endTime":878.91,"body":"teams and trying to do a bunch"},{"speaker":"Matt Wolach","startTime":878.91,"endTime":881.49,"body":"of different things at once. But"},{"speaker":"Matt Wolach","startTime":878.91,"endTime":881.49,"body":"what do you say to people who"},{"speaker":"Matt Wolach","startTime":881.52,"endTime":885.42,"body":"might feel weird about making a"},{"speaker":"Matt Wolach","startTime":881.52,"endTime":885.42,"body":"pre recorded webinar look real?"},{"speaker":"Matt Wolach","startTime":885.42,"endTime":888.63,"body":"And I think it's amazing the"},{"speaker":"Matt Wolach","startTime":885.42,"endTime":888.63,"body":"technology, people jump in and"},{"speaker":"Matt Wolach","startTime":888.63,"endTime":891.78,"body":"it feels like they're in a live"},{"speaker":"Matt Wolach","startTime":888.63,"endTime":891.78,"body":"webinar. There's chat happening,"},{"speaker":"Matt Wolach","startTime":891.78,"endTime":895.05,"body":"they can chat. What about and by"},{"speaker":"Matt Wolach","startTime":891.78,"endTime":895.05,"body":"the way, I have one of those so"},{"speaker":"Matt Wolach","startTime":895.23,"endTime":898.38,"body":"I'm totally okay with it. But"},{"speaker":"Matt Wolach","startTime":895.23,"endTime":898.38,"body":"why do some people feel weird"},{"speaker":"Matt Wolach","startTime":898.38,"endTime":899.97,"body":"about it, and what should we say"},{"speaker":"Matt Wolach","startTime":898.38,"endTime":899.97,"body":"to"},{"speaker":"Melissa Kwan","startTime":899.97,"endTime":904.38,"body":"them. So I think"},{"speaker":"Melissa Kwan","startTime":899.97,"endTime":904.38,"body":"there anyone that knows or have"},{"speaker":"Melissa Kwan","startTime":904.38,"endTime":907.62,"body":"seen Automated Webinars"},{"speaker":"Melissa Kwan","startTime":904.38,"endTime":907.62,"body":"solutions before us or maybe"},{"speaker":"Melissa Kwan","startTime":907.62,"endTime":911.52,"body":"have hopped into one, they may"},{"speaker":"Melissa Kwan","startTime":907.62,"endTime":911.52,"body":"have experienced what I"},{"speaker":"Melissa Kwan","startTime":911.52,"endTime":915.51,"body":"experienced in the past, which"},{"speaker":"Melissa Kwan","startTime":911.52,"endTime":915.51,"body":"is people pretending they're"},{"speaker":"Melissa Kwan","startTime":915.51,"endTime":919.35,"body":"alive when they're not. I think"},{"speaker":"Melissa Kwan","startTime":915.51,"endTime":919.35,"body":"that's where the problem is. And"},{"speaker":"Melissa Kwan","startTime":919.35,"endTime":921.09,"body":"that's why people feel weird"},{"speaker":"Melissa Kwan","startTime":919.35,"endTime":921.09,"body":"about it. It's like, well, I"},{"speaker":"Melissa Kwan","startTime":921.09,"endTime":924.06,"body":"might tricking someone, like,"},{"speaker":"Melissa Kwan","startTime":921.09,"endTime":924.06,"body":"just because the video is"},{"speaker":"Melissa Kwan","startTime":924.06,"endTime":926.88,"body":"recorded doesn't mean you have"},{"speaker":"Melissa Kwan","startTime":924.06,"endTime":926.88,"body":"to trick someone to think it's"},{"speaker":"Melissa Kwan","startTime":926.88,"endTime":930.69,"body":"live. Like, we encourage our"},{"speaker":"Melissa Kwan","startTime":926.88,"endTime":930.69,"body":"customers to tell people this is"},{"speaker":"Melissa Kwan","startTime":930.69,"endTime":934.14,"body":"recorded, but I'm imagining the"},{"speaker":"Melissa Kwan","startTime":930.69,"endTime":934.14,"body":"chat, like people know that at"},{"speaker":"Melissa Kwan","startTime":934.17,"endTime":937.47,"body":"3am, your timezone that there's"},{"speaker":"Melissa Kwan","startTime":934.17,"endTime":937.47,"body":"not like 300 people joining and"},{"speaker":"Melissa Kwan","startTime":937.47,"endTime":940.5,"body":"you're not on the other side."},{"speaker":"Melissa Kwan","startTime":937.47,"endTime":940.5,"body":"Right. So we actually, at least"},{"speaker":"Melissa Kwan","startTime":940.5,"endTime":943.02,"body":"in our software, I can't speak"},{"speaker":"Melissa Kwan","startTime":940.5,"endTime":943.02,"body":"for other people. But we"},{"speaker":"Melissa Kwan","startTime":943.02,"endTime":948.72,"body":"actively don't build features"},{"speaker":"Melissa Kwan","startTime":943.02,"endTime":948.72,"body":"that make like that, that create"},{"speaker":"Melissa Kwan","startTime":948.72,"endTime":953.88,"body":"false scarcity. And also like,"},{"speaker":"Melissa Kwan","startTime":948.72,"endTime":953.88,"body":"you know, fake counters, and"},{"speaker":"Melissa Kwan","startTime":953.88,"endTime":956.46,"body":"like fake chats and stuff like"},{"speaker":"Melissa Kwan","startTime":953.88,"endTime":956.46,"body":"that. So we actually want to"},{"speaker":"Melissa Kwan","startTime":956.46,"endTime":960.18,"body":"deliver an experience that is"},{"speaker":"Melissa Kwan","startTime":956.46,"endTime":960.18,"body":"beautiful, that's professional,"},{"speaker":"Melissa Kwan","startTime":960.18,"endTime":962.79,"body":"but also has integrity. So"},{"speaker":"Melissa Kwan","startTime":960.18,"endTime":962.79,"body":"that's what I would say to those"},{"speaker":"Melissa Kwan","startTime":962.79,"endTime":966.54,"body":"people is like, if you have a"},{"speaker":"Melissa Kwan","startTime":962.79,"endTime":966.54,"body":"preconceived notion of what an"},{"speaker":"Melissa Kwan","startTime":966.54,"endTime":969.48,"body":"automated webinar is, it might"},{"speaker":"Melissa Kwan","startTime":966.54,"endTime":969.48,"body":"be because you were in one of"},{"speaker":"Melissa Kwan","startTime":969.48,"endTime":971.64,"body":"those before where you are"},{"speaker":"Melissa Kwan","startTime":969.48,"endTime":971.64,"body":"tricked to believe this is live"},{"speaker":"Melissa Kwan","startTime":971.64,"endTime":974.49,"body":"when it's not, but that's not"},{"speaker":"Melissa Kwan","startTime":971.64,"endTime":974.49,"body":"what the experience we're"},{"speaker":"Melissa Kwan","startTime":974.49,"endTime":978.03,"body":"delivering with E webinar,"},{"speaker":"Melissa Kwan","startTime":974.49,"endTime":978.03,"body":"right? Like, it's almost like, I"},{"speaker":"Melissa Kwan","startTime":978.03,"endTime":980.34,"body":"would say, for people to think"},{"speaker":"Melissa Kwan","startTime":978.03,"endTime":980.34,"body":"like, who might think who might"},{"speaker":"Melissa Kwan","startTime":980.34,"endTime":984.27,"body":"feel weird about it, like,"},{"speaker":"Melissa Kwan","startTime":980.34,"endTime":984.27,"body":"equate this to Netflix, right?"},{"speaker":"Melissa Kwan","startTime":984.27,"endTime":988.17,"body":"People expect to watch videos on"},{"speaker":"Melissa Kwan","startTime":984.27,"endTime":988.17,"body":"demand now, because of how"},{"speaker":"Melissa Kwan","startTime":988.17,"endTime":991.65,"body":"Netflix has actually changed our"},{"speaker":"Melissa Kwan","startTime":988.17,"endTime":991.65,"body":"expectation. This is the one"},{"speaker":"Melissa Kwan","startTime":991.65,"endTime":995.7,"body":"reason why the attendance rate"},{"speaker":"Melissa Kwan","startTime":991.65,"endTime":995.7,"body":"for live webinars is so low,"},{"speaker":"Melissa Kwan","startTime":996.12,"endTime":998.4,"body":"everybody wants to have their"},{"speaker":"Melissa Kwan","startTime":996.12,"endTime":998.4,"body":"webinar at you know, next"},{"speaker":"Melissa Kwan","startTime":998.4,"endTime":1002.18,"body":"Tuesday at 11. But I've got"},{"speaker":"Melissa Kwan","startTime":998.4,"endTime":1002.18,"body":"other things to do. Right, I'm"},{"speaker":"Melissa Kwan","startTime":1002.18,"endTime":1004.58,"body":"at work, I have to pick up my"},{"speaker":"Melissa Kwan","startTime":1002.18,"endTime":1004.58,"body":"kids or you know, maybe I want"},{"speaker":"Melissa Kwan","startTime":1004.58,"endTime":1007.91,"body":"to sleep in that day, you know,"},{"speaker":"Melissa Kwan","startTime":1004.58,"endTime":1007.91,"body":"whatever it might be, you can no"},{"speaker":"Melissa Kwan","startTime":1007.91,"endTime":1012.56,"body":"longer dictate. When someone is"},{"speaker":"Melissa Kwan","startTime":1007.91,"endTime":1012.56,"body":"free to watch your content. You"},{"speaker":"Melissa Kwan","startTime":1012.56,"endTime":1018.2,"body":"can only be there when they want"},{"speaker":"Melissa Kwan","startTime":1012.56,"endTime":1018.2,"body":"it. So, like, just think about"},{"speaker":"Melissa Kwan","startTime":1018.2,"endTime":1021.38,"body":"how I think consumer experiences"},{"speaker":"Melissa Kwan","startTime":1018.2,"endTime":1021.38,"body":"and how you want to consume"},{"speaker":"Melissa Kwan","startTime":1021.38,"endTime":1024.98,"body":"video today. And then give that"},{"speaker":"Melissa Kwan","startTime":1021.38,"endTime":1024.98,"body":"experience to your prospect in"},{"speaker":"Melissa Kwan","startTime":1024.98,"endTime":1025.07,"body":"your"},{"speaker":"Matt Wolach","startTime":1025.069,"endTime":1027.499,"body":"customer. That's"},{"speaker":"Matt Wolach","startTime":1025.069,"endTime":1027.499,"body":"great advice. Can you share any"},{"speaker":"Matt Wolach","startTime":1027.499,"endTime":1030.229,"body":"tips for creating a successful"},{"speaker":"Matt Wolach","startTime":1027.499,"endTime":1030.229,"body":"and engaging webinar?"},{"speaker":"Melissa Kwan","startTime":1030.349,"endTime":1034.879,"body":"Yeah. I mean, I"},{"speaker":"Melissa Kwan","startTime":1030.349,"endTime":1034.879,"body":"would say, Ron, I mean, this is"},{"speaker":"Melissa Kwan","startTime":1034.879,"endTime":1038.539,"body":"kind of counterintuitive to, to"},{"speaker":"Melissa Kwan","startTime":1034.879,"endTime":1038.539,"body":"what we do. But when you say"},{"speaker":"Melissa Kwan","startTime":1038.539,"endTime":1041.509,"body":"like tips I want to focus on"},{"speaker":"Melissa Kwan","startTime":1038.539,"endTime":1041.509,"body":"like, what about automation,"},{"speaker":"Melissa Kwan","startTime":1041.539,"endTime":1046.069,"body":"because that's where that's"},{"speaker":"Melissa Kwan","startTime":1041.539,"endTime":1046.069,"body":"where my expertise is. I would"},{"speaker":"Melissa Kwan","startTime":1046.069,"endTime":1053.329,"body":"say run as many live webinars"},{"speaker":"Melissa Kwan","startTime":1046.069,"endTime":1053.329,"body":"and demos as it takes for you to"},{"speaker":"Melissa Kwan","startTime":1053.359,"endTime":1058.759,"body":"for you to figure out what your"},{"speaker":"Melissa Kwan","startTime":1053.359,"endTime":1058.759,"body":"best pitches before you automate"},{"speaker":"Melissa Kwan","startTime":1058.759,"endTime":1063.859,"body":"it. Right? Because to sell to"},{"speaker":"Melissa Kwan","startTime":1058.759,"endTime":1063.859,"body":"someone one on one is actually"},{"speaker":"Melissa Kwan","startTime":1063.859,"endTime":1067.489,"body":"not that hard. Right? I can"},{"speaker":"Melissa Kwan","startTime":1063.859,"endTime":1067.489,"body":"react to their objections live"},{"speaker":"Melissa Kwan","startTime":1067.489,"endTime":1071.089,"body":"in real time. Like, I can see"},{"speaker":"Melissa Kwan","startTime":1067.489,"endTime":1071.089,"body":"your expression, and I can"},{"speaker":"Melissa Kwan","startTime":1071.089,"endTime":1074.749,"body":"change my pitch halfway. So"},{"speaker":"Melissa Kwan","startTime":1071.089,"endTime":1074.749,"body":"that's actually not that hard."},{"speaker":"Melissa Kwan","startTime":1075.079,"endTime":1077.689,"body":"Right? When you're automating"},{"speaker":"Melissa Kwan","startTime":1075.079,"endTime":1077.689,"body":"something, you're actually"},{"speaker":"Melissa Kwan","startTime":1077.689,"endTime":1082.129,"body":"selling to someone without ever"},{"speaker":"Melissa Kwan","startTime":1077.689,"endTime":1082.129,"body":"talking to them. You need them"},{"speaker":"Melissa Kwan","startTime":1082.129,"endTime":1085.699,"body":"to convert and take action on"},{"speaker":"Melissa Kwan","startTime":1082.129,"endTime":1085.699,"body":"their own. And that's a very"},{"speaker":"Melissa Kwan","startTime":1085.699,"endTime":1088.999,"body":"different way of coming up with"},{"speaker":"Melissa Kwan","startTime":1085.699,"endTime":1088.999,"body":"a sales pitch. And in order to"},{"speaker":"Melissa Kwan","startTime":1088.999,"endTime":1092.659,"body":"come up with that script, you"},{"speaker":"Melissa Kwan","startTime":1088.999,"endTime":1092.659,"body":"have to know all the potential"},{"speaker":"Melissa Kwan","startTime":1092.659,"endTime":1096.379,"body":"objections and address them"},{"speaker":"Melissa Kwan","startTime":1092.659,"endTime":1096.379,"body":"upfront and work them into your"},{"speaker":"Melissa Kwan","startTime":1096.379,"endTime":1099.259,"body":"scripts. Otherwise, that"},{"speaker":"Melissa Kwan","startTime":1096.379,"endTime":1099.259,"body":"person's not going to convert,"},{"speaker":"Melissa Kwan","startTime":1099.799,"endTime":1102.529,"body":"right. So some of my customers"},{"speaker":"Melissa Kwan","startTime":1099.799,"endTime":1102.529,"body":"will come to me and say, Oh, I"},{"speaker":"Melissa Kwan","startTime":1102.529,"endTime":1105.409,"body":"ran this a few times people"},{"speaker":"Melissa Kwan","startTime":1102.529,"endTime":1105.409,"body":"aren't buying this is not for"},{"speaker":"Melissa Kwan","startTime":1105.409,"endTime":1109.489,"body":"me. But they're not actually"},{"speaker":"Melissa Kwan","startTime":1105.409,"endTime":1109.489,"body":"looking at the scripts, because"},{"speaker":"Melissa Kwan","startTime":1109.489,"endTime":1111.739,"body":"they're using the exact same"},{"speaker":"Melissa Kwan","startTime":1109.489,"endTime":1111.739,"body":"script that they would use in an"},{"speaker":"Melissa Kwan","startTime":1111.739,"endTime":1116.119,"body":"automated webinar versus a live"},{"speaker":"Melissa Kwan","startTime":1111.739,"endTime":1116.119,"body":"pitch, which is very different."},{"speaker":"Melissa Kwan","startTime":1116.419,"endTime":1121.519,"body":"Right? So my, my best advice as"},{"speaker":"Melissa Kwan","startTime":1116.419,"endTime":1121.519,"body":"it relates to sales is do as"},{"speaker":"Melissa Kwan","startTime":1121.519,"endTime":1125.389,"body":"many demos as you can as many"},{"speaker":"Melissa Kwan","startTime":1121.519,"endTime":1125.389,"body":"sales pitches as you can, until"},{"speaker":"Melissa Kwan","startTime":1125.389,"endTime":1129.439,"body":"that pitch gets robotic, and"},{"speaker":"Melissa Kwan","startTime":1125.389,"endTime":1129.439,"body":"then take that and create the"},{"speaker":"Melissa Kwan","startTime":1129.439,"endTime":1132.919,"body":"best sales pitch ever. And then"},{"speaker":"Melissa Kwan","startTime":1129.439,"endTime":1132.919,"body":"automate that and let that work"},{"speaker":"Melissa Kwan","startTime":1132.919,"endTime":1133.159,"body":"for you."},{"speaker":"Matt Wolach","startTime":1133.58,"endTime":1135.71,"body":"I mean, it's kind"},{"speaker":"Matt Wolach","startTime":1133.58,"endTime":1135.71,"body":"of like we hear about stand up"},{"speaker":"Matt Wolach","startTime":1135.71,"endTime":1138.62,"body":"comedians, right stand the best"},{"speaker":"Matt Wolach","startTime":1135.71,"endTime":1138.62,"body":"stand up comedians, go to like"},{"speaker":"Matt Wolach","startTime":1138.62,"endTime":1143.06,"body":"some tiny little club and"},{"speaker":"Matt Wolach","startTime":1138.62,"endTime":1143.06,"body":"practice all their stuff, before"},{"speaker":"Matt Wolach","startTime":1143.06,"endTime":1146.12,"body":"they go on their Netflix"},{"speaker":"Matt Wolach","startTime":1143.06,"endTime":1146.12,"body":"special, and it's recorded. And"},{"speaker":"Matt Wolach","startTime":1146.12,"endTime":1147.89,"body":"that's what's going to be there"},{"speaker":"Matt Wolach","startTime":1146.12,"endTime":1147.89,"body":"forever. So it's kind of the"},{"speaker":"Matt Wolach","startTime":1147.89,"endTime":1150.98,"body":"same deal, like, get those reps"},{"speaker":"Matt Wolach","startTime":1147.89,"endTime":1150.98,"body":"and make sure you understand"},{"speaker":"Matt Wolach","startTime":1151.1,"endTime":1154.13,"body":"what people react to what they"},{"speaker":"Matt Wolach","startTime":1151.1,"endTime":1154.13,"body":"like what works, what gets"},{"speaker":"Matt Wolach","startTime":1154.13,"endTime":1157.61,"body":"people to take action, and then"},{"speaker":"Matt Wolach","startTime":1154.13,"endTime":1157.61,"body":"put it together into your final"},{"speaker":"Matt Wolach","startTime":1157.61,"endTime":1160.73,"body":"awesome big stand up special,"},{"speaker":"Matt Wolach","startTime":1157.61,"endTime":1160.73,"body":"which is your your eat webinar."},{"speaker":"Matt Wolach","startTime":1160.88,"endTime":1164.66,"body":"So I love all this advice. It's"},{"speaker":"Matt Wolach","startTime":1160.88,"endTime":1164.66,"body":"fantastic. And I'm actually"},{"speaker":"Matt Wolach","startTime":1164.66,"endTime":1167.69,"body":"thinking what we can do to go"},{"speaker":"Matt Wolach","startTime":1164.66,"endTime":1167.69,"body":"implement. But I want to ask you"},{"speaker":"Matt Wolach","startTime":1167.75,"endTime":1170.66,"body":"with your own company, you've"},{"speaker":"Matt Wolach","startTime":1167.75,"endTime":1170.66,"body":"been able to start and grow this"},{"speaker":"Matt Wolach","startTime":1170.66,"endTime":1173.84,"body":"company has become successful."},{"speaker":"Matt Wolach","startTime":1170.66,"endTime":1173.84,"body":"Listen, I'm loving your own"},{"speaker":"Matt Wolach","startTime":1173.84,"endTime":1178.58,"body":"story. What tips from your own,"},{"speaker":"Matt Wolach","startTime":1173.84,"endTime":1178.58,"body":"you know, growing of this"},{"speaker":"Matt Wolach","startTime":1178.58,"endTime":1181.43,"body":"company and making these changes"},{"speaker":"Matt Wolach","startTime":1178.58,"endTime":1181.43,"body":"that you've talked about? What"},{"speaker":"Matt Wolach","startTime":1181.43,"endTime":1184.04,"body":"tips would you give to others"},{"speaker":"Matt Wolach","startTime":1181.43,"endTime":1184.04,"body":"who are just getting started and"},{"speaker":"Matt Wolach","startTime":1184.04,"endTime":1186.11,"body":"wanting their company to become"},{"speaker":"Matt Wolach","startTime":1184.04,"endTime":1186.11,"body":"successful as well?"},{"speaker":"Melissa Kwan","startTime":1186.17,"endTime":1189.83,"body":"So I'm a bootstrap"},{"speaker":"Melissa Kwan","startTime":1186.17,"endTime":1189.83,"body":"company. Very, very different"},{"speaker":"Melissa Kwan","startTime":1189.83,"endTime":1196.01,"body":"than how a VC back company would"},{"speaker":"Melissa Kwan","startTime":1189.83,"endTime":1196.01,"body":"run. But I would say the best"},{"speaker":"Melissa Kwan","startTime":1196.01,"endTime":1201.53,"body":"tip that I have is make sure"},{"speaker":"Melissa Kwan","startTime":1196.01,"endTime":1201.53,"body":"About every decision that you"},{"speaker":"Melissa Kwan","startTime":1201.53,"endTime":1208.37,"body":"make, you are either doing it to"},{"speaker":"Melissa Kwan","startTime":1201.53,"endTime":1208.37,"body":"win a customer, or doing it to"},{"speaker":"Melissa Kwan","startTime":1208.37,"endTime":1212.12,"body":"keep a customer. Because when"},{"speaker":"Melissa Kwan","startTime":1208.37,"endTime":1212.12,"body":"you're a bootstrap company, you"},{"speaker":"Melissa Kwan","startTime":1212.12,"endTime":1214.55,"body":"have so little resources. And it"},{"speaker":"Melissa Kwan","startTime":1212.12,"endTime":1214.55,"body":"feels like you have to do"},{"speaker":"Melissa Kwan","startTime":1214.55,"endTime":1216.95,"body":"everything and be on every"},{"speaker":"Melissa Kwan","startTime":1214.55,"endTime":1216.95,"body":"channel and create every piece"},{"speaker":"Melissa Kwan","startTime":1216.95,"endTime":1220.31,"body":"of content and be on every"},{"speaker":"Melissa Kwan","startTime":1216.95,"endTime":1220.31,"body":"podcast and, and get feature"},{"speaker":"Melissa Kwan","startTime":1220.31,"endTime":1224.45,"body":"parity with all your"},{"speaker":"Melissa Kwan","startTime":1220.31,"endTime":1224.45,"body":"competitors. But only a fraction"},{"speaker":"Melissa Kwan","startTime":1224.45,"endTime":1228.86,"body":"of those decisions will help you"},{"speaker":"Melissa Kwan","startTime":1224.45,"endTime":1228.86,"body":"win someone, or keep someone and"},{"speaker":"Melissa Kwan","startTime":1228.86,"endTime":1232.64,"body":"then add to your revenue. So you"},{"speaker":"Melissa Kwan","startTime":1228.86,"endTime":1232.64,"body":"can do more things. So I think"},{"speaker":"Melissa Kwan","startTime":1232.64,"endTime":1235.64,"body":"that's the best advice is like,"},{"speaker":"Melissa Kwan","startTime":1232.64,"endTime":1235.64,"body":"with every decision that you"},{"speaker":"Melissa Kwan","startTime":1235.64,"endTime":1237.77,"body":"make, just ask yourself, like,"},{"speaker":"Melissa Kwan","startTime":1235.64,"endTime":1237.77,"body":"how is this adding to my"},{"speaker":"Melissa Kwan","startTime":1237.77,"endTime":1242.72,"body":"business? And if it's not, that"},{"speaker":"Melissa Kwan","startTime":1237.77,"endTime":1242.72,"body":"thing can probably be pushed."},{"speaker":"Matt Wolach","startTime":1242.75,"endTime":1244.49,"body":"I love it."},{"speaker":"Matt Wolach","startTime":1242.75,"endTime":1244.49,"body":"fantastic advice. And I think"},{"speaker":"Matt Wolach","startTime":1244.49,"endTime":1247.31,"body":"that's something that even"},{"speaker":"Matt Wolach","startTime":1244.49,"endTime":1247.31,"body":"myself I get kind of sidetracked"},{"speaker":"Matt Wolach","startTime":1247.31,"endTime":1249.47,"body":"on but if we just think about"},{"speaker":"Matt Wolach","startTime":1247.31,"endTime":1249.47,"body":"hey, is this going to help us"},{"speaker":"Matt Wolach","startTime":1249.5,"endTime":1253.01,"body":"grow as it helps gonna keep"},{"speaker":"Matt Wolach","startTime":1249.5,"endTime":1253.01,"body":"people? Amazing advice, Melissa,"},{"speaker":"Matt Wolach","startTime":1253.04,"endTime":1255.86,"body":"this has been awesome. And time"},{"speaker":"Matt Wolach","startTime":1253.04,"endTime":1255.86,"body":"has gone super fast. I've really"},{"speaker":"Matt Wolach","startTime":1255.86,"endTime":1258.74,"body":"enjoyed it. How can our audience"},{"speaker":"Matt Wolach","startTime":1255.86,"endTime":1258.74,"body":"learn more about you and your"},{"speaker":"Matt Wolach","startTime":1258.74,"endTime":1259.25,"body":"webinar?"},{"speaker":"Melissa Kwan","startTime":1259.46,"endTime":1261.35,"body":"Yeah. So if you're"},{"speaker":"Melissa Kwan","startTime":1259.46,"endTime":1261.35,"body":"curious about your webinar on"},{"speaker":"Melissa Kwan","startTime":1261.35,"endTime":1263.9,"body":"how it can help you or your"},{"speaker":"Melissa Kwan","startTime":1261.35,"endTime":1263.9,"body":"business, just go to E"},{"speaker":"Melissa Kwan","startTime":1263.9,"endTime":1267.98,"body":"webinar.com. exactly as it"},{"speaker":"Melissa Kwan","startTime":1263.9,"endTime":1267.98,"body":"sounds, e webinar.com. There's a"},{"speaker":"Melissa Kwan","startTime":1267.98,"endTime":1271.64,"body":"demo, of course, self served,"},{"speaker":"Melissa Kwan","startTime":1267.98,"endTime":1271.64,"body":"delivered through our own"},{"speaker":"Melissa Kwan","startTime":1271.64,"endTime":1275.0,"body":"product in a very meta way. I"},{"speaker":"Melissa Kwan","startTime":1271.64,"endTime":1275.0,"body":"managed to chat. So if you have"},{"speaker":"Melissa Kwan","startTime":1275.0,"endTime":1278.33,"body":"questions, you can type to me"},{"speaker":"Melissa Kwan","startTime":1275.0,"endTime":1278.33,"body":"there. And I'm also on LinkedIn."},{"speaker":"Melissa Kwan","startTime":1278.36,"endTime":1281.12,"body":"So last name is spelt Quan kW."},{"speaker":"Melissa Kwan","startTime":1278.36,"endTime":1281.12,"body":"And we'll"},{"speaker":"Matt Wolach","startTime":1281.12,"endTime":1282.71,"body":"put all that into"},{"speaker":"Matt Wolach","startTime":1281.12,"endTime":1282.71,"body":"the show notes. I'm gonna go"},{"speaker":"Matt Wolach","startTime":1282.71,"endTime":1285.23,"body":"check that out myself. I might"},{"speaker":"Matt Wolach","startTime":1282.71,"endTime":1285.23,"body":"get into your funnel and see how"},{"speaker":"Matt Wolach","startTime":1285.26,"endTime":1289.07,"body":"things are running. It looks"},{"speaker":"Matt Wolach","startTime":1285.26,"endTime":1289.07,"body":"cool. Well, awesome. Melissa,"},{"speaker":"Matt Wolach","startTime":1289.07,"endTime":1291.05,"body":"this has been a lot of fun."},{"speaker":"Matt Wolach","startTime":1289.07,"endTime":1291.05,"body":"Thanks so much for coming on the"},{"speaker":"Matt Wolach","startTime":1291.05,"endTime":1293.12,"body":"show and sharing your wisdom."},{"speaker":"Matt Wolach","startTime":1291.05,"endTime":1293.12,"body":"Oh, thanks so much. Absolutely."},{"speaker":"Matt Wolach","startTime":1293.12,"endTime":1295.31,"body":"Everybody out there. Thank you"},{"speaker":"Matt Wolach","startTime":1293.12,"endTime":1295.31,"body":"for being here as well. Make"},{"speaker":"Matt Wolach","startTime":1295.31,"endTime":1297.35,"body":"sure you're subscribed to the"},{"speaker":"Matt Wolach","startTime":1295.31,"endTime":1297.35,"body":"show. Hit that subscribe button"},{"speaker":"Matt Wolach","startTime":1297.35,"endTime":1300.23,"body":"right now. Also, we're looking"},{"speaker":"Matt Wolach","startTime":1297.35,"endTime":1300.23,"body":"for reviews. If you have a good"},{"speaker":"Matt Wolach","startTime":1300.23,"endTime":1302.48,"body":"review, if you're thinking wow,"},{"speaker":"Matt Wolach","startTime":1300.23,"endTime":1302.48,"body":"this is great. Go ahead and put"},{"speaker":"Matt Wolach","startTime":1302.48,"endTime":1304.7,"body":"that in there. That'll really"},{"speaker":"Matt Wolach","startTime":1302.48,"endTime":1304.7,"body":"help us understand we're giving"},{"speaker":"Matt Wolach","startTime":1304.7,"endTime":1307.67,"body":"you the right information with"},{"speaker":"Matt Wolach","startTime":1304.7,"endTime":1307.67,"body":"awesome great innovators and"},{"speaker":"Matt Wolach","startTime":1307.67,"endTime":1310.79,"body":"leaders like Melissa. So thank"},{"speaker":"Matt Wolach","startTime":1307.67,"endTime":1310.79,"body":"you for being here, and we'll"},{"speaker":"Matt Wolach","startTime":1310.79,"endTime":1312.02,"body":"see you next time. Take care."},{"speaker":"Intro/ Outro","startTime":1314.54,"endTime":1317.42,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1314.54,"endTime":1317.42,"body":"listening to Scale Your SaaS for"},{"speaker":"Intro/ Outro","startTime":1317.42,"endTime":1320.9,"body":"more help on finding great leads"},{"speaker":"Intro/ Outro","startTime":1317.42,"endTime":1320.9,"body":"and closing more deals. Go to"},{"speaker":"Intro/ Outro","startTime":1321.14,"endTime":1322.61,"body":"Mattwolach.com"}]}