The Dynamic Duo: Human Ingenuity Meets AI in Marketing and Sales

In this episode of Revenue Remix, host Summer Poletti, fractional Chief Revenue Officer of Rise of US, engages in a compelling conversation with Jedidah Karanja, a product marketing leader in the B2B SaaS space. Jedidah shares her journey from being a flight attendant to a product marketing expert, delving into her passion for AI and her advocacy for women and girls. The discussion covers the integration of AI in businesses, the evolving B2B sales landscape, and the importance of collaboration between sales and marketing teams. Jaida also highlights her involvement with the Community Bots program, which provides STEM robotics training for girls. The episode emphasizes the balance between leveraging AI and maintaining human creativity and emotional intelligence in marketing and sales.

00:00 Introduction and Guest Welcome
01:41 Jaida's Background and Early Career
03:29 Transition to Product Marketing and AI
07:13 AI's Impact on Business and Marketing
10:24 Implementing AI in Organizations
17:08 The Future of Sales and Marketing with AI
20:41 The Importance of Personalization in Sales
22:03 Collaboration Between Sales and Marketing
26:55 Balancing AI and Human Efforts in Marketing
34:36 Empowering the Next Generation of Women
39:31 Community Bots: Bridging the Gap for Women in Tech
42:29 Conclusion and Final Thoughts

Transcript

summer: 0:00

Hello and welcome back. I'm Summer Polli fractional Chief Revenue Officer of rbu and your host of revenue remix. Today I'm joined by Jaida Kanja, or as we know her on LinkedIn, Jaida K. She's a product marketing leader in the B2B SaaS space. An advocate for women and girls. She serves on the advisory board for the community bots and like me, she shares a passion for ai. She's sitting in San Francisco today and Jina brings an incredible insight to today's conversation. I am excited to have you on. Welcome. Welcome back to Revenue Remix, a podcast from Rise of Us. Where we take a fresh spin on driving revenue growth hosted by Summer Pauli, a fractional CRO, who works with business owners and leaders who feel held back by outdated systems. This podcast explores how adaptable unified frameworks can transform static processes, equipping teams to meet, evolving customer needs, and drive resilient, lasting growth. Each episode features insights from summer and her guests offering practical strategies to sidestep common pitfalls and build real revenue momentum. It's time to remix the way we think about growth. Enjoy the show. Thank you for having me. Hi, summer. I'm excited to be here. Likewise, and for all the listeners who follow along this journey. We also met through the women X AI community, probably in an AI social Saturday. Yes, we did. And so I'm excited to have you on because we have that cross sectionality of B2B and SaaS. I'm a sales leader with the heart of a marketer. We love ai. But before we get into all of that work stuff, what is a youth activity or maybe an early job that you had that might surprise the audience? I was a flight attendant. I told you the first time I told my daughters that they were like, wait. What? Yes, I was a flight attendant way back when I did that before I went to college, so I was really young and I did it for about a year and a half, and it was an opportunity for me to travel for free, actually. So it was great. I did a quite a bit of travel in Europe, India. Pakistan, Turkey. Greece. That was a great time, great time in my life. But when I look back now, I'm like, I'm glad I got out.'cause I don't think I would've, it was good while it lasted. Let me put it that way. I can understand that it would be difficult to be a mom and have that job. Yes. So what is your favorite place you got to visit for free? You know, I would have to say Istanbul. I loved that there was so much history. I loved the markets, I loved the architecture. It was just very different, but very, it had a lot of character. One of those places where you go to and you think, oh my gosh, this place has been around for a long time. There's just a lot of colors. The architecture is really interesting. Lovely, this is gonna sound funny, but lovely carpets, like Persian carpets and stuff, so it was great. That's the one place I always. I have a really vivid memory of. I can hear that. Very cool. I haven't been there, but it is on my list of places I would like to go. Okay. So you were a flight attendant and now you do all this marketing and ai. So can you give us a fairly brief description of. How you got to where you are today? You know, I started out as way back when, I don't wanna age myself. I started out as an associate product manager outside of, right out of college. Mm-hmm. And I worked for a small geology. Company that was later acquired by ancestry.com. It was a software startup. And because it was a startup, I had to wear many hats. So I did both product management and product marketing. And that's actually how my love of product marketing began. And when I decided that that's what I wanted to do, and you know. Here we are many years later. Um, and because I started in the SaaS software space, I just stayed in the SaaS software space'cause I loved it and I stayed in product marketing. Now in terms of ai, I started delving into ai. Back in, I would say I. 18, like getting really interested in it. Yes. Because the company that I was working with, we were looking into natural language processing and I was like, this is so interesting. And so I started digging deeper and then in 2019 I took a course, like AI for everyone. And I was like, this is really intriguing. Then Chad, GBT came along in 2022 and I was like, oh my gosh, this is crazy. But one of the things that I noticed was that when the conversations were being had in the media or just out there, uh, there was no mention of women. Leaders and I came across a New York Times article that had, you know, the title I don't quite remember was something like, the Leaders in ai. And it was a bunch of the usual suspects, right? Like 10 or 12. And there was an uproar about it, as I should, because I thought, well, I know a few quite. AI leaders. I know of Dr. Fefe Lee, who's actually known as the godmother of ai. I thought, this is terrible. So I decided, you know what? I'm gonna start writing about it on my LinkedIn feed. And I started a woman in AI series. And through that, a friend of mine, a guy friend of mine, actually invited me, send me an invite to a women and AI event in San Francisco. It was a demo day event. And that's how I met all of the. Women of age, Jenny and ud, and, and, and now you and all of these amazing women in ai. So that's my journey. Wow. So what stands out is, you know, product and that's what makes you a good product marketer. I think there's, there's a little bit of like, in order to really understand the messaging. It's important to understand what the heck you're talking about. Yes, absolutely. So I could see that having that strong background definitely helps. That way the marketing isn't just a bunch of fluff. Right, exactly. And also because as a product marketer, we partner so closely with product managers. Those are my partners. And when you understand. What product management entails. Then not only can you empathize, you are also a better partner. Mm-hmm. Yeah. I mean, that's why I wanted to have this conversation with you'cause I'm over on the sales side, understanding that if you are not tightly partnered with your head of marketing mm-hmm. Your buyers are gonna feel it because the website says one thing, the sales team says another thing, the implementation team says a whole different thing. You get into service and there's a fourth thing, and it's just completely confusing and nobody wants to deal with sales. Yes. And you notice right away as a marketer, you notice a disconnect. Just, just Oh, yeah. You know when. And your customers feel that too. Absolutely. Okay, so now that we're talking about marketing, And this is where our worlds intersect outside of just responsible AI use and equity and AI and all that good stuff. A lot has changed over the last five years. Why are expectations have changed? It's gotten harder to sell. The buying journey has gotten more digital. So get out your crystal ball. What do you think that business owners and revenue leaders, especially like, people like me who should be working with marketers, what should we be preparing for like in the next year? I would say that for, you know, marketing leaders, revenue leaders have to embrace the fact that AI is here. And that AI is going to change the way business is done. And that in order for you to be competitive and to be relevant, you have to figure out how to integrate AI in all facets of your business. And in order to do that, you have to have a plan. You have to have a strategic plan, right? And what that entails is you have to be able to educate. The people within your organization, you have to have what I like to call like an AI council, right? A group of people from different. Departments, right? Different stakeholders represented in this group to talk about what your AI policy and guidelines are, right? And then what are your principles, right? How, how should your employees, how should your leaders, how should anybody within the organization be using ai? Right? A lot of times you hear companies say, no one's allowed. Well. Just because you say people are not allowed to use it doesn't mean they're not using it. Right. Um, that's like the same thing with your children. You can't tell'em, don't use ai. It's everywhere. Right? You have to learn how to use it. Then you have to teach them how to use it. And then the other thing is really being able to know what the impact to do impact assessments. What is the impact of AI and what are the use cases? How do you prioritize those use cases within the organization? Because I think it's a fools errand to implement AI without really understanding what the use cases are for it. Right. And then finally I would say building a roadmap. What does that look like? What does the execution or the implementation of that, you know, of what you have learned from the training, from the policy, from the assessment. Then how do you then execute all of that within your organization? Yeah, and it, it's a lot. Yes, it's a lot, but I think it's, it's a lot, but it's doable. As opposed to sitting back and saying, I, you know, I don't know. This is a lot. Let's just wait and see, kind of thing. Which I think a lot of, businesses are at right now. Right? I don't understand it. I don't know what's happening. It's evolving so quickly. How do we even handle this beast, as opposed to, you know, coming at it from the same way you come at any business problem, right? So. That's how I think the approach should be. Yeah. I hear you. I, I like where you went with the kind of the council and to get the different stakeholders, because they're all going to have different priorities. Mm-hmm. It is gonna come with security in mind. Sales is gonna come with efficient growth in mind. So that's a good idea. Mm-hmm. Now what about this because I, I work in startups and I work with growth stage businesses, so having a Chief AI officer, that's just not something they have. Mm-hmm. And maybe they never will. Mm-hmm. So I hear a lot of, like a year ago I was hearing, I don't know about this. Now I'm hearing, yeah, I know I gotta do something. Mm-hmm. But I don't have time. Are you hearing any of that or you know, what would you say to that person who's like, yeah, I know I should, but I don't have time? I mean, a lot of time we never have time. This is accurate. Well, my philosophy is that if you are waiting to have time, you're never gonna do it. Right? It's like I hear people say that even, even not just companies but individuals, right? All this AI stuff happening, I don't know. It's so much I don't have time. Right? But the thing is that if you care enough about something, you make time for it, right? You adjust your schedule. So that you, you have time for it because it's important enough. That is not, to me, I see AI as like when the internet like suddenly was on the scene and it really. Transformed how we work, live and play, right? When you think about, I read somewhere the other day, social media manager, without dating ourselves, that was not a job that existed, right? Influencers, what the heck? Right? Like, and now there may be millions and millions of dollars. I just, I know I'm digressing, but you know, Mr. Beast. They have a show game show on Amazon Prime and Amazon made a hundred million in profit from just Mr. Beast. So. It's bloggers, I think ignoring ai, you do it at your peril, right? Because there's so many opportunities if it's done right, and the companies that figure out how to do it right. The entrepreneurs, small businesses, right? Solo entrepreneurs who figure out how to use it to their advantage are gonna do very well. So you make time. My point is you make time. Yeah. Yeah. Agreed. I mean, the stuff that's on your calendar, that's the stuff that matters. And if it's not on your calendar, it doesn't matter. Exactly. Yeah. No, I hear you. That's a little tough. Love for them, but it's okay. Business owners are used to it. And for myself, I usually have themes, right? For the year, you know, so of course you're a marketer. Of course you have themes for your year. And then, you know, one of the themes is growth, right? How do I grow professionally, right? And one of the things I said, okay, I don't have time, but I have to make sure once a day I learned something new. Especially when it comes to ai. Once a day, it can be one thing, If I have time, I can do two, right? But in the aggregate, you become this person who knows so much more than the person who is like, oh my God, it's too much kind of thing. So yeah, it's my tip for the day. One thing a day. And then maybe you can keep up with how fast AI is moving. Right. And you have to prioritize also because it's evolving so quickly. I was saying to someone the other day, they were like, oh my God, just when I get used to using GPT-4, oh, they have 4.5 and they have this. And I said, for most of us, for most people, you do not need to be using the most advanced model, really. You just have to figure out what's your use case, and then based off that, decide, for most things, I'm just gonna talk about chat. GBT four oh is fine for reasoning. If you're looking for, for reasoning three. Uh oh. Mini is fine. You don't need to go to the advanced unless you're coding some, you know, really complicated thing. You don't, really need a lot of these advanced models. Yeah. Well, and I've been using it daily for more than two years now. And when it was able to do internet search, that was huge. But for the average non coder, the difference between three and four and whatever, you are not having to learn anything new. The way I use it isn't vastly different than it was six months ago. Or it's, yeah, just get in and start using it. And recognize that the older models might hallucinate more, which is a fancy way of making stuff up. Right. The current model hallucinates. I was yelling at it this morning. I had to put it away. Boy, so I'm going off script. I told you I would do this. I'm sorry. We're gonna skip a couple of these questions. So then when you're talking about use cases I'm stealing this from Gartner. What they told people to do is like, it's in the, you eat an elephant, one bite at a time trend. It's all a lot. Mm-hmm. Where you think AI can have an impact, create a goal around it, and then do that. Like, if you wanna think about transforming your whole organization all at once, that's way too much. But if you go, okay, well we're spending too much time on, uh, chasing unqualified leads, let's see if we can use AI to help that. Like, that feels doable. Mm-hmm. You can do that this month or this quarter. Mm-hmm. And then like your one thing a day. Mm-hmm. Think you just get incrementally a little better. I feel like do one thing is so much better than like. It's too much. I agree. That's a great strategy. And to add onto that, if you are in an organization where there's a lot of pushback against it, especially from leadership, You can do the same thing. Pick one thing, instead of coming in and say, we have to do ai, we have to implement AI for marketing, or whatever you. Pick one thing. Use ai. Right. Have a to to be able to show the outcome. Right. Because a lot of times leaders want to see how is this going to impact the bottom line? How is this gonna impact, like, how is this gonna make our business a. And if you can do that, then you're more likely to get buy-in than if you just come in and say, oh my gosh, we have to use this thing'cause it's great, great how? You have to actually show why, what impact is it's going to have. That is really clever and that's how your people who are not yet in leadership roles can show thought leadership within their organization. That is very clever. I like that. By the way. I'll steal that and bring it to yes. At least I tell people when I'm gonna steal things. Right? We're in marketing, we're the business of pilfering. Okay? We're always like looking and seeing. I like that idea. We, we give the originator their props, right? We always, sometimes I forget who the originator is and I will say, it's this lady I know. I stole it from her. She works in marketing. I forget who it was exactly. I do that too. I. Oh yeah, it's too funny. Um, so, okay. I know coding is changing a lot, but I'm not a coder. So from my lens, marketing and sales are changing a ton. It happened pre-chat GPT when we started seeing the further digitization of the buying process, especially in B2B. And the lines get a little blurry. I hear a lot of people talking about like a sales personless sales team, and I think it's because salespeople, I love them, they come to the world with a lot of drama and so sometimes I see starry eyes when a business owner says, I don't want any salespeople. I don't think we're there yet, but what is your take on, as from the marketing side, how much do you think marketing can lead? Revenue growth in a, you know, an AI powered future. Enterprise sales is not like, or even mid-market is not like B2C sales, right? It's a long buying cycle, you're dealing with. A champion or the buyer sponsor influence all of these stakeholders that you have to navigate and manage. On top of that, each organization has its own unique needs. Yes, there might be needs that are similar, but, most of the time when you're a salesperson, you are trying as much as possible while staying within, the positioning and messaging guidelines or playbook. You are customizing your story or your pitch to the buyer or the sponsor. So there is just way too much nuance and complexity in B2B sales to say we're never gonna need a salesperson. I think trust is important in B2B sales. Nuance is important. What's the other thing I was going to say? You know, interpersonal relationships, a lot of times people make decisions based on the person that they're dealing with. Yes, the product is great, but there could be a product that's comparable. But I really like working with this person. Will we get to a point where businesses are gonna be like, the buyer's gonna be like, I like this AI agent so much better. Maybe, I don't know that, we're definitely not there yet. That's too funny. Oh, boy. That's my take on it. Yeah, no, I like that. I mean, the people I work with are salespeople or business owners, so the business owners like that.'cause sales commissions can be expensive, salespeople can be a certain way sometimes. And so it sounds tempting. Mm-hmm. But I just don't see it from the perspective of the buyer. It just doesn't seem reasonable. Right. At least in B2B. Right. B2C. Yeah. I can go to Amazon and buy all the stuff I used to buy from the shoe store and never talk to a person. Sure. But that's totally different. Right. And these days you can even try, they have these, you know, you could try it on, you can see what it's gonna look like. You don't even have to be there. And I think as a product marketer, I partner with salespeople all the time. And sometimes it can be a challenging thing to navigate. Right. So you would think, I would say, oh my gosh, let's go agent. Let's just have AI agents do this. But I still think the human in the loop, like relationships are important when it comes to. Yeah. No, you said a mouthful there. That's why I also like my program will come with, not only are we gonna talk about strategy, but guess what? I coach the salespeople. There is a lot of annoying sales behavior out there as a sales leader. I will admit that I'm trying to change the world. One sales guy at a time. Mm-hmm. Yeah. And you know, you made me think of something when we're talking about personalization. I'm going off script again. That's okay. Personalization is really important to today's buyer. Like I kind of call it the Netflix effect. Mm-hmm. Where if you're using the same or similar messaging, like think about scripts in sales, like that doesn't work anymore in my opinion, because it just kind of falls flat. People expect you to know about them and talk to them as though you know about them. That personalization, and this is why I love AI so much. AI can help that. Yes, you can. Craft personalized questions without having to spend a lot of the salesperson's time rewriting their script. Here's who I'm talking to. Go research them, write some separate questions. I think AI can make a salesperson way more efficient. Yes, but they're still necessary. Yes. AI can augment, there's a, there are a lot of administrative tasks, like you said, also personalization, you know? Training the AI of the data that you have and, uh It can really streamline the process, but it can't replace some of that human to human interaction that's required to get the person over that hurdle of, should I actually do this with this organization or not? Yeah. Agree a hundred percent. And then, so you talked a little bit about working with salespeople, mm-hmm. So I preach a lot. About sales and marketing working together, you probably see it. Mm-hmm. Now, from the perspective of the marketing leader, what are two to three things that you wish salespeople would do more of or differently when working with you? The first thing I would say is, is how the perception of the relationship between sales and marketing. I would say that sales should collaborate with marketers as partners and not as service providers. Kind of like we're in this together, right? We have goals. I understand your goals, you understand mine, but at the end of the day, our goal is to achieve certain revenue, you know, outcomes, certain lead outcomes, right? Like at the end of the day, we're working together towards a common goal, and a lot of times we are seen as. I'm just there to provide you stuff so that you can go and sell. I think that when you are, in an organization where the sales and marketing folks work as partners, you can see the difference and how effective, both, teams are in achieving their goals. And then the second thing I would say is, communication, right? Being able to communicate. Your needs really frequently and openly and freely, right? Because in order for marketers to be able to make. Sales folks, jobs easier. We really have to understand what the challenges are, And that doesn't mean we're not doing our own work to understand what those challenges are. But you are at the front of the prospective customers every day. You're hearing about competitors, you're hearing about, you know, you're the one getting the. Pushback. You are, the one learning about why we lost a sale or why we want a sale. All of these things that we as marketers need to be able to help adjust our positioning, adjust the messaging, you know, really iterate to make you more successful, right? To give you stuff that's resonating more with the prospective customers. And then the last thing I would say is, transparency. Like one of the things that I find that makes my job, uh, um, this is a little selfish, I guess I would say makes me more effective at my job is being able to, um, you know, shadow calls, for instance with sales folks. I know it's difficult sometimes because, you know. Selling is not an easy thing, but it's great sometimes to sit in a call and actually hear directly from what the salesperson is hearing, right? Mm-hmm. Or to sit in meetings or to be in the Slack channels, right? Like not to be open to those kinds of things where we partner in the sense that I can be in the same room that you are in so that I can be able to help you better do your job, if that makes sense. Yeah. Well. I mean, you're gonna hear it directly from the customer instead of from the customer to the sales person through their filter. Right. And then possibly to the sales leader through their filter. Right. And then to you Yes. To hear it firsthand is better. Yeah. I mean, these days there are tools like long where you can record the, you can actually listen to those calls, but I still think that. Being able to sit in one or two calls is great. Yeah, no, I love it. And I am not here for like, Hey, marketing, I need a flyer. Right. Um, I feel like that is a huge miss. It's funny because my closest marketing partner has been a colleague at many different organizations and I used to joke that like she was my work therapist. I'd go in at like, we're losing deals because of fill in the blank reason, like, help me figure this out, you know? Right. And then she's like, oh, you know, so it was, it was that, that was the pivotal moment for me many years ago where instead of prescribing what I need or what I think I need mm-hmm. Or what I want. Mm-hmm. Um, and you said service provider, like, I'm having a problem, I can't figure it out. Your marketing partner will help you. Right. I love that. Yeah. Exactly.

26:14

Summer Polli of Rise of Us helps her clients transform by building adaptable, customer-focused sales systems that replace outdated models. With these new frameworks, their teams can respond quickly to evolving customer needs, reduce friction, and work as one cohesive unit. This shift equips them with the tools to drive consistent growth, lowering churn, and creating lasting customer relationships. As a result, they achieve sustainable revenue growth that positions them ahead of competitors and prepared for future challenges. Together, you and Summer will create a foundation that not only meets today's demands, but supports long-term success.

summer: 26:55

Okay, so let's shift focus a little bit. We've talked quite a bit about marketing. I want to talk about ai. So we met in an AI community. We talked about that. So it's silly to not talk about ai, right? Thank. We also talked a little bit about the balance of AI plus human in sales. So marketing is another function, a career that is being totally transformed by ai. What do you think is the perfect balance of AI plus a human in marketing? You know, what do you say to the, to the CEO who says, I'm gonna. Who was it? It was Klarna. What would you say to Klarna, CEO who said, I'm firing half my marketing staff because I have ai? I would say good luck, right? Because I think you hear that all the time, right? I'm gonna start a company and it's just gonna be AI agents. First of all, we're not there yet. Right. People talk about agents, like you just kind of like go in there and you build an agent and you send the agent out there into the world and they do all of these things. We are just not there yet. Right. I just completed an a, um, ai, how to scale a business with AI and a agentic workflows great course by Maven and I thought it was great because the reason I thought it was great is because. When you hear about a people talking about, oh, I'm building an agent, or agents are gonna do all the work. There's a lot that goes into building an agent, not only building it, evaluating it, just like you would evaluate an employee and then consistently iterating to make sure that it's doing the job that it's supposed to do. Right. And I just don't think companies are at the point where you're like, let's file the marketing people and hire these marketing agents to do the job one. A lot of the things that we do really do require a human in the loop. Right? And also when I talk to people who are just maybe beginning to use AI or are kind of like, on the fence about it, I say it's very important to have ingenuity, right? Human ingenuity and creativity. When you marry that with ai, then you really will get good results, right? I. Come up with good prompts. If I know nothing about product marketing, when I think about the use cases for product marketing, right, whether it's persona development, whether it's messaging, whether it's um, you know, competitive intelligence, whatever that we do as marketers, if I have no, no nothing about it, I'm going to give the AI garbage and the AI is gonna gimme garbage back. You know that garbage in, garbage out, right? I think that we need to strike a balance on how much we still have a skin in the game, so to speak. A lot of times I will not let AI write for me, or most of the time what I will do is I will think about something right, because I also, I think it's also important to keep your brain that creative brain creative and analytical brain muscle functioning. If every time you have a wanna do something or you have a problem, or you wanna create something, you're saying ai, go forth and do it right. Your brain becomes lazy. So a lot of times I'd be like, how would I answer this question? And then I answer it, and then I go to AI and I say, this is the, context. This is what I'm doing, this is how I answer the question. How would you answer it? Right? And then AI would say, great, you did a really good job, but here's how you might reframe this and that, and that. And it's lovely, right? Because it comes out with something. And a lot of times I'll say, keep the same tone. I don't want you to restructure the tone or keep the same tone that I used, and it'll do that. So at the end of the day. Uh, for now, we should be using AI to augment our work and to streamline our work as well.'cause there's some tasks where I'm like, I don't need to be thinking about this. You figure it out kind of thing, but keep the creativity there, right? And the analytical skills there. Yeah, and I use it. I am a prolific user, even if you have a good prompt, what you get out of it is still not the same. I do a heavy amount of editing. I'm going back and forth, give me an outline for this blog, pull some research for me, help me structure it. And then I spent hours rewriting because I'm like, this is terrible. Right. Exactly. My GPT is pretty good. Yeah, and what I've noticed too, I'm digressing a little bit, but I'm excited that the schools are starting to integrate it a lot more and allowing students to use it. But what they're doing, so for instance, my daughter had to write, it had to be 750, but she's a freshman in high school, 50 page or rather not page word. Essay on Henrietta Lock. Right? And she was like, oh my God. T 50 pages of words. Uh, but she did it. You know how they do it in school, dah, dah, dah, dah. And then after she was done, there's this tool they use to evaluate her writing, to see how much of it was done with me. The help of Chachi Tea or any other model. And hers came out to be 99% was her own thoughts and, and, and her work and all of that stuff. And I thought, this is great that we're already training, uh, our children to think for themselves because can you imagine being at that level? You know, you're a freshman in high school and you're using someone else to write a paper for you. You'll never develop that brain muscle for writing. I agree with you that even after you use these tools, you still have to go in and do some work. Do some finessing. Yeah. Well, and what I will tell people is like, yes, you can write your blog with chat, GPT. But it pulls from what it knows, which is what's already published. Mm-hmm. And it puts something together so it's regurgitating. Mm-hmm. And you're gonna sound like everything else out there. And in sales it's all about differentiation. That is true. How are you going to differentiate if your stuff sounds like everybody else's stuff? Right. Right. I agree a hundred percent. But yeah, have it, do your research, have it put together your outline, have it edit, make it do the menial task. Right. Exactly. It, I mean, it saves you so much time. Sometimes I'm like, wow, like I just shaved off a couple of hours of work. It's, it's incredible. And you know, as I, I was just thinking as a mom too, like if I can get two hours back. Oh my gosh. Yes. It's incredible. I hadn't, I mean, I'm a mom too, but I hadn't really thought of that. Probably because I'm an entrepreneur and I work all the time. All the time. But can you imagine if you were shaving off Yeah. Two hours. Yeah. Right. That's as an entrepreneur, that's time you could actually do more for your business. Yeah. Oh yeah. And more stuff and that, you know, I'm borrowing from Jenny. Jenny will tell people, okay, instead of cutting your staff, yes, use ai but do more, grow more instead of retracting. Mm-hmm. You cut the staff, you're gonna produce the same amount of stuff for less cost. Mm-hmm. But why are you shortcutting your business? Use the same amount of staff to just do more and grow bigger and scale that much faster. Yeah, and I like that flip. And you are having them do more of things that matter, not menial tasks, repetitive tasks that really don't, you know, they matter, but they're not really growing your business. True. So then we're both moms. Mm-hmm. That's another reason why I wanted to chat with you on the podcast.'cause I feel your mom energy, even when it's on LinkedIn and it's asynchronous, like there's this power driving, like my climb was hard. I'm gonna make their climb easier. So what is something that you do just in general to. Make it easier for the next generation. I'm like a huge advocate for women and girls. That's, I feel that that's my calling. That's the thing that I do, and I just feel so empowered and passionate. And the reason I do it is because I believe, and statistics have shown this, that if you uplift the life of a girl. Or a woman, she just doesn't uplift the life, her life and the life of her family. She will uplift her whole community and society if she can. So there's a, like a multiplier effect. And so, um, in my day-to-day myself, how can I make things better? Not just from for my daughters, but for. You know, the women around me for the girls around me and, and for my daughters. I just make sure that I am present.'cause it's one thing to be around, but to be truly present. Right? To really, and for them to know that I am present and to understand that I am their biggest champion, their biggest resource. So that whenever they're thinking of. You know, going out and doing something or worrying about something or not sure about something that I am always available and, and in a nonjudgmental way, sometimes I might not agree, I may not show it. Right. I'll find a diplomatic way because as a mom, as children get older, your role changes. When they're little, you are everything. Physical, emotional, da, da, da. You're just trying to get them to do stuff. To get to. As they get older, they really need you more, even more emotionally and mentally because they start to deal with the world. So I find it to be my responsibility to make sure that they're able to navigate this world that we live in, and to always understand that it's not gonna be easy. You are always gonna have a lot of forces working. Against you. People are going to underestimate you. Um, you're gonna have to work. Twice as hard as everybody, but at the end of the day, you can only focus on what you can control and let everything else roll off. Like Taylor Swift said, shake it off. Like it doesn't. It's not a re, whatever happens outside of you is not a reflection of you. It's a reflection of that person. That to me is, it's something my mother passed along to me, and it's something I try to pass along, not just to my daughters, but to the people around me who sometimes feel like there are all of these forces against them and to think about it, that's them. That's their problem. That has nothing to do with me. I like that perspective. That's very powerful when, when you meet a young, I remember the first time both my daughters, I remember the first time they said that. They both took trips to like middle school. When you're in middle school, you take that last trip, eighth grade you go to, they went to dc they did the historical thing. They went to Pennsylvania and both of them in different language came back and said, Hmm, I felt a certain type of way. And I wondered, what is wrong with them? And I was like, my job is done. My job is done. Right.'cause whenever you feel a certain type of way and you're trying to figure out what it is that has happened to them, that's making them behave or think this way, you have won. Mm-hmm. That's good. Yes. That's good. You have raised some emotionally mature humans there. Good job, mom. And it's hard because you're a senior leader. I'm a business owner. Like there's always work to do. I think there was one evening last week when my daughter wanted to play a game, like a board game. God, I have all this stuff I have to do. And I was like, ah, okay, fine. And I set it aside and we had fun. But it is, those little things present that matter to them most. Yes. More so than did you get them Christmas presents or, you know, whatever. It's the time, isn't it? It really is. And just being there for them and with them. Yes. And being present. My daughter said something the other day that kind of. Stop me in my track. She says,'cause I was like in, the middle of something and she wanted something and I was like, oh my gosh, can I just finish what I'm doing? And she says, you don't see me all day. You didn't see me all day. And I'm just asking. I was like, oh my gosh. I stopped right there. I was like, what is it? What is it? Let's do it right now. Sometimes you need that too. You need a little bit of perspective like, yeah, I didn't see you all day. Why am I not making any time for you? Correct. Yes. She checked you. I wanna talk a little bit about the community bots. So let me segue there and then we'll wrap up. So, talking about lifting up the entire community of the next generation of girls. Mm-hmm. Can you tell me a little bit about the. AI Community Bots program that you're involved with. Yes. So I thank you for asking about that. The Community Bots is a nonprofit organization that I'm on the advisory board of that organization and they provide a STEM robotics training, for teachers and girls and also equipment. They collect equipment, so used up laptops or Lego pieces or like. Any type of equipment that can help train the girls how to build robots. They have programs in New York, the Dominican Republic, Jamaica, where else? Nicaragua and Columbia. And they also have partnerships with different organizations, like they have one with ServiceNow, where women that work within those organizations mentor the girls. A lot of times they're looking for Spanish speaking people, but really their program runs on donations of equipment and also obviously, you know, money, right? But to date, they have made a tremendous impact. And a lot of those girls actually, once they go out into the world and they become engineers or you know, computer scientists or data analysts, they come back. And give back to their communities. That whole thing we're talking about when you uplift a girl, she'll always come back and uplift her community. So it's, um, it's been very, a very, very satisfying, program to be a part of and they do great work. That sounds really fun. Like bridging the gap for women in tech, and doing it in a fun way, like taking recycled parts and building a robot. That sounds cool. I actually, I wanna do that. I know. And when you see the robots that they built and when you see the transformation with the girls, because at first they're like, oh my gosh, I. Be an engineer, like build stuff, build robots. And a lot of times they have found that the most effective way of getting the girls excited about it is when they, they marry the, the building with a cause, right? Like, we're building this, let's build this to help, you know, be able to give this community more water. Or you know, like when they tie it in with a cause the girls get so excited. So beautiful program. Yeah. Really. That is girl energy entirely. Yes. Right. That's a conversation for another day. But research shows that female founders will tend to found companies that cure some of society's ills or help unfortunate people or things like that. And it's not just about making money. Right. So they have more socializing. So that's not surprising. Okay. Alright, well let's wrap this up'cause I have to get you onto your day. Where can the audience find more about you and also the Community Bots program and maybe how they could donate equipment? Yes, absolutely. For the Community Bots program, just go to community Boss Door. And you should be able to donate and you should be able to see the link, not just to donate money, if you want to donate money, but also if you wanna donate equipment as well. So community bots.org. And then for me, LinkedIn is the best place to find me. If you look forward to DK, I should show up. Yeah. Wonderful. I'll link that in the show notes as well. Wonderful. Thank you. Well, it was a pleasure talking to you. Thank you for joining. This is Insightful. And for my guests, thank you for joining us on Revenue Remix. Remember to scribe on your favorite podcast platform and our YouTube channel for more insights and interviews. And as I always tell my clients, when your team's strategies and goals align, growth isn't just possible. It's inevitable. I will see you next week.