Unlock HubSpot's AI Tools: The Must-Know AI Features Hidden in Your CRM [Endless Customers Podcast Ep. 93]

This transcript has been generated by AI and has not checked for accuracy.

00:00:00:00 

Jessica Palmeri

Alex, did you hear? It's almost Christmas time again.

 

00:00:02:09

Alex Winter

It's the most wonderful time of that night. What's. What's going on?

 

00:00:07:10

Jessica Palmeri

I mean, so for HubSpot users, Christmas comes to us a year, and it's not December.

 

00:00:12:08 

Alex Winter

Okay. Explain.

 

00:00:13:22 

Jessica Palmeri

Inbound. When we get all the fun product updates and releases and you promise all of these things to come. And then spring Spotlight when all of these things actually come to fruition.

 

00:00:23:00 

Alex Winter

Oh nice. Spring spotlight.

 

00:00:24:12 

Jessica Palmeri

We're only a few weeks away. So we are going to be looking at exactly what the heck do they promise in the fall and what can we look forward to in the spring?

 

00:00:38:20 

Alex Winter

We have a really exciting announcement for all of our viewers and listeners out there. The new book, Endless Customers by Marcus Sheridan and the team here at impact comes out in April of 2025, which is really exciting. But, you know, it's more exciting. You can go right now, today to endless customers.com and preorder your copy. And if you do so, there's all sorts of great bonus content that you're going to get that you wouldn't normally get if you don't preorder.

 

00:01:04:22 

Alex Winter

So again, go to Endless customers.com and preorder your copy today. So you can learn how to earn trust and win more business in the age of AI.

 

00:01:13:10 

Alex Winter

Welcome back to Endless Customers. I am your host, Alex Winter, and today we're joined by Jessica Palmeri. She's our director of HubSpot training here at impact. Jess, welcome back to the show.

 

00:01:22:04

Jessica Palmeri

Thanks, Alex. It's so great to be back.

 

00:01:23:23 

Alex Winter

It's great to have you back. It's been a minute. I am so glad you're back on the show because we have a lot of stuff to talk about.

 

00:01:28:23 

Jessica Palmeri

I know what I was just saying. What do you guys, like, lose my number? You don't like me anymore. We've moved on to another CRM. Like, what are you talking about?

 

00:01:35:08 

Alex Winter

We better not have moved on to.

 

00:01:36:20 

Jessica Palmeri

Better not have moved on to another CRM.

 

00:01:38:21 

Alex Winter

The only one that matters.

 

00:01:40:06 

Jessica Palmeri

I mean, we drink orange Kool-Aid for life around here. Okay.

 

00:01:42:13

Alex Winter

That's right. It's my favorite color, so we got to stick. Stick to it.

 

00:01:45:11 

Jessica Palmeri

You look good. Orange. I'm sure you.

 

00:01:46:19 

Alex Winter

Do. All right, well, we got a lot of ground to cover. Yeah, I think a good place to start is to talk about AI specifically with HubSpot. Because the last conversation we had was before inbound. Yes. And we had talked about all the potential things that were rolling out and all the things that you were excited about. Yeah, I'd love to like, have the after inbound conversation, what rolled out where we're at.

 

00:02:05:09 

Alex Winter

And I think we can kick things off just talking about all things AI.

 

00:02:08:03 

Jessica Palmeri

Yeah, I mean, there's so much of a focus and I this year, especially at HubSpot, but really across the board, I mean, you cannot go anywhere on the internet without hearing about AI these days, and HubSpot is no exception. Yeah. We really are pushing forward into the future with these new technologies and HubSpot is really trying to lean in to really incorporate AI into as many different areas of the tool that people are already using.

 

00:02:33:16 

Jessica Palmeri

You're already paying for HubSpot. You're already paying for this really powerful software that your team should, if you're using it correctly, should be using on a daily basis. So yes, if it's already built in to this existing tool that you're logging into on a daily basis to, you know, log your notes or, you know, review your deals, why wouldn't you take advantage of new technology that's designed to make that process smarter and faster?

 

00:02:57:03 

Alex Winter

Yeah, if you're already in there, you should be leveraging these tools and taking full advantage of.

 

00:03:01:04

Jessica Palmeri

What you're paying for them. Why not start using them? Yeah. And they really make it obvious. So

 

00:03:06:01 

Jessica Palmeri

If you've logged into your HubSpot portal and last minute, you'll notice that there it's new shiny little diamond icons everywhere you look.

 

00:03:11:20 

Jessica Palmeri

That is an indication that HubSpot has infused AI technology into that area of the tool. And I'm really excited that every single time even I log in and I log in pretty much on an hourly basis, you know. Morning. Yeah, yeah, morning, noon and night. You can see even more areas. I'm surprised. Honestly, half the time of.

 

00:03:30:13 

Jessica Palmeri

Oh, I didn't know I could do that. Oh, that's a really cool thing. To check out.

 

00:03:33:23 

Alex Winter

So just interject there. Constantly working on stuff. Oh, yes. I'm. I'm surprised too, because when I log in, you'll be proud of me. I've been. I've been using the CRM finally. Yeah, right. I've been I've been taking your advice. I've been really trying to get more active with our HubSpot portal. But I see the I see the little diamonds, too, and I get all these suggestions too.

 

00:03:51:03 

Alex Winter

And it's pretty. And I won't say overwhelming because it's a good feeling of like, wow, there's all these new things happening on a regular basis. It's just cool to see it constantly being updated and all the work they're putting in it looks like that's a major focus for them.

 

00:04:03:07 

Jessica Palmeri

Exactly. It really is. I mean, HubSpot is leaning into AI in a big way. They want to really lean in to their core customer, which is someone who needs technology to power their business, but they don't need a, you know, customized CRM that's, you know, built out to the wazoo. That requires a full time, you know, highly paid administrator just to even turn the thing on.

 

00:04:24:08 

Jessica Palmeri

Right. This is a CRM for the people. It does have that customization. It does have that ability to be that complex. But for the average business owner, you can really see value in the tools that you're paying for right out of the box. It's designed for usability, and AI is no exception here. It's designed to be built in to the places that you're already going on a day to day basis.

 

00:04:43:20 

Jessica Palmeri

So that's one of the things that I find most exciting. So we're seeing all these little AI diamonds everywhere across the tool, but we're also seeing these moments where the AI algorithm is constantly asking for feedback. I was just on a sales call. Or not, sorry, a sales training call with a team yesterday.

 

00:05:00:07 

Jessica Palmeri

And we were looking at these AI driven deal scores. So that means that if you and I were in a sales conversation, Alex and we were, you know, had an active deal on the deals board, you know, driving you through the pipeline.

 

00:05:12:14 

Jessica Palmeri

we could be looking at different conversations, whether those be recorded conversations, via zoom calls or over the phone. Or they could be, you know, text message conversations or email emails. Yeah, exactly. So what? By whatever means we're communicating, as long as that information is being logged into the CRM, we have this algorithm working in the background to analyze and synthesize that really complex information to give you a snapshot of where we think this deal stands and what is the likelihood to close.

 

00:05:40:09 

Jessica Palmeri

So it's no longer just based on, you know, if this is in this deal stage, it's this likelihood probability close. It's no more a gut check by a, you know, sales rep that might be trying to juice their numbers for the quarter of, like, oh, yeah, I'm definitely going to close that million dollar deal. It's driven by a third party, you know, objective, you know, algorithm and technology that's actually based on these signals and the noise.

 

00:06:04:06 

Jessica Palmeri

We can see that on, you know, this email that came in on January 2nd, Alex said that he's really interested in buying Hubspot's sales up software, but cost is a consideration. So that would actually surface. That fact that you used cost is a consideration in an email from 2 or 3 months ago and say, hey, this is there's some really great indications that this deal is moving forward.

 

00:06:28:02 

Jessica Palmeri

You know, it's, you know, there's constant activity back and forth. Alex seems like he's replying back in a timely manner. We constantly have next steps or calls book to move that conversation forward. But he indicated very early in the sales conversation that cost was going to be a factor in his decision making process. It will also note if you mention any competitors, which I won't name names here, but if you mention those competitors, that would also be something that would dynamically affect your overall deal score.

 

00:06:53:23 

Jessica Palmeri

So now in addition to, you know, putting in your deal forecast or looking at your deal probability rate, you can look at your AI driven probability score to see, you know, what are the positive and negative factors that are going into whether this deal has a likelihood to close. And that's a really strong indicator that all of this unstructured data that exists in the database is now being put into an order that I can actually read, understand.

 

00:07:18:04

Jessica Palmeri

And the most important thing in my mind is that you, as the user, can give that, AI algorithm context and you can actually give it feedback. So say you do mention cost as a consideration, but in the next line of your email you say cost is a consideration. But I think HubSpot is totally worth the cost. AI money is no object.

 

00:07:35:14 

Jessica Palmeri

Yes, you said the key phrase costs consideration, but then you negated that in the next race. So I can actually give a little thumbs down saying, hey, I robot, you're not getting the full context here. This is actually you're missing the points. And you can actually say, disregard this, this data point, this piece, and it'll learn for next time to look for the larger context.

 

00:07:54:21 

Alex Winter

so it really it really is important for you to give the feedback and to. Yes, it's almost like I'm thinking about ChatGPT where like when you create a custom GPT, it's a little clunky at first because it's learning and you have to give it the prompts and you have to give it like the different inputs needed for it to learn and understand what specifically looking for it.

 

00:08:11:18 

Alex Winter

And over time, it just gets better as you fine tune it more and more.

 

00:08:14:22

Jessica Palmeri

Absolutely. I mean, the the challenge and promise of AI is that they they say it can do all these amazing things. And it's true AI astounds me every single day of what's possible. But the truth is that there's a lot of fine tuning and hard work that goes into making that algorithm all it can be.

 

00:08:34:01 

Jessica Palmeri

So if you think you're AI copilot in this, instance is going to magically read your mind and understand all the nuances of your organization, it's just not the case today. Now, hopefully in the future, you know, they're continuing to make updates. They're releasing, product updates on regular cadence. It's not like there's just like one product release at the end of, you know, every week that you can look forward to.

 

00:08:55:05 

Jessica Palmeri

It's constantly sending in updates to the system. You know, I'm constantly surprised by new things that are popping up of in beta available for, you know, you to try out. So never be, you know, shocked if you try something out once it's not that great. And then you go back two, three, four weeks later and you're like, wait a second, they've made some improvements.

 

00:09:14:21 

Jessica Palmeri

Now I could see a real use case here. Yeah. So you have to be patient as the technology develops. And you also have to be willing to give that I, you know, assistance and feedback to say this is how I want you to make the interpretation. Yeah.

 

00:09:27:15 

Alex Winter

You have to be open to experimenting with it too, because I think that's happened to me in the past where like, I'll try a tool. I'm really excited about some new AI gadget or whatever it is, and I try it, and it's not as good as I had hoped or what I thought it would be. And then I'm like, very judgy about it.

 

00:09:40:10 

Alex Winter

I'm like, oh man, I'm not going to use that anymore. But then you come back it it's so rapid how fast it advances where like come back in a week. And some of those problems that were clunky are no longer problems because they're working through it. And the AI is learning. So there's something else too, that I want to point out that you said when you talk about the AI lead score, when they're in these different pipeline or stages for a CEO or for a sales manager, that must be incredible information, because at a glance, you can just go look at this and know pretty quickly and accurately where your deal stand and what

 

00:10:09:06 

Alex Winter

what's actually going to come across the finish line versus like what some salespeople might just be.

 

00:10:13:00 

Jessica Palmeri

Oh, completely.

 

00:10:13:21 

Alex Winter

Under over inflating or whatever the case is.

 

00:10:16:07 

Jessica Palmeri

The AI doesn't lie. Your sales reps might, but your AI robot definitely doesn't lie. That's right. So, for a CEO, this is a new, powerful view of everything in your pipeline because, you know, all the CEO wants to know is, where do we stand? Am I going to actually hit my, forecast this quarter? And you know what?

 

00:10:32:18 

Jessica Palmeri

Do I have to report back to the board or, you know, the other stakeholders in the business? So the more that we can empower our CEOs to not necessarily like they don't have to be the ones that train the model, but they have to be able to the ones to to know where these new, resources are in the tool to know how to critically evaluate them.

 

00:10:51:19 

Jessica Palmeri

And in the best case scenario, if you have an overactive CEO that wants to be up in everybody's biz, they will have that information that they crave without constantly shoulder tapping their reps to say, hey, where do you stand? Where's this deal? I thought this one was moving forward. If you are logging everything in the system, the system will interpret that and kind of bubble up those great deals to the top.

 

00:11:15:22 

Jessica Palmeri

And if we are actually, again, making sure that everything is in a format that HubSpot can read and understand, and there's no reason why we can't have an accurate understanding of our forecast.

 

00:11:26:13 

Alex Winter

Yeah. That's fascinating, I love it. So we also talked up quite a bit about some other tools when you were last on the show. I'm just going to rehash some notes here. We talked about breeze Copilot. Yes. Can we, can we talk a little bit about that and revisit that as well? Because I think that and we we talked about breeze agents too, but I'm just curious about the whole breeze ecosystem.

 

00:11:42:20 

Alex Winter

Sure. That's app.

 

00:11:43:21

Jessica Palmeri

So there are three big, pushes at inbound that we're really, you know, lionized as like the next big thing in the HubSpot ecosystem. Some have fully, come to fruition and I see clients using these new tools on a regular basis, and they are exceeding my expectations. There are other tools that are a little bit slower out of the gate, and there's still a lot of promise, and I will preface this by saying that we are recording this in March, and there's a little thing coming in April called Spring Spotlight.

 

00:12:14:18 

Jessica Palmeri

And I don't know if you know about this, Alex, but there are two times a year when Christmas comes early. One is it inbound when, Yamani and the rest of the HubSpot community basically drop a lot of product updates and they have everyone together at their conference, and they talk about all the great new things that the tool can do, and they basically preview all the great things to come.

 

00:12:33:22 

Jessica Palmeri

And then most of the time, the things that are previewed at inbound that don't really feel fully baked out, get fully baked out and that are, you know, dropped in the other big Christmas event of the year, spring Spotlight, where they, you know, drop hundreds of product updates all within a day. So by mid-April, you're going to see a lot of, these new tools come maybe further baked further to fruition.

 

00:12:58:06 

Jessica Palmeri

But as of today, copilot honestly has impressed me with copilot. Is that, you know, handy dandy, sidekick that you have at any point in HubSpot? It's kind of what I was talking about before that, copilot can summarize your records, say, hey, where do we leave off in this conversation? It can pull some of that unstructured data that I was talking about from email communication or logged, phone calls or recorded zoom meetings and pull and synthesize that data into, you know, a record to say, hey, this is the overall deal score that likelihood to close that we were talking about.

 

00:13:30:10

Jessica Palmeri

So copilot is doing a lot of work behind the scenes. You can ask questions. You can use it in a marketing sense to help, you know, really try to rewrite certain pieces of communication. You can rewrite, different email communication. You can translate email communication. So it has a lot of different use cases. And it has been if you really lean into all of the different prompts that you can use, really play with it, it has gotten significantly better month over month as it's continued to evolve.

 

00:13:59:00 

Jessica Palmeri

So I'm really impressed by breeze Copilots across the board.

 

00:14:02:04 

Alex Winter

Nice.

 

00:14:02:16 

Jessica Palmeri

Now breeze agents are like, think of secret agents and special missions. They are applications of AI within the tool. So there's the social media agent, the content agent, the prospecting agent, and the customer agent. These are.

 

00:14:14:04 

Alex Winter

And the double O7 agent of.

 

00:14:15:14 

Jessica Palmeri

Course. Yeah. And James Bond is hanging up in there somewhere. I'm not quite sure which area he hangs out in the most, but you know, he's somewhere.

 

00:14:23:16 - 00:14:25:17

Alex Winter

I have to do it. I'm sorry. Forgive me. I know.

 

00:14:25:17 

Jessica Palmeri

I know, Ian Fleming would be proud. But overall, these agents, some are in beta, some are, like, in public beta. So they're still kind of, you know, coming along. Some are more fully baked out than others. We are still waiting for the promise to be delivered on these. I'm most excited by the prospecting agent, because I think that will help a lot of sales reps who, you know, want to look for those signals in the noise to figure out who the heck should I be reaching out to?

 

00:14:51:10 

Jessica Palmeri

You can either do it and, use this prospecting agent in a fully autonomous or semi-autonomous way so that, you know, if you show signs of life and signals that you're on our pricing page, viewing our products or services, that prospecting agent can either fully craft and send you an email or it can fully craft and drop an email for that sales rep to tweak, modify, and improve and then send out.

 

00:15:11:20

Jessica Palmeri

So very cool. In theory, this is going to be really big. It's still in beta. I played around with it a little bit, and I don't have a lot of sales teams that are fully adopting it yet because, again, still in the early stages.

 

00:15:23:04 

Alex Winter

Of my beta.

 

00:15:23:15 

Jessica Palmeri

Out. Exactly. So it has a lot of promise, but I want to see it actually come to fruition before I say, yeah, that's that's going to be a fantastic use. Now same thing with content agent, social media agent. There's some great elements there. We want to make sure that we can scale our social strategy and make sure that when we're producing great content, we also have a distribution strategy that can work.

 

00:15:44:22 

Jessica Palmeri

So social media agents can be really great for that. That's in the marketing hub. Content agent lives in Content Hub, so you can use that to actually generate your content, right? You know, write out all of your blog blog posts and, you know, use all of these different tools to create those first drafts or rewrite those first drafts.

 

00:16:01:17 

Alex Winter

So get some automation going.

 

00:16:03:09 

Jessica Palmeri

Exactly. And for the content manager that is now being asked to do more with less, AI is going to not just become a nice to have, but it's going to come a need to have you need to have these tools in place to be able to do the new requirements of your job. Because if you can't, and if you stick to these old school strategies, you won't be able to keep up with the pace of the new workload.

 

00:16:22:16 

Jessica Palmeri

That's the.

 

00:16:22:22 

Alex Winter

Key. That's so well, setting this. And then we had Marcus in office not too long ago, and we talked about that at length where it's like you might be really good at what you do. Yeah, I is I is not going anywhere. And I think people are starting to lean into it more where you have to leverage these tools and get familiar with them, because it's only going to help you do your job better.

 

00:16:38:09 

Alex Winter

Exactly. You just you have to embrace it. It's that's where we're at.

 

00:16:40:21 

Jessica Palmeri

And the last piece of the puzzle is the customer agent. I mean, that's really a an AI chat bot that can surface the right knowledge base article, the right blog article based on, a prospect or, you know, website visitors question. And I mean, if that's not they ask answer driven. I don't know what is. But again, it's probably, farther along than some, the customer agent has been out there longest in beta.

 

00:17:05:07 

Jessica Palmeri

So they are getting to the point where, you know, I can see some real use cases for it. But overall, like this is still kind of a wait and see. I could be eating my words in a couple of weeks because maybe they're going to drop a ton of new updates at Spring Spotlight, right? And then suddenly all these tools become, you know, really valuable, really easy to use right at the box.

 

00:17:21:08 

Jessica Palmeri

I think that they are working on those things. But it's just a matter of finding those really practical use cases because you need to meet people where they're at to make sure that we can actually see not just the promise of AI, but actually the practical application of AI, too.

 

00:17:34:17 

Alex Winter

Well, and that's the that's the biggest key when we talk about endless customers is that is that we're building trust. And so all of these tools and all this technology, as cool as it is and as fun as it is, we're just leveraging that to help meet people where they are and build trust. And that's that's the key.

 

00:17:47:13 

Alex Winter

You can't forget about that. That's the baseline for everything we're doing.

 

00:17:50:03 

Jessica Palmeri

Exactly. I mean, I think that the last piece of the puzzle so we talked about copilot being, you know, a really great, you know, exceeding expectations tool within system. Like if you're not playing around copilot even as a sales rep, that's just prepping for that next meeting. There's a prompt for that that's going to do your, you know, internet research for you just so you can, like, try it out.

 

00:18:06:16 

Jessica Palmeri

Exactly. There's no there's no reason not to use something like copilot just to see if you can, like, you know, glean some certain information. I it's helped me out on my sales calls, you know, because I'm someone who, you know, maybe should be prepping a little bit earlier than when I've about to jump on a meeting. But, I'm a really big fan of being able to, you know, just ask copilot, like, hey, summarize this record for me.

 

00:18:27:00 

Jessica Palmeri

Tell me about the conversation.

 

00:18:28:04 

Alex Winter

That's the key, guys. I think sometimes for me, when I get on calls, I, I'm good with the prep piece. But then what happens is when I'm on a call. Yeah, I tend to like almost black out because I'm so excited about all the fields where like, I don't take good enough notes and I wish I like I remember something, but I forget exactly what.

 

00:18:43:02 

Alex Winter

So to be able to go to copilot and say like, hey, can you summarize this? Can you tell me about that? It's it's invaluable. It's really a game changer, at least for me.

 

00:18:50:01 

Jessica Palmeri

It's going to be your new favorite thing to use when you're trying to, watch some sales call recordings or use the tool in other areas. Definitely. There you go.

 

00:18:56:03 

Alex Winter

Yes.

 

00:18:57:02 

Jessica Palmeri

But the last thing that I actually am excited about that I was playing with, this morning was, breach intelligence. Now, this is the end result of Hubspot's recent, clear cut acquisition. So it was something we talked about in the fall about, like, is this a zoom info killer? And it's it's it is, it is it isn't.

 

00:19:15:05 

Jessica Palmeri

Because, I mean,

 

00:19:17:02 

Jessica Palmeri

so the last piece of the puzzle that I'll talk about is bridge intelligence. And this is actually something that I was playing with this morning because, we have started using it within, in fact, ourselves to figure out exactly how can we leverage, you know, data available on the internet to figure out what are our prospects, you know, backgrounds, what technology are they using?

 

00:19:37:08 

Jessica Palmeri

You know, find all that rich company information based on who is actually showing buying intent on our website. So this is this new area that we are really excited to explore. It is exceeding my expectations. Personally, because of all of the AI elements that are baked into that buyer intent area. So I can use buyer intent to say, look at every single company, whether they exist in my CRM or if they don't exist in my CRM today.

 

00:20:01:17 

Jessica Palmeri

To see who is visiting our website, who might be showing some intent to buy based on the pages or actions that they're taking. And do they exist in my ideal target market, or are they somewhere outside someone I could still do business with? Or are they completely removed? Like, are they in a country that I just actually don't do business with?

 

00:20:21:03 

Jessica Palmeri

So they could be showing all the intent that they want, but I'm not going to be able to actually sign a contract with them. So, this is a really promising area that we can actually leverage AI to supercharge our prospecting,

 

00:20:32:09 

Jessica Palmeri

for the OG users of Hubspot's prospecting tool, that we're used to seeing, you know, which companies have been visiting their website.

 

00:20:40:02 

Jessica Palmeri

This is the next evolution of that. It's honestly much more powerful, much more, enriched. So it really allows you to see exactly how you can use this to your advantage. And I was actually just creating impact sales team on like, let's, let's connect the pieces of the puzzle. How can you start with, buyer intent, identify potential prospects, choose your outreach outreach strategy, whether they we have contacts in our database that we can reach out to again, or are these folks that we want to engage maybe on LinkedIn, you know, find the right person to reach out to to say, hey, I see you're in the market for, you know, sales training or marketing

 

00:21:14:05 

Jessica Palmeri

training. You know, let's start that conversation. But this is a really great way to to leverage all of the data that's available. But it does come out of additional cost. So we have made the investment to get an initial pack of freeze intelligence credits to try to, you know, look at whether these contacts can be enriched.

 

00:21:33:13 

Jessica Palmeri

These companies can be enriched to see more data, information about them before you reach out. It's still something that we're testing. But, you know, testing iteration is the foundation of what we do around here. We want to test and iterate and figure out is there a better way to sell, and have we just not figured it out yet?

 

00:21:45:16 

Jessica Palmeri

So I'm really excited about that.

 

00:21:47:06 

Alex Winter

It sounds like it. It sounds like you're excited and you don't get excited easily. So I feel like that that really means something. And if you're testing and iterating, that's that's the key to learning how these tools are going to work to your advantage. And I feel like I know it's an added cost, but I'm curious when we meet next time.

 

00:22:02:16 

Alex Winter

Yeah, if it's if it's worth the cost and it sounds like it's, it's going to be an exciting combo.

 

00:22:06:09 

Jessica Palmeri

Just the functionality that comes. So like you get so many credits to enrich a record, but the actual added functionality in, the buyer intent tool was worth it, in my opinion, because then you have the ability to really filter and organize those, prospects that could be looking at your website showing intent. You have just so much more functionality to pinpoint exactly the companies you should be going after.

 

00:22:26:16 

Jessica Palmeri

Yeah. So enriching records and being able to pull in relevant and valuable information is one thing, but being able to really organize your prospecting efforts, that's a whole other thing that I think is absolutely worth, the investment.

 

00:22:36:18 

Alex Winter

Yeah, one for the sales team. It gives you the chance and the opportunity to be more proactive with real data versus being reactive with not so great data that may may be a good prospect or may end up wasting your time when you could be spending that time on better prospects.

 

00:22:50:21

Jessica Palmeri

I mean, the truth is that no one likes prospecting. If a sales rep tells you that they love cold outreach and prospecting, they are absolutely lying to liars. Lying to your face.

 

00:22:58:13 

Alex Winter

I love making 300 cold calls a day. It's my favorite.

 

00:23:00:18 

Jessica Palmeri

Exactly. But if we can make prospecting slightly more valuable, if we can make prospecting slightly more enjoyable, just because you have, you know, more confidence that you're reaching out to the right people at the right time, then I think we make prospecting slightly less painful for all of the sales reps listening right now that absolutely hate prospecting. Yeah.

 

00:23:22:03

Alex Winter

Yeah, I love talking about this stuff, because I also know that even though we were applying some of this to ourselves and we're doing our own experimentation here at impact, you also work with a lot of clients. I do work with a lot of folks and train and coach and help a lot of different teams, across the board with their AI tools and HubSpot in their CRMs in general.

 

00:23:38:02 

Alex Winter

So do we have any like, real world examples or some stories that you could share with us?

 

00:23:41:14 

Jessica Palmeri

Oh for sure.

 

00:23:42:11 

Alex Winter

Yeah. What's going on in the streets?

 

00:23:43:14 

Jessica Palmeri

Exactly, exactly. So there are a couple of tools that have been really standing out and shining, in my opinion, so I wanted to at least highlight some of those use cases so that you, listener can, you know, go look these up, see how you can access them in your tools, get excited. Exactly. So for

 

00:23:59:16 

Jessica Palmeri

different tools in HubSpot that are being released all the time that are really exciting and engaging, and a lot are again baked in with AI naturally.

 

00:24:09:05 

Jessica Palmeri

One of the tools that my clients are seeing a lot of value from are dynamic sequences.

 

00:24:13:12 

Jessica Palmeri

This is a short term fix as we wait for the prospecting agent to go live in the long term. Okay. So this is a, you know, a tool that allows you to basically add some, some listening skills to your sequences. So most of the time sequences were just automated emails. So it's a 1 to 1 format.

 

00:24:33:07 

Jessica Palmeri

So from Alex Winter's inbox you would email, you know, just plumbers inbox and you would send me one email and then you would assume that I'm going to completely ignore you because I hate your guts and can't stand listening to you. Love you. And, you would assume, okay, if Jess is going to ignore me outright, what's the next logical email that I would send her the next logical message?

 

00:24:55:14 

Jessica Palmeri

How long would I wait to reply to her? And basically, you can preprogram your outreach assuming that no one's getting back to you. So I'm going to assume that Alex Winter has no friends and that he has to.

 

00:25:06:16 

Alex Winter

I told you not to talk to me.

 

00:25:07:23 

Jessica Palmeri

I mean, I'm just sharing the truth of the world here, buddy. So we are assuming that Alex Winter has no friends. He's trying to get everyone to reply to his Christmas party. That really just has a sad, sad invite list right now. Or no one's actually RSVP. And, and so you would basically be able to send out an initial email that says, hey, I, Christmas bash,

 

00:25:28:20 

Alex Winter

Ugly Sweater party.

 

00:25:29:19 

Jessica Palmeri

Exactly. Click this link to, RSVP. And then you assume that everyone would ignore that first email because they're busy. They have better things to do. And, you know, they really don't want to get back to you. And then you would think, okay, what's that logical next step? Okay. 2 or 3 days from now, I'm going to send out another email that says, hey, Jess, I really want you to come to my ugly sweater party.

 

00:25:49:01 

Jessica Palmeri

Can you please click this link to RSVP? So you figure out the cadence, how many times you want to follow up, you know, before you really come to that realization and that existential crisis in life that you have absolutely no friends, Alex. And then, you know, then you finally send a breakup email saying, you know what? I get it.

 

00:26:05:01 

Jessica Palmeri

You're tired of hearing from me. I will just go off and, you know, wear.

 

00:26:08:09 

Alex Winter

My ugly sweater all by myself.

 

00:26:09:14 

Jessica Palmeri

Exactly, exactly, exactly. So in the past, all you could do is set the cadence of the outreach and say, okay, this is the first message to send assuming that no, there's no response, this is the second message I want to send, and so on and so forth. Yeah, you might be able to sprinkle in some other outreach channels.

 

00:26:24:06 

Jessica Palmeri

So maybe you send, you know, some emails first and then you set yourself a task to make a phone call or maybe set a task to do some LinkedIn outreach. But either way, you're going to sort of set your recipe for success. That's a traditional sequence in HubSpot, right? The dynamic sequence is basically going to set up that series of automated emails.

 

00:26:42:21 

Jessica Palmeri

But in the past, the only way to get out of the automation of just email after email after email is to actually, you know, click on that link to book a meeting with you, in HubSpot terms, or reply back. So one of those two actions will essentially knock you out of that automation loop and then move you to, place where you would, get to a 1 to 1 conversation with you.

 

00:27:07:00 

Jessica Palmeri

Alex.

 

00:27:07:18 

Jessica Palmeri

the thing with the dynamic sequences is that it actually can look for more signals in the noise. So in addition to looking for me to book a meeting on your calendar, apply, it would look to see how many times have I opened, the email, how many times have I clicked?

 

00:27:20:17 

Jessica Palmeri

And if I do that enough times, at least it's showing a sign of life that maybe I am actually interested in going to your lame party. So it would take you out of that automation and immediately assign you a task to say, okay, call Jess's cell phone right now because she's thinking about you and you need to reach out to.

 

00:27:36:12 

Alex Winter

Some thirsty exactly to know what's happening.

 

00:27:38:11 

Jessica Palmeri

Exactly.

 

00:27:39:03 

Alex Winter

And what's what are you wearing exactly.

 

00:27:41:13

Jessica Palmeri

Exactly. So dynamic sequences can do that. So you can basically send people through a series of automated emails, but if they show enough interest, if they say enough signals in the noise, it will pull them out of that automation and actually assign a manual task to a rep to say, hey, strike while the iron is hot. This is the time to reach out to just go give her a phone call or go reach out to her on LinkedIn.

 

00:28:00:18 

Jessica Palmeri

So it's a really interesting way to kind of use that. A different signals, different different buyer behavior, an intent to, reach out to them.

 

00:28:09:23 

Alex Winter

Yeah. Well you get you get real time data. So you get to see what's happening in real time versus assuming and trying to make guesses. And yeah, just like setting it and forgetting it and hope that it's going to work.

 

00:28:18:17 

Jessica Palmeri

Well. So you do get real time data, but you don't even have to look at it. Do you just have to trust that the AI is going to know this is the time to strike when the iron's hot? So before you might have to actually watch it on a regular basis to see who's opening the email, who's so like, watch all of your notifications from all of that interaction.

 

00:28:34:04

Jessica Palmeri

Now the AI's doing that for you. You just set it, forget it. And then as soon as it it's relevant for you to send a text message or reach out for your phone.

 

00:28:40:22 

Alex Winter

Unless you know, it's.

 

00:28:41:14 

Jessica Palmeri

Going to let you know. Very cool. So that's that's dynamic sequences. Yeah. Plenty of clients have found some really great value in that, especially following it from events, because you do want to follow up with every single lead coming out of a trade show or coming out of a conference. But there's generally like those hot leads that you're like, oh my gosh, I'm going to call Alex tomorrow or I'm going to call, but follow immediately after the event.

 

00:29:03:02 

Jessica Palmeri

But then there are some other leads. You're like, yeah, Marcus, I don't know if he was really that interested. So I'm going to set an automated sequence, but I'm going to get a dynamic sequence of. He does show some interest. It'll alert me and basically say, hey, time to get on the phone. Marcus is interested.

 

00:29:16:23 

Alex Winter

Yeah. One also use the event as an example where if you have a lot of people to get back to. Yeah. And you're trying to keep track of all these different email chains and all these different conversations happening simultaneously. This gives you a really easy way to do that and interact with the people that are trying to trying to actually get back to you and.

 

00:29:32:18

Jessica Palmeri

The the best thing about sequence is that a lot. So a lot of folks see sequences as I'm going to create this cookie cutter template, I'm going to use the same one every time. And one of the things that I think is an underused area of sequences is that you can actually customize all the templates going out. It's kind of like batching your work all together.

 

00:29:48:07 

Jessica Palmeri

But if you and I had a great conversation at that trade show about, you know, something about your Christmas party coming up and your friends not going to it.

 

00:29:55:09 

Alex Winter

This is relentless. I'm going to be haunted by the Christmas party.

 

00:29:58:13 

Jessica Palmeri

I know, so if we had that conversation, you do have the power when you're launching a sequence to actually customize each email going out. Okay. To contextualize that information to that prospect.

 

00:30:10:21 

Alex Winter

So it's kind of defeats the purpose of setting it and forgetting it. But I find that if you batch your work upfront, so like you put yourself heads down for 2 or 3 days after the event, you send out all these sequences, dynamic sequences to run, but you're actually customizing each of those sequence templates to say, okay, this is the person who, yes, I remember who they were at the event.

 

00:30:29:09 

Alex Winter

I'm going to put in this little casual phrase or this reference. Those tiny little modifications will make it feel and seem more human. Yeah. Yes. You are still automating your outreach to go out every single time, but those little tweaks like you can always tell ones a form you know, you can always tell it's a form letter.

 

00:30:47:09 

Jessica Palmeri

You can.

 

00:30:48:00 

Alex Winter

It's you're not fooling anyone.

 

00:30:49:20

Jessica Palmeri

So I think that's the key with with what we're talking about is that people are getting wiser to this stuff every single day. So you have to start leaving some of those old tactics and techniques behind because people are privy. They know what's up. So you get you got to meet them where they are and be more human.

 

00:31:02:12 

Jessica Palmeri

Exactly. Or try your best to leverage AI to feel more human.

 

00:31:05:18 

Alex Winter

Exactly. I'm not saying don't use automation. I'm not saying don't don't use AI. I'm saying infuse that human touch. Because if you do, if you spend the time to, you know, customize the sequences before you hit send and all that automation, I think you'll see better results.

 

00:31:19:17 

Jessica Palmeri

Totally.

 

00:31:20:06 

Alex Winter

So don't just don't just go all and actually put and put in the effort.

 

00:31:25:09 

Jessica Palmeri

Yeah. So I have here as one of the notes, we were talking about Kyle Jepsen and leveraging the content remix, which is what we're talking about right now. Yes. After Impact Live in Hartford. He gave a great presentation, which everybody out there listening and watching. If you haven't been to an Impact Live, you're missing out. You got to check it out.

 

00:31:39:15 

Jessica Palmeri

We have one coming up in Chicago in about a month now. It's going to be exciting. Oh 14 through the 16th. So you'll get your tickets. But let's talk those. Go back to Kyle Jepsen, then talk about that. Sure. A little bit with his with his story because it's pretty fascinating.

 

00:31:51:16 

Alex Winter

So a couple weeks after Impact Live, it was very clear that you know, Kyle was very moved by what he saw at impact Live in Hartford. I was his first. And live. He chose to stay for the full event like he was supposed to come down for the day, and he was like, I'm having too much fun.

 

00:32:06:13 

Alex Winter

I'm going to hang out and, you know, really participate in the whole conference. And he's been to a ton of these events. He is Hubspot's first and only evangelist. So it is his job to come out to HubSpot related events, to speak to people, to speak to customers.

 

00:32:21:05 -

Jessica Palmeri

Not his first rodeo.

 

00:32:22:09 

Alex Winter

No, absolutely not his first rodeo. But he did say that there was something special in that room. And he really loved the concept of just answering people's questions. So when he went to that conference, he is also a HubSpot nerd, much like myself. But he was able to basically hear everything that Marcus was saying with, you know, and see it with fresh eyes and then say, what is this application that I could potentially employ for my friends, my family, but also use the power of HubSpot to really multiply my efforts.

 

00:32:52:00 

Alex Winter

And so he sent us this really excited email a couple of weeks after the event, saying I had my first, you know, the cancer win. And I really, really want to share it with you. So he's going to go into more detail of this win at Impact Live in, Chicago. So I won't spoil all the details, but suffice to say, he essentially followed the same, you know, prompt that any, you know, content manager does.

 

00:33:14:19

Alex Winter

They he sat down and he had, a family friend that had a small business, and he said, we're going to, you know, record a quick zoom. The basically is going to give us a transcript and you're going to answer all of these different questions, common questions that people might have about your business. And he did basically an hour long interview with her to say, let's go through all of these different elements, cost and pricing, you know, competitor analysis, all the big the big five, five, all the big hits.

 

00:33:40:12 

Alex Winter

Yes, exactly. Totally. So he went through and recorded 54 minutes of audio and then was able to use HubSpot to generate a transcript. And then he used that transcript to generate, blog posts, using content remixed. And then he remixed and remixed and remixed those blog posts with unique prompts with unique, you know, tailoring to make sure that he was getting the best version of that, that the that first draft of a content piece of content.

 

00:34:10:00 

Alex Winter

So he used content remix to, you know, basically remix that audio into a transcript and then use that transcript to remix it into blog drafts, and then remix those again to social post. So he was able to multiply his efforts to see that, that 54 minute, you know, audio recording suddenly became, you know, dozens and dozens of pieces of content, tons of.

 

00:34:31:03

Jessica Palmeri

Content.

 

00:34:31:17 

Alex Winter

Now.

 

00:34:32:02 

Jessica Palmeri

Across all sorts of different platforms.

 

00:34:33:15

Alex Winter

Exactly. Now, really.

 

00:34:34:14

Jessica Palmeri

Cool first.

 

00:34:35:07 

Alex Winter

Drafts across the board. We have to always remember AI is your key to a first draft. But I wouldn't go publishing it really, really right off the bat. You have to add that human touch.

 

00:34:43:18 

Jessica Palmeri

Without a.

 

00:34:44:01 

Alex Winter

Doubt. But he was able to just kind of sit down and rewrite those blog posts. And he's probably spent, you know, a few hours working on it. But over that time he produced like something like 18,000 words of content. Wow. From one one hour conversation and a few hours of editing. That's pretty. So it's just astounding to think how much you can leverage technology to multiply your efforts as a content manager, especially using something like HubSpot that not only builds those drafts because, let's be frank, you know, something like a ChatGPT can do that too.

 

00:35:14:09 

Alex Winter

But so much time and energy and effort is spent drafting the blog post within your content management system, in this case, HubSpot. We're actually building the podcast page. We're actually building the social media posts, right? So you can write all that content, but then you're still have to put it into the tool to publish it. When you work within Hubspot's Content Hub, it is drafting it in a format that you can then just hit publish.

 

00:35:38:03 

Alex Winter

It goes to Facebook. So that is some of those time saving elements that people don't realize that you're actually saving, not just the time to draft the new email, but also the time spent actually building that email, formatting it, putting it into HubSpot, you know, with the right, proper styling.

 

00:35:57:21 

Jessica Palmeri

Totally. That's it. Take the time for me where I start to, like, lose my patience is the formatting and trying to get everything. It's yeah, that's what. And I don't know why that shouldn't take the time, but that's what I end up spending most of my time on.

 

00:36:08:09 

Alex Winter

Exactly. No one, no one actually, like, realizes that that's where the time seconds you think, oh, if they have a draft and, you know Google Docs, okay. You're good. You you wrote your content for the week, you're done. But now you actually have to get the the content to be on your website. Yeah.

 

00:36:20:09 

Jessica Palmeri

So it's posted in schedule it. No no no it's all the same.

 

00:36:23:01 

Alex Winter

Yeah. Exactly. So using a tool like Hubspot's content Remix actually gives you the power to put that content into a format that can instantly be published. And I think that that's one thing that people don't realize is actually the true time saver for content managers out there.

 

00:36:37:11 

Jessica Palmeri

That's amazing. Very cool.

 

00:36:39:10 

Jessica Palmeri

Okay. So we had another story here bunch a bunch of great success stories here. Can we talk a little bit about Hubspot's core index page, and can you give us like a play by play of this recorded calls.

 

00:36:49:02 

Alex Winter

Exactly. So, I mean, logging calls in HubSpot is not, you know, it's one of the core features of functionality. And, this is actually a journey that impact has been on to integrate our zoom, accounts within HubSpot, which has been somewhat of a struggle. I mean, if you can use everything natively within HubSpot, everything kind of works as soon as you try to add a third party integration and it just can go haywire.

 

00:37:12:16 

Alex Winter

So there's been some consternation and frustration across the board with some of my colleagues. But I find it really valuable that as long as you go to something called the call index page and you look for recorded calls, I have my integration set up so that all of my calls, just live on that page so I can see a live feed of all of the different call recordings that have successfully logged to the CRM for that day.

 

00:37:33:17

Alex Winter

Now I have to train this model to say, hey, if this call has this call title, I want you to associate calls of this cadence to this company record. Whenever I use this acronym, I really mean this company account. But as I train that model, it basically knows to dynamically associate, you know, calls for, this particular acronym, client name to this particular company account.

 

00:37:59:13 

Alex Winter

I can then use, Breese to actually summarize these call recordings so that I don't need to remember what we talked about in this conversation so I can look for that little star icon or that little diamond icon and say, summarize this call. And those comments have actually been getting significantly better. So what does that mean for the average, you know, person using it to average sales manager?

 

00:38:18:15 

Alex Winter

Well, you can now see a live feed of all of the calls that have been successfully recorded in the tool. If you have sales reps that are newer in the roles or people that you want to coach and train, you can use that call index page to call out, okay, it looks like Connor had a 60 minute call with this prospect.

 

00:38:33:23 

Alex Winter

They have a deal in the pipeline and I want to make sure this was successful. You know, proposal presentation review. So you can go into that call. You can actually look at the call recording and see, you know, watch it right from within there. You can see what the record is associated to. Does. Is it tied to a deal, is tied to a company record again dynamically associated with I or solely trained to associate with the right records?

 

00:38:58:02 

Alex Winter

You know, I, you know, little bit of that human intervention never hurt me. Thing is here training the tool. But you can also see things like track terms. You can see things like, you know, call transcript to be able to search that transcript. So none of these features and functionality are really new, but when you combine it with these AI elements of being able to summarize that call instantly and then also think about some of the elements we talked about earlier, that now these call recordings are being fed into that deal predictive score element.

 

00:39:24:20 

Alex Winter

So the fact that you have your calls recorded in the software, it's training the AI to say this is actually a really strong contender for a closed one deal because of these topics that were discussed within the context of this call. So when all these different elements work together, you can have a really great culture of reviewing sales calls and improving performance.

 

00:39:45:10 

Alex Winter

You can also have really strong indicators for your AI algorithm about which deals are likely to close for your customer service folks. You can take a look at, you know, okay, I had this call with this client. Were there any warning signs? Were there any indicators of, you know, an unhappy client that you might want to get ahead of?

 

00:40:00:19 

Alex Winter

Yeah, there's a lot that we can do here with this technology when everything is, you know, functional and working together.

 

00:40:05:20 

Jessica Palmeri

Well, I feel like for, for clients and for people out there that are working the endless customer system, this is right up our alley, especially not just for sales, but for marketing too, because I'm here on the marketing team at impact and we have to listen to sales calls. We we get to witness role plays and it plays into the content that we create.

 

00:40:22:22

Jessica Palmeri

And it used to be if somebody was on an hour and a half long call, you had to watch the hour and a half long call. Maybe you can watch it at 1.5, but like you had to watch the whole call and take notes. Whereas now you get these summaries and I can search for specific things and it yeah, it makes the it just makes it so much more meaningful and faster.

 

00:40:38:22

Jessica Palmeri

And I can get what I need and really have, a greater impact than I would previously.

 

00:40:43:04 

Alex Winter

Oh, 1,000%. Especially like we work in teams here at impact. So you'll have like an executive coach or, an this customers coach that's really meeting with business leaders who are on that journey, to, to check in on their progress. And if one of my colleagues said, hey, we had a really great, you know, executive coaching call, and they mentioned HubSpot, I can't remember really where in the conversation came up, but they had this HubSpot question, can you go follow up with them?

 

00:41:07:03 

Alex Winter

I don't have to watch the whole call recording anymore. I just search for HubSpot in the transcript and then go directly to that, that particular element.

 

00:41:13:12 

Jessica Palmeri

It's pretty amazing. Yeah.

 

00:41:14:12 

Alex Winter

It's fantastic.

 

00:41:15:05 

Jessica Palmeri

So I in the Revenue Squad meetings two, because I think the overlap between sales and marketing, it just really it helps us to have way better conversations and more pointed conversations. And we don't spend time going like, I forget who was this call and who said this and what person said. It's like we can just get what we need and have way more meaningful.

 

00:41:31:05 

Alex Winter

And depending on your level of HubSpot, I mean, you can, like me as someone who delivers services, I can actually add my best call recordings to a playlist for the revenue team being team members to review so that way, if you're a sales rep that gets off a call and you're like, oh, this is definitely something that the marketing team is going to want to watch, because this particular prospect asked a bunch of questions that we've never heard before, but they're really relevant and valuable.

 

00:41:55:06 

Alex Winter

You can just add it to a queue and say, okay, Alex, the next time you go to the gym, you know, as you're on the treadmill, don't binge the latest season of whatever on Netflix. Watching sales calls. Yes. And actually, watch these, you know, in this playlist on, on HubSpot so that you can actually see the valuable insights that your sales team is calling out for you.

 

00:42:13:01 

Jessica Palmeri

Very cool.

 

00:42:13:20 

Alex Winter

So that's, that's that's one thing that we have been using successfully in-house to, to make this work.

 

00:42:18:04 

Jessica Palmeri

So that's really cool. I just got one more question before we wrap up that we've covered a lot of ground with these new tools and how fast they're being updated and how much is changing rapidly.

 

00:42:27:01 

Jessica Palmeri

And we're fastly approaching April. And yeah, your your Christmas. It sounds like with all the spotlight this spring, spotlight with all these updates coming out, what are you most excited about or like, what are you most anticipating as you guys be going to Spring Spotlight?

 

00:42:40:08 

Alex Winter

Oh, Alex, you're putting me on the spot because we don't actually know what's going to come out yet.

 

00:42:44:15 

Jessica Palmeri

So if you had to speculate and this is this is speculation. But like, is there something that you're like hoping for or wanting to see happen?

 

00:42:51:07 

Alex Winter

I think.

 

00:42:51:20 

Jessica Palmeri

Personal to you, obviously.

 

00:42:52:23 

Alex Winter

I think that they are going to really continue to invest in AI. So all of these, you know, agents and all of these tools, copilot everything is just getting these subtle upgrades recently that you can sort of start to, to read the tea leaves of where they're headed. Yeah. And every public statement by Yamani, the CEO and every other bigwig at HubSpot, everything has indicated they are going all in on AI to make people's lives easier and better.

 

00:43:18:23 

Alex Winter

So again, I think I mentioned this earlier in the conversation, but every time I log into the tool, especially with, you know, sales reps, people prospecting, you know, customer service agents, folks that have been through the grind of this job, day in and day out. Every time we log in on the tool and just explore, look for those little, AI diamond icons.

 

00:43:39:06 

Alex Winter

We always find them in new and interesting places, so I definitely see this as something that have a spot. It's going to continue to seriously invest in, and they want to approach AI in a very user friendly format. So I can't tell you exactly what new functionality is going to be coming out. Right. But I think that a huge, huge resource push is behind making Hubspot's CRM just the most AI integrated tool out there for the average business user.

 

00:44:07:03

Jessica Palmeri

Love it. So for our folks listening and watching right now, what's the one thing out of our conversation today that they should really take away? You can only give them one thing. What's what should they take away from this?

 

00:44:17:05 

Alex Winter

I just use copilot like it's in every single screen. If you click.

 

00:44:21:15 

Jessica Palmeri

On the diamonds. Exactly.

 

00:44:22:15 

Alex Winter

Copilot top right corner of any single screen that you are looking at in HubSpot. If you log into the tool and just start playing around with copilot, you'd be astounded with what is possible in that area. So I challenge you to try it once per day. Basically, try one new prompt. They will give you the prompts. They will say choose a button.

 

00:44:40:05 

Alex Winter

You don't have to type anything in. But just the the sales reps, you know that there I was just on the call yesterday with, someone who even called himself an old dog. I'm an old dog, Jess, you're gonna have to teach me some new tricks. I just showed him how to summarize a record. It'd be like, hey, you know, if you're going to reach out to this prospect, go to the record and just say copilot.

 

00:44:59:11 

Alex Winter

Summarize this record. Let me know everything I should know about this person before I jump on a call with them. Like, one click can really help to ease the burden of all of your research, all of your prep. So just be really open minded with trying out those new things. And if if you need some place to start, copilot really does, you know, across all areas the tool.

 

00:45:17:16 

Alex Winter

It can work for marketers. It can work for sales reps. It can for customer service reps. So no matter who you are, if you're listening out there, go check all that.

 

00:45:25:19

Jessica Palmeri

Absolutely love it. I couldn't agree more. I think some of the fear just the only way to get over that is you just got to try it. It's like it's like learning anything else too. I think some people hear the word AI and they're afraid it like they're tech adverse or they're just risk adverse or whatever the case is.

 

00:45:39:20 

Jessica Palmeri

And it's like, you know what? Anything that you've learned in your life, you had to start somewhere and you had to try it out. So don't be afraid to get your hands dirty. And Hubspot's made it really easy to. They really have to experiment and to have some fun with it.

 

00:45:50:12 

Alex Winter

It's built in directly to the tool. That's their design.

 

00:45:52:19 

Jessica Palmeri

What's the worst that can happen?

 

00:45:53:18 

Alex Winter

Exactly? Yeah, just try it out.

 

00:45:55:10 

Jessica Palmeri

Jess, thank you so much for being on the show and for all your insights. I love talking with you about technology and about HubSpot, especially me.

 

00:46:01:04 

Alex Winter

Too, Alex. And just so you know, I'm totally coming to your Christmas party next year.

 

00:46:04:04 

Jessica Palmeri

So thank you. Oh my gosh, I got one person we'll have to one have to like, cross-reference some list here and so we can get like maybe 2 or 3 more people.

 

00:46:11:01 

Alex Winter

To see exactly, exactly how many people do we actually need in order to make it a party. Yeah, we'll find that up. But that'll be a discussion topic for next time.

 

00:46:17:12 

Jessica Palmeri

For next time. That's okay. All right. Well, Jess, thanks again for being on the show. Yeah. And for everybody out there watching and listening. This is endless customers. I'm your host, Alex. We'll see you on the next episode.