Hey Limitless Listener! Tune in for another exciting episode on how videos can be a game-changer in your outreach featuring Tom Slocum. Tom is the founder of the SD Lab. He is a strategic sales advisor and consultant, helping companies accelerate sales growth to improve operational efficiency. Listen to it now!
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Follow Tom on LinkedIn for more: https://www.linkedin.com/in/tomslocum/
Hey all. Welcome to another episode of our Limitless podcast series. I'm Nisha, a product marketer at Hippo Video and your podcast host. We have with us today Toms Scolum. Hi Tom, welcome to Limitless. Hey, good to see you. Good to be here. Thanks for having me. I'm very excited to talk with you all the pleasure is all mine.
It's great to have you here. So a little about. Tom is the founder of the SD Lab, an organization the Reemergence Output Sales. He works as a strategic sales advisor and consultant, helping companies accelerate sales growth for improving operational deficiency, and he has also recently unlocked the power of videos.
So today, Tom will be sharing with us what he has learned from using video for outreach so that you can take your video game to the next. Sorry about the pun button here. Alright, okay. Yes, that was awesome. Okay, so onto the questions, Tom, you've recently started using video to connect with your audience. What prompted you to do so?
Yeah, great question. I dabbled in some video content back in early 2020 or late 2020, from a content creation standpoint. And I also started seeing it create traction in the prospecting motion from a sales aspect, right, with some tools out there like Vineyard, loom, hippo video, some coming onto the scene and showing us how to creatively use video.
Um, in our touchpoints in sales and then just seeing creators using it, on LinkedIn. And so I kind of dabbled in it. I took some, and I learned a few things, but what got me to come back to it this time around was just the support of the community from one standpoint. Just lifting me up to say, Hey, you should be doing a lot more video.
Okay. I think video and content is good when you may be too, word. Or unable to convey what you wanna get across in text. So, jumping on video really allows you to show some creativity, show some expansion and context on what you're saying, but that really long-winded email or content piece of text.
isn't so long now, it's like a two-minute video, one-minute video, and you're able to get more out and kind of deliver a clearer message. So that's why I'm starting to get into video. text is great, but I love to let people see my energy, my face and make a stronger relationship.
Um, so that's why I dove into it again, and that's what's kind of led me to picking it back up in my sales process and in mine. That's great. So I mean, people trust you more when they can actually see you, right? See what kind of a person you are, how you speak, and everything else. So, Yep. A hundred percent.
That's what changed for me. I had a lot of folks responding to me a lot differently. It puts the face to the name, yeah. And the sales process as well There's a lot of noise. You're very you're just coming across this text, and that doesn't separate you from anybody, but when you start putting in the video.
You're really able to connect with that person on a whole new level. They're able to see that you are real. You're not spamming them, you're not a. and it just builds that stronger relationship, and they get to see all sides of your face, right? Yeah. They're getting a little different dimension to you and it makes the world of distance and building trust and credibility with your prospects or your audience.
Awesome. So I think I've seen a couple of your videos on LinkedIn, and they were great, to be honest. So how to decide what to talk about in each video getting started is the getting started is something most people struggle with. So how to decide yours? Yeah, from a content standpoint, in order to just get started, I actually got a tip from Chris Brown.
On repurposing content that you've already created. So for me, what I was able to do is go like a year back in some of the content that I've made and repurpose those as videos this time around. so a few of those pieces were repurposed and in video form. I just went back through how I wrote that post and just recorded, instead made it a little bit cleaner, and added some flare with some personality.
And then, as far as any fresh new pieces I made, it was being tapped into the industry and the market that I'm in and understanding what some conversations were being had. I was checking out content around cold calling. I do like hashtag cold calling. And find those kind of pieces of content in the last like week, see what people are asking, what kind of conversations were coming up, and then that would help me decide.
I wanted to jump in here and give my 2 cents or provide some tips around what's actually a problem my audience is looking to solve right now. So not only am I engaging, but I'm also relevant. Yeah. and they like the content. Awesome. Yeah. Relevance is key, right? When you are just jumping on a cold call or doing cold outreach if people need to know why you are reaching out to.
Relevancy is, is what really is personalization, right? And, really what you're trying to do is it's about building that, that relevancy and that relatability with your prospects and your messaging and in your outreach Saying, I know your world. I'm tapped into it, right? When you're, you talk to all these folks on a regular basis, more so than a lot of people do.
So you got to understand their world. No, their pains, their goals. So you're able to build that relevancy and say, what would be a great piece of content for my audience right now is something around this new problem in the area or this area that they're struggling in at a high level.
Let me create a piece of content for that. And that drives you to a new funnel of business, right? Because other folks wanna have that problem. Yeah. And they're seeing you're, you're being relevant. They're like, Hey, I could use. So you're always staying in touch with your, audience and giving them what they need, in a way that keeps you always top of mind for them.
And then you build that credibility. They're like, this person really knows our space and everything they've ever done for us has been of value. We should talk business with them. Alright, so are all the videos that create a one-on-one, like, do you create one video for each prospect, or do you somehow create like a, I dunno, template and then personalize the video for each of your prospects?
Like, how's your video creation process? In sales. Yeah. So when it comes to the sales motion, I do try to batch, and I try to, and each video is recorded one to one. Okay. There are a couple of great tools out there, like POCUS and some other ones that like allow you to scale a little bit through some automation and then kind of put those frameworks in there.
Right. But like Hippo Video. Same thing, kind of creating an oath. But for me, I do try to keep it one to one, and send those personalized videos in my videos. I do a lot of screen sharing. I think it's really fun to bring in some elements and visuals for them to actually follow along on and show them Again, show me.
I might load up their profile on LinkedIn and kind of walk 'em through what I'm seeing and then show them what I'm trying to offer, in some visual form. Versus, Hey, just look at my face, and look at me talking to you. those never converted for me when I was using them in my outreach, it wouldn't convert if I just did the video, the face-to-face.
But when I started doing a screen share and doing some guided stuff, that's where I started getting people captivated and watching the videos. And so I do one-to-one, but what I'll do is I'll block out about an hour a day, and I'll try to aim for a goal in that hour of 20 videos if I'm averaging about five minutes of video.
Right, right. You try to put that together, right? Five minutes of video, I'm in and out. I kind of have my framework. Mm. my process. like I said, I start with their LinkedIn. I talk about why I'm even reaching out, that relevancy there. and then I'm converting to the show me part.
And for me, I was using it very heavily when I was in a digital space in SEO at my last company. And I would show them their actual website. So I'd start on their LinkedIn, jump over to their website, walk 'em through what I'm seeing, and so why I was reaching out, and they couldn't argue that because I was visually showing them the problems right in front of their face.
But they would be captivated and respond. So I batch 'em five minutes or so. I get through that. I pick out the prospects. I'm gonna send that. And then I start recording and dropping 'em all out there. Okay? and then try to get my response from there but I don't try to do them. A lot of people make the mistake of trying to do them as they go, and that's just gonna run you down.
Don't do that. Don't take a note. If you think this next touch point should be in video, and this is a great opportunity to do it. Take a task. Make a task, and set it for your admin hours at the end of the day, right? And say, I'm gonna come back to this. I'm gonna shut them a video and get that out.
Don't try to just stop what you're doing and all of your momentum to spend the next 30 minutes trying to conduct a video that you're not really prepared for. so I try to allocate that time to making those videos and then do that As far as on my content creation side, those are pretty in, those are pretty live.
I make those the morning of, and I try to jump on those. It shouldn't, doesn't take too long to kind of create a two-minute video. Sometimes takes up to like 15, 20 minutes cuz I gotta kind of refilm a few times. But I am trying to look into batch recording. a lot of creators do that. They'll sit on a Sunday, and they'll make like 18 videos off of one thing and store them and then use them as they need.
Um, I have not got to that level, but it's coming. Well, why I asked you this is, like Hippo Video has functionality where you can record like. Your video and templates, usually the middle part is the same, right? The part where you talk about yourself or your company. It's only the starting and the ending that differs for each of your prospects.
So you can record the middle part in bulk, record your introduction and your outro separately and stitch those three together. Gotcha. So I like that. Yeah. So that's something we do and uh, a lot of our, customers really love that. That's why I brought it up and sorry if there's a little of a self-promotion, but Yeah, no, please do it.
No, that is great and such a great thing in, in the process of creating your videos too. Pretty much have that beginning and end potentially already framed up, right? It's a template. You conduct it, it already has it in your flashy points that you usually say with everybody. So you just record that, insert their name on that live part, and then go right into your middle and then boom, click the end.
No, that's, that's huge. That is way, way better. and I need to start doing that myself because I already have like those common intros and outros that I need to plug in. Okay. Then it's just a matter of loading up that template, putting it in the middle and you're done in a few minutes. Yep. Love that.
Exactly what? Awesome. Okay. So. So can I know a little about your response rates now? Like, has using videos improved your response rates? Are people more responsive to videos? What's the traction you've been getting since you started using videos over text? Hundred percent. A hundred percent. It's been an incredible experience both on the content creation side and on the sales side, content creation side.
It opened up a lot more conversions. Okay, so the text was getting a lot of views, and I could go for a lot of outreach, but it wasn't converting necessarily to the back end. at the scale of what I saw with video, within seven days of creating videos, I landed like three or four C clients. Wow. Okay. Just because they saw a different approach.
They were like, I knew, and I loved your content, but as soon as I saw your video, that was the moment I knew I wanted to work with you. And I was like, that's incredible, because it, they, it brought them to see me from a different side, right? The conversion you won't get high reach with videos and content, but the conversion and the relationship-building side of way more stronger than what you're seeing with just people reading your words.
It's just different, right? Reading your words. It doesn't really create that emotional response really well but where they watch you in video, they just get really fired up. They feel that emotional pool because they're seeing you.
And there's some context behind what you're doing. So it changed it for me. I'll be definitely incorporating it in my content from a business standpoint and a content creation perspective. And then on the sales side. It does didn't do well for me when it was like in the very beginning, like first or second touchpoint.
That was kind of an early-on already indicator that dropping a video right when somebody, you just found somebody's a little too early. But when I started seeing the success was around touch 0.4 through six, once I've already kind of done the traditional methods of cold-calling LinkedIn, social, and doing that.
Um, and I couldn't get them those. When I came in around the fourth or fifth touch with that video breakdown and kind of showing 'em why I've been reaching out, my responses would finally come through. and people would compliment these videos. They've been complimenting these videos. and the response rate is when, that's when I start hearing from a lot more people, than what I was seeing when I won.
Didn't have a video in my sequences. And To putting 'em into early. so yes, on both fronts, very big ROI for me, highly recommend the video on both sides of the house, in your, in your processes. Okay. So you use video mainly on your follow-up emails, not on the first email. No, no, I don't. It's not my intro.
It's not the initial outreach. Okay. I have a few friends that do that immediately as their first approach and it works, it does really good wonders with the right audience and the right verticals recruiting. Does a great job with this when they're in the recruiting industry. Video is really good, but when you're in like a sales tech, sales, so software product kind of rubs people the wrong way when it's coming in that first.
So it's definitely better in anywhere from your fourth through sixth, seventh, outreach. Okay. You might have not even heard from them yet, right? Maybe you've went three, four emails and haven't heard from them. hop on video drop a quick I would say the sweet spot is anywhere from 45 to 90 seconds.
Okay, you don't wanna go too long. You don't want to be trying to demo or pitch on these videos. It's more to. Build your story of value and maybe show 'em a quick taste of your product or something to bite them in and invite them in. but you're not doing like a long-winded pinch video.
These are not three to five minutes, you're not doing a whole thing. It's meant to just be an extra touch. And then it works really, really good in the follow up game when it comes to closing deals, getting people to go through a proposal. There are a lot of use cases for video when you get a deeper relationship with a prospect, or they're already a customer.
You can really use these to bring home certain things. I had AEs at my last company doing it to walk people through the. They had a real stickiness with the proposal. They'd send it out. There was, it was a little clunky, a couple steps, and we'd lose people often. We started implementing video walkthroughs under like 90 seconds of just showing them how to go through the proposal.
Okay? We would pick up three, four extra proposals a week because we were finally guiding the people through the close, and showing them what they needed to do without, Hey, do we need to jump on a 30-minute call or let me walk you through that proposal, right? You send a video and your proposal, and you're just like, hey, Tom wanted to drop that proposal to you.
Here's a quick video on what's covered in there, how to go through it, look forward to working together, and then in 90 seconds, you drop that and then send them that proposal. You get it back at a lot higher rate because you're guiding them, and they're getting to know you.
Um, and it makes a big difference. Yeah, so a lot of different ways to use it. That's one of our main use cases as well as using videos during that proposal stage like right at the start where people don't even know you as you said. And yeah, I think when you send a video on your third or fourth outreach like people just get intrigued, okay, what is this?
This is something new. This is something this person hasn't ever done before. What's this? So they just open it, I guess, and they're hooked. Exactly. Yeah. All right. Okay. so onto the next, what are some crucial things salespeople should keep in mind when creating videos for their prospect? What are some things they should keep in mind?
Yeah in terms of yes the background or the content or anything. It's really the content, right? Okay. Like people don't really care about the other, like, stuff. It doesn't have to be perfect. It doesn't need to be in a great background. These things do help. And if you can take the time, absolutely do them.
But they're not gonna break, make, or break the video per se. It's really about the content and the longevity, the length of the video, those types of things. So when it comes to the content, you really just wanna make it about. Try to find a way to make it about them. Show them.
Some way that you can convey that is because nobody wants to watch a video of you pitching yourself or talking about features and benefits. That's, that's all meant for the real calls you're getting on the calendar and walking them through it. It's not a pitch, right? You, you wanna show them, them, bring in your relevancy and you relate to.
Right. Why are you reaching out? What is actually the trigger or the thing that caused you to say, Hey, Tom, I'm reaching out to you because of this? And talk to 'em about that relevancy because again, you're showing video. So, the last thing is make it fun, right? You don't have to be goofy, you don't have to be a comedian, but smile.
Remember to smile. A lot of people forget to smile, so they just look like they're just like, hate their jobs in these videos. and you're like, Hey, it's okay. Right? They're just so shy. But smile. Be looking at the camera, right? Make that direct eye contact. Be very clear and try to find a way to be less wordy, right?
Record it maybe once. Watch it back, and then find a way to simplify what you just said in a much punchier. so I usually will edit maybe once to two times so that I can lock it in. But those are the things you really wanna highlight, those types of things. Again, if you can do a screen share of anyway, lean into that.
If there are things you can show them, or exactly show them what's broken in their process, or you have data on the inside of your company that would really mean, valuable be valuable to them. Those type of things is what you wanna focus on, in those screen shares. Let them see, let them take it for a ride.
Visually that makes sense because I think, that I don't know the shyness or the reluctance to show their faces and talk. To people directly is one of the main things that's holding people back from creating videos. I guess that's why a lot of salespeople shy away from creating videos.
So do you have any tips to overcome the shyness? Like what can salespeople do to overcome that shyness and put themselves out there? Create it in other places? Right. Use it. Start just hitting the record button. What I did a lot of times was, and even in my video creation, I would actually just record stuff and not do anything.
I would just start getting in the practice of doing it right? Save them to your drafts. You never even have to post it or share it, but just get into practice. so maybe this next week, if you're listening to this, just do practice videos to prospects. Don't even send them out, right? Maybe just spend a week in practicing, and not even actually sending them, but just get comfortable hitting a button, seeing the process, see how it all works, and kind of go through those motions without actually going through.
And another way is send them to your friends. I prospected a lot of my friends, I've always used my friends in my world to practice on talk to because they're your audience, right? They're the exact people you're talking to. So if I send you this video, tell me what you think. And they're like, man, that was boring.
Like, I turned it off. I can't watch that. Okay, cool. Let me record another one. I'll go edit that. Or they're like, wow, that's really cool. I was really enjoying that entire video. They'll give you that real harsh feedback you need to hear. And make your videos a lot better, right? So a lot of times, and third is overcome that fear.
Uh, detach from the outcomes, enjoy it. Have fun in video. That's the biggest part is just let people see your energy, your, your excitement. And make videos cuz you want to make it not because somebody's telling you to make it right. That's not gonna make it fun. If you really wanna prospect and use video then and to the right person, try it.
Right? If, if you think this could convey better in video and you've talked to 'em a few times and you're just not getting anywhere with them, turn the camera on and level with them Hey, Tom, I've been trying to reach out. I wanted to talk a little bit about what I saw on your LinkedIn and this trigger, and here's what I wanted to show you.
If this is of any relevancy to you right now, I would love to chat. Let me know what your schedule looks like, right. and super easy. And that's a quick video that you just recorded in 40 seconds 52nd versus just another email coming out the inbox. So I would just say, overcome that stuff.
Just have fun with it. test on your friends. Send them what you were gonna. Get creative, but don't have to go super crazy. just find that, that relatability. Yeah. Yeah but it's really, I was terrified to do video. I always, I still am, I still ba battle with it even as I'm out there recording them.
Um, because you just never know what people are gonna expect. And they take time. you've gotta get the right you might not be in the right setting all the time. Yeah. But what I've learned is just, just fail hard and fail fast. Just get 'em out there, put in the practice, try to keep sending them.
My first 20 videos probably were awful I got no conversion right off the bat. But once I started practicing and kind of getting it in there, the videos got cleaner and better. And then I started seeing that that ROI come from them. and I'm still getting. Okay, so the key here is to just start, just get started with it and the rest would go, yeah, take the step.
Take the step, that's it. Just do the next right thing. Just try one video. I did with my team, I had a few SVRs that were terrified of video and I had others cranking them out at like 15 a day. So what I started doing was I just forced goals and I incentivized video creation. So for those ones that were scared, I said, all I want you to do is record five videos.
They don't have to even be sent out if you don't want to, but submit five prospect videos to me by Friday. Okay. Then the following week it was, Then the following week it was 15. Then the following week we got up to 20. and then they got really, really comfortable and started actually sending them out.
And that's how I kind of got my team bought into video. And we did it at a small scale of, just five, just 10. Just do it. And if you're not comfortable sending out, just send it to me and submit it to me. And then what we do in the one-on-ones is work through those videos, try to structure 'em.
So once they were actually ready to start sending the prospect, They already overcame some of those, those hurdles and bumps. Okay. Yep. That's great advice. So, okay, I think we are almost at the end of our time, but there are a couple of questions I want to ask you about cold call since, you talk extensively about that
So is there a cold call template that you follow, like, a pattern kind of, you start with a problem statement and then talk about the state of the industry and then talk about your customer's problems. Stick Is there. Pattern that you follow in your call calls? Yeah, I I call, I call it the tab method.
Uh, it's called tab calling. It's kind of a thing that's been my own playbook and it's trust, authority and ity. It's kind of the framework that I will focus through is how do I build that trust? How do I build that authority and how do I keep it through that prevent. And so my building blocks are usually my buyer's view that I try to do when building a script is, where's my friendly intro?
What's that intro that builds that, that trust right off the bat being super friendly. Then I lead into why me? So why are they, why, why?, the next thing they're gonna do is that why me part? Why are you reaching out third? Peak curiosity. I try to dive into the curiosity element. I try to ask some questions.
Um, I try to get them talking and kind of seeing things that they might not be aware of or something that will get them to say, I want to continue this convo. Last one. Or the fourth is, I then lead with putting them at ease. Again, that authority, that trust of I work with other companies, I work with other folks like you, or bring in those customer success.
Um, and wow statements that kind of put them at ease with the friction they're probably seeing at this point in the call. And then my last one is I lead with presenting a give something of value, a free tip, something I can, again, earn that trust and authority with them by, Hey, what I'd love to do is invite you to a free training session on how to do this.
Mind if I get your email right, that's how I'll close the call. It might not always lead to a meeting booked, but I always wanna give them something. I can give them to do right now and it's, they're gonna win with implementing whatever I gave them or looking at whatever I gave them to where then when I follow up, they're like, Tom, man, what you shared with me last week on that call was so great.
I always look wondering if we could jump on a call to dive in some more. So I try to go through that buyer's view. I do have some scripts around it that I try to build from, but I'm usually and how that would sound and one flow would. Hey Tom, this is Tom calling from the FD lab.
I'll keep this brief, I'll bring in a tie, a trigger, or a tie in the reason that you would care about that trigger, right? And then I would say I was reaching out around your outbound motion and really what you are doing around your cold calling. Out of curiosity, where are you struggling in your cold calls?
Is it the opener, the middle or now I've piqued their interest? We're having a discussion, and they're gonna tell me one of three ways there. Oh, we struggle with closing out the call. Great. Believe it or not, companies like yourself are doing that exact thing right now. It's they're able to open the convos, but they're not converting at a high level when, when cold calling.
Talk to me about that process right now where you feel you're losing your, your, your calls. Now we're diving, right? And I might share a customer's story. Believe it or not, companies like that are doing the same thing. I talked to X, Y, Z last week, and we actually did one real quick thing in their closing.
Let me share this with you we did this right, we changed this one word, and it really made a difference. but the reason I was calling you specifically, Tom, is I would love to invite you to one of our free trainings that we do kind of see if we can help your team out. Mind if I shoot what's your email?
And I can get you over that invite. And that's my give. So that's kind of my whole flow with them to just kind of talk to them, have a natural conversation, show them why I'm calling Pique their. Put them at ease because I'm the expert, I'm the authority here in this space. I know what I can do to help you and then give them something or find a reason as to why we should continue to a further call.
Um, so that's kind of that whole, that whole script, that whole process or, or mindset behind how I approach that. So it's all about, it all boils down to earning their trust and making the feel at ease and not being push. Exactly right. I'm not here to push a square into a circle, right? Uh, a circle into a square, right?
If it's not working, it's not. If you're selling, you're doing it wrong. That's, that's my motto, right? If you're selling, you're doing it wrong. if you're doing the right steps and you're calling folks the right way, it should be from a consultative approach. and you're calling folks that you actually know are real prospects that have real problems that need to be solved.
and you're putting 'em in direction to, to help that out. Okay. That's awesome. And uh, so do you have any go-to cold call or email opener that works for you? Almost every time. The code usually starts with, my cold call opener, right? Is usually Hey Tom, it's Tom over at the SD lab. Hey, the reason for my call.
I keep it very brief. Again, I'm trying to build that trust and be very brief. I'm not trying to do the permission-based opener or try to buy their time. It's simple. Hey, it's Tom over at SD Lab. The reason for my call, Tom, is I was reaching out to you about your post on X, Y, Z. do you have a moment to talk about that?
Something like that. in email, I try to explain why I'm bothering them in their inbox. I try to open up with Hey, Tom, I saw your post, I saw this I was referred to you, through a warm intro, whatever it may be, to at least let them know like I'm reaching out to you because there's the actual purpose.
So those are usually what my openers around are being very brief, very direct but also showing them it's all about them. I try to open up with you, I'm calling about you. it's not the Tom show, it's not my product show it, it's about you. And I'm trying to open that combo up Okay. Yeah.
So just make it about them. That works every time. Yep. That's it. That's, that's all it comes down to. Too many reps act like people owe them things. They're sending videos, they're being disruptive, and they feel that prospects owe them things. And once you can kind of let go of that and understand you're serving your, your market, you're trying to figure out how to go to market to help solve problems, you're doing that from a consultant's standpoint.
You're not doing that from a pushy that's, that's no point. You're not forcing your tool into the market. You wanna be invited in and help those folks solve those problem. Yeah. Okay. All right. So I think this is my final question to you. What are some books and podcasts that you recommend every salesperson should read or listen to, or that you read or listen to and would like others to do so too?
Yeah one of my favorites is Surf and Sales by Richard Harris and Scott Lee. Yeah, they've done about 300 and like, th like 32 shows they've done a great job with what they've put together, and I learn a lot from that group and their episodes. So if you were in sales, I highly recommend, you check them out.
The other one is 30 Minutes to President's Club anybody in the sales funnel trying to build a pretty good career in the form of sales. 30 minutes to President's Club is a great podcast. They bring on folks that are some of the elite sellers, the top one percenters. and they're so good that if an episode actually doesn't hit home for them, they don't even post it.
They don't even share it. That's how crazy. Oh yeah, yeah. Their catalog is, if, if it doesn't work out, they scratch it and that's crazy. but those are like the two that I will jam on and stay up to pretty regularly. Couple books that I like is the the presence. This one isn't really sales related, but it's really good for folks in the world of sales, just kind of learning how to be present and in the moment, and kind of not being so hard.
Barter sales is balancing that emotional high right from the highs to the lows. And so it's a really good book, that helps you, manage that. The other one is by Andy Poll I just recently read sell Without Selling. and that one's really good, right? So without selling out, he did a really good job with this book.
I was a big fan. It kind of walks through exactly kind of the model that I already believed in on selling without selling out. How do you have those conversations, in a different way? so that's always a good one. The number one classic if anybody in sales is how to win friends and influence people.
That's another good one I'll read about once a year, that kind of keeps those, those fundamental skills on lock and kind of in practice. That's, yeah, those are a few recommendations. Yep. Yep. That's Dale Carnegie. Yep. Okay. Carnegie. Okay, got it. Okay, so I think that brings us to the end of this episode.
So thank you, Tom, for your amazing insights on using video for outreach and so much more. And I hope you continue to provide an audience with immense value using videos just like you did on our podcast today. Thank you so much for that. Absolutely. This has been a pleasure. Thank. Thank you. And yeah, thank you, listeners, for tuning in today.
We'll be doing many more of these podcasts with more such tellers and sales leaders from around the globe. So stay tuned to our upcoming episodes. We are on Apple, Spotify, Google, and also Stitcher. Subscribe to get notified when a new episode is out. Please leave us a review of your own Apple. Thanks for listening.
Bye-bye and have a great day once again, Tom. Thank you. Have a great day. Thank you so much.