Why Sales Reps Spend More Time Researching Than Selling

Ryan:0:02
Welcome back to the [High Ticket AI Systems] podcast where we talk about all things client acquisition, scaling, marketing, sales, AI, and everything else in between. Everyone, please welcome the one and only Gavin Zance. Gavin, welcome to the show, my friend.

Gavin Zaentz:0:18
Thank you. Great to be here.

Ryan:0:20
Awesome to have you. For the people at home who may not already know, please give them some background on exactly who you are and what your company Lead Poet really does at its core.

Gavin Zaentz:0:31
Absolutely. So I'm I'm from the states Went to school down in Tulane, focused on business management marketing, then statistics for grad school, worked at a hedge fund, sourcing new LPs, reaching out to those LPs and ultimately converting them into the fund. After that, worked directly at the stock exchange NASDAQ at a client services role, upselling different clients on additional services NASDAQ offered, as well as providing them a direct service. After that, worked directly on the exchange with order entry protocols, risk.

Protocols focused on the equity side of the exchange. that's where I met my co-founder Pranav. He had done hundreds of thousands of cold outbound emails for his startup. I'd done a lot of sales at both the hedge fund and also a PR agency before that. And we both bonded over this shared frustration around the current state of sales tools really that amplify noise and don't actually connect you with interested buyers, instead, connecting you with large, untargeted. lists of people that look good on paper but may have quit the job, may be at a cup maybe the company isn't even active anymore. So our whole idea is qualifying leads to give you who's actually relevant to engage with.

Ryan:1:47
That's brilliant. I think what you said, amplified noise is so key in this space. Because yeah, in my experience, you you can have a lead list that looks absolutely beautiful on paper and it's, you know, got it's built out, it's loads of contacts. But you know, what's the quality like of those? So t take us back to how it's such a unique background you come from, NASDAQ, and obviously working working with that stock exchange. What was the pivot point that?

That made you and and your partner realize that there was such a gap in the market. Can you walk us through that experience specifically?

Gavin Zaentz:2:24
Yeah, totally. So so we had always been using these tools, Apollo, ZoomInfo, and obviously they can get the job done, but it requires an immense amount of work from the sales rep to actually qualify those leads. And there's been some studies that show sales reps they don't spend actually the majority of their time sp s selling. They're spending a lot of time on qualifying leads, going through the data, like optimizing their flow. And our belief is that salespeople should should have the freedom to focus on selling and leave all that other work to platforms like us. And we also just saw AI, the continued acceleration of agents and AI as a whole being a huge way for us to disrupt these other pro these other players that are focused more on a static database approach. They're not qualifying leads in real time, which we're able to do.

Ryan:3:13
Yeah. And qualifying those leads in in real time, when you think about the just so our audience can understand kind of who you guys best operate for, what would be the ideal client? Like where do you guys position yourself in in this market?

Gavin Zaentz:3:29
Totally. So yeah, we position ourselves definitely in the the higher end of the market. similar to a pr a price point similar to something like Zoom Info, very competitive, but We're not just providing that data. We're providing that qualification, the research behind those leads. We don't want to give you a list of 10,000. We want to give you a list of, you know, maybe 500, depending on your target market, depending on the signals you use to qualify those leads. So that's kind of how we how we compare ourselves to other tools. But in terms of our target market, it's gonna be those high ticket sales teams because a small percentage lift on their Version and on their ability to hop on a call and you know throughout that sales funnel results in a lot more value for them. Exactly.

Ryan:4:11
Massive. Yeah, of course, definitely. It makes it more worthwhile. And in terms of your company, your scale right now, can you take us back to to when this started? Like what year did you guys launch and how is how has that growth trajectory been from there?

Gavin Zaentz:4:31
Yeah. So last year we we started research and development of the system of the product. we only started selling it actually in March of this year, and we ironically haven't even done outbound yet. Actually, this month we're starting our own outbound. We've been in a lucky position of just being an AI tool that people are finding on X, finding on LinkedIn, reaching out to us. our launch video also luckily, you know, went pretty viral, got about a million views on that launch video. So so yeah.

Ryan:4:45
Okay.

Ryan:5:00
wow. What do you attribute that to, the launch video going viral?

Gavin Zaentz:5:04
Yeah, no, I'm I'm I'm glad to to share the alpha. We we we did a lead magnet, which are are you familiar generally with a lead magnet? Also for anyone that's listening, glad to just give a brief overview. The idea is that it's a post that obviously has the nice video, shows the product, but a big part of that is saying comment this and you get something. So for us it was comment poet and you get you know some free lead credits. And what that does is that allows people to engage with that post, commenting, retweeting, liking.

Ryan:5:08
Yeah.

Ryan:5:14
Please.

Gavin Zaentz:5:34
And the algorithm sees all that engagement and it really propels, creates momentum to get all this organic engagement and ultimately eyes on the video and ultimately for us conversions. You know, people not only try the product with those credits and then convert, but people just sometimes saw it and they didn't even ask for the free credits, which you know w better for us, but they just instantly bought on the site. So I definitely recommend anyone that has a product that they're able to kind of provide a lead magnet around and it doesn't even necessarily need to be free credits. It could be, you know, here's a PDF of the best, you know, claude prompts on how to do your go-to-market, or here's a PDF on the best AI tools. You know, it can be just some like education, but obviously everyone likes some free credits and you know, that's a quick way to provide value and and get some virality with the launch.

Ryan:6:25
And I think what that's one of the biggest pieces you can now leverage in today's day and age. Like the experience of obviously launching new businesses and and having virality as an asset, it's just something that can explode so massively in your favor. And I suppose how much of your success, because the because this has been a very quick launch to to where you've been to today, how much of that do you attribute to that sort of marketing genius behind the launch and and and the lead magnet there.

Gavin Zaentz:6:57
Yeah, I'd say it it's probably gotten about let's say half of our customers has been from that. We've also have a lot of other customers that are from you know, w we're a part of a lot of open source AI communities where everyone is pretty tight knit and they see what we're doing and they're like, yeah, I I do sales or I know a guy that does sales. so I think it's been a mix of kind of communities being involved in communities and also just the the actual launch video that that got, you know, so much eyes on us. So I think it's good to be thinking of multiple channels even before you do outbound, because both these are inbound channels. But I think inbound definitely shouldn't be discounted. Obviously we we sell an outbound tool, but we are rolling out some functionality that allows you to kind of process more your inbound demand, w converting website visitors into, you know, actual leads and and and actual demand for your product as well. So I think you really need to be thinking about both. in in that yeah, exactly.

Ryan:7:51
It's all the channels. Right. If if you're gonna grow and scale and run a truly successful business in today's day and age, you can't just be leveraging one tool. There's so much you can do with one particular channel. But you know, in in our experience, some of our best clients and the ways we've have grown has been through that word of mouth, referrals, trust. It's so old school, but it's old school because it because it works, you know?

Gavin Zaentz:8:14
Yeah, exactly. Yeah. I mean there's there's nothing better than someone imparting trust and try this. Like the you know, th th there's there's there will never be anything better in my opinion than that. so yeah, if if you're not leveraging that you're leaving so much on the table of just your personal network 'cause 'cause so much of outbound is I see this email from a guy, I don't know.

Ryan:8:29
Mm.

Gavin Zaentz:8:33
And unless in that point five one second they can see something that shows, okay, this guy's gonna provide me some free value, or wow, I really was thinking of that problem right at this moment, like I'm gonna take a call, it just goes to the to the trash bit. And even if the email may convey those things, you know, psychologically we get so much noise in our inboxes, we're not even really reading these emails anymore. Like our brain is kind of instantly pattern matching and saying, this is an email from someone I don't know, throw away. So it's like becoming so difficult to cut through that. but our our view is if you're able to qualify these people to someone that's relevant, the timing is there. and you're also doing some good outreach because you can have the best lead. But if you send them a stripe link or a cal.com link just just off the rip and say, hey, book a time, you know, you're not gonna get results. Maybe if you reach out to a million leads, you might, but yeah, we the key with that first email in our opinion is just getting getting someone to just take more than a second looking at it. And then once they take more than a second

Ryan:9:19
Yeah.

Ryan:9:30
The pattern interrupt, right? Hmm. Yeah. And so the process from there, you you have the pattern interrupt. I I know there's a lot else in in your process. And I was having a a dive into your website and you guys are obviously leveraging lay AI. but you've had this background in, you know, data science as well. How is that blended into now how you how you structure the process from that initial outreach point?

Gavin Zaentz:9:32
Exactly, exactly.

Gavin Zaentz:9:58
Yeah, totally. So so right now with the current V one of the platform, we just source and qualify the leads. Outreach is all up to our users. Obviously, we provide advice and and educational resources on how they should be doing it, similar to what we've discussed. but with V two of the platform coming before the end of this quarter, it will be leveraging outreach through the platform, through LinkedIn, through your email. So you can reach out to these leads on both a co-pilot and an autopilot type of feature. So it can either be fully autonomous or you can see AI's suggestive.

Ryan:10:04
Yeah. Hmm.

Gavin Zaentz:10:28
say okay reach out to this you can say actually know this guy let me tweak the email a little or No, you know, l let me let me change this so my voice is a bit more clear. But the whole idea is through this AI data data science perspective is looking at everything, trying all these experiments for our users, seeing what works. And, you know, so much of outbound is seeing what works, testing, and then once you find that, just allocating more resources to that, but not stopping testing. Because you just need to keep experimenting, keep seeing what different methods can work. Maybe it's an email that you would never think would work, but it's just totally that pattern interrupt of just a weird email. I mean, I'm sure you've gotten some funny ones as well. and and and and a lot of the time I I don't think it'll it'll get results, but I think there is some ways to to actually generate some some response through that.

Ryan:11:06
Mm-hmm.

Ryan:11:13
That's it. And it's so true about the the hyper awareness now that that we have to battle with because, you know, ten years ago, we didn't have this problem. Right? You you can send a cold email and it's you it puts you in a in a position where you don't have to have so much panel interrupts, unique mechanisms, justifications, but now there's everyone seems so hyper aware and it's it's a different game. What do you see for for the future as AI gets more advanced as I'm sure this trajectory increases and and how has this influenced the way you've you've positioned your your business?

Gavin Zaentz:11:49
Totally. Yeah, I mean, we're obviously in this hyperscale like kinda exponential trend of AI, effectiveness. And I think i you know, as long as you're positioned in a system that you're that is a tailwind of your system, like as AI becomes more intelligent, your system becomes more high quality, a better user experience. I think you're in a good position. Speaking directly on the sales front, specifically in like the high ticket sales area, I think always that that human connection will ultimately drive the the ultimate conversion, at least let's say for the next few decades. You know, it it's hard to predict past that, but people want us Exactly. People when they're making a six figure, seven figure decision, they don't want to say, Okay, my AI agent can speak to your AI agent and and they'll sell it. I think on cheaper products that that

Ryan:12:26
Or the robots come.

Gavin Zaentz:12:37
will happen. you're buying you know ten dollar, hundred dollar product, your AI agent will know so much about you, know so much about your business, it can qualify it. And I think even for the high value products, it it it will be able to at least figure out, okay, these are interesting ones. I've received this outreach from these guys. Maybe it's worth a conversation, but I don't think the AI is going to be taking that final step with the higher ticket sales, you know, for for a long time if if ever

Ryan:12:46
Yeah.

Ryan:12:56
Mm.

Ryan:13:04
And can you give the audience some context behind that? Is that due to the the power of the relationships? Is that due to just that human touch or or what's what's putting us humans still at that better place than AI in in that sequence?

Gavin Zaentz:13:19
Yeah, I think it's a mix of managing risk. Like, you know, i a guy doesn't want to fully just say, yeah, my AI can do it. He buys a seven-figure product and then it doesn't work, or it it it's not the product that they really wanted. And, you know, big companies they want to say, whose fault was it? And it's gonna be that guy's fault that decided to use the AI. So the guy's like, actually, I'd rather put myself in there. So that's one thing is like a

Ryan:13:23
Mm.

Gavin Zaentz:13:43
you know, CYA, like just they don't want to get burned on something that's that's you know, that that they can just do, that that is their normal job. but I think there also is, yeah, the human aspect of it. People, you know, like speaking with a human, knowing they have a point of contact, knowing it's not just this total you know, corporate system where it's like a a robotic system. It's like, okay, no, I know I know Ryan. He works at this company. He's he's been there for me if I have any questions. He's he really walked me through everything. And you know, people people like being social. People like talking to other people and I think that that won't go away. Exactly. Exactly.

Ryan:14:17
People like people. Yeah, it's it's so overlooked today's day and age. You know, we we have so many guests on who are in the AI space as well. And to to be real with you, very few of them still recognize the the uniqueness and power of just individual people. In in your team, your company, your structure right now, how have you how have you structured that? Like what's the balance between AI, if somebody it You're put in front of your ideal prospect, your ideal client. What's the human touch? How does AI assist with that? What can you give the audience some context on on how that looks?

Gavin Zaentz:14:56
Totally. Yeah. So so for for us, the way we are looking at, you know, doing outbound, reaching out to people is like at least those first outreach messages, leveraging AI and you know, trying a bunch of stuff based on kind of our language that we already use and and seeing what works while maintaining very human, you know, like communication. We don't want it to be dashes, paragraphs of emojis. I'm sure you've gotten some emails like that and that's just you're just like, Come on, man.

Ryan:15:23
Yeah. No. As soon as I see that little long like hyphen, the double hyphen, I'm like spam.

Gavin Zaentz:15:29
Exactly, yeah. So so we're we're thinking a lot of how we leverage it int intelligently. So not only on that at the outreach of s suggesting messaging, but also monitoring accounts, seeing what accounts maybe were cold or becoming hot now because they just, you know, opened a job listing for for the type of product or service you're selling or they've announced some big new growth initiative. all of that is is another way we're leveraging AI. I mean, you know, the the key of our platform is an AI sales intelligence platform, but we don't wanna our whole idea is to help I know there's so many tools now that are like we're an AISDR, we do everything. our goal is to really be a an efficiency booster, a power booster to these teams, so not to replace them, but make allow them to run more efficiently.

Ryan:16:16
That's it. I I had a guest on the other day who was also really into the AI space and and he was he was really clear about that also. The the power of AI should be used as as a way to emphasize the power of the individual, right? It's it's that symbiotic r relationship, not one of replacement and of it's either this or nothing. So when you think about How this actually has that impact on the sales team? Obviously, going back to what you said about the noise, amplifying noise, a lot of these lead lists do, and and you know, the the salesperson's caught up a lot of the time in qualifying themselves. What is the biggest benefit that a company will typically find utilizing a lead poet in the eyes of that conversion, the sales team? Like, where does the most value come from?

Gavin Zaentz:17:12
Yeah.

I mean I mean obviously right now since we're just doing that top of funnel lead generation, you know, that's the biggest time saved is just knowing who's relevant and also just spending more efficiently. They don't need to buy a list of ten thousand with Zoom info. They can just buy a list of five hundred with us and you know, ultimately saving a lot of money, but also saving all that time that they would otherwise spend going to each LinkedIn, going on even Chat GBT to research these companies. and they're also spending less money on tools. They don't need to spend on an email verifier like Like a you know, zero bounce or something like that. They're able to use just one tool, and that's our whole idea is just replacing these patchwork of tools with one tool you can live in that just is your sales intelligence platform. And obviously right now, yeah, it's just on that lead generation, but the whole idea is just saving people time through that funnel up until that last step that is gonna be that meeting, that is gonna be that actual conversation, you know, on the phone or or whatever it may be.

Ryan:18:12
I'm interested how much you can talk about V2. I'm really curious. Now I think the audience is is really interested too, because cause what you've got right now is is the front end of it, right? That that's the most important piece. That's that's a lot of it. But w how big of a difference? And tell me if you can't share this, how big of a difference is it gonna be when you can actually release v2 and and what impact is that gonna have?

Gavin Zaentz:18:34
Yeah, no, I I mean glad to glad to definitely get into it. so yeah, the the idea of V two is not just helping with the the the figuring out who to reach out to, but also the platform helping you reach out to them. prioritize who you should reach out to today. Prioritize all your old accounts that have that you know you didn't even necessarily get through us researching them autonomously through the system to say, you know, you reach out to this company last year and now they're showing these these high intense signals. Now's the time to follow up. So many people have a CRM filled with thousands, tens of thousands of leads, they don't know what to do with them. I mean if they manually do it, it's gonna take them a week, you know, hire hire an intern for a month and maybe he'll get through everything and at that point all the signals go stale, right? So the whole idea is with V

Ryan:19:16
Yeah.

Gavin Zaentz:19:20
V two is, you know, V1 is just the top, finding who to speak to. V two is prioritizing who to speak to today. pro s providing that messaging of how to reach out to them and then continuous signal monitoring to to follow up with these leads and then ultimately feeding that back into itself. So it's this this cycle of doing the the sales funnel up until that last step and also refining your ICP over time, refining your messaging over time to just improve your your your process. Because it just being a you know a human it's so difficult to look at all the data of you know what is my actual

Ryan:19:48
Mm.

Gavin Zaentz:19:57
ICP people have a preconception, but after you see a lot of conversion data, if you look at the the data, the the analytics around that, there's gonna be little pockets of things you never thought were your ICP. Maybe this specific region or the specific role is actually the role that's the most warm to you know leading to a conversion. And a lot of that data gets lost because it's just you know, looking at it from a personal perspective, if you have tens of thousands of of sales or tens of thousands of people you reach out to, it's hard to know what works. So All same with messaging. It's just so hard to be able to track that without this intelligent kind of dashboard, intelligent data points on on how you should be refining those two things.

Ryan:20:38
Yeah, because otherwise it's so subjective. Right. Everybody in a given sales team, in my experience, has a has a completely different idea. Some in some places it can be worse, right? But a lot of the time that there's discrepancies between what one person thinks their ICP is versus the other, what the sales manager thinks, what us as founders believe. It's where did you get this acumen? Because I I understand you you come from that data.

Gavin Zaentz:20:50
Yeah.

Ryan:21:07
Science background. How did you start to link this to sales, marketing? What was that journey like?

Gavin Zaentz:21:14
Yeah, totally. So I think even early days of of my experience in sales was thinking of there has to be a better way and starting to think of inklings of ideas of okay, based on like you're saying, my educational background applied to here, is there a way to kind of have this be a more virtuous loop? And you know, there were more kind of junior methods at that point, like you can use regression, which is a statistics technique, it's it's not too complicated, compared to something like AI, but to implement it it it really doesn't scale well across a bunch of different users and that's why me and pranav once we saw AI continuing to compound in in ability and to do something similar to predict based on kind of data you know that's obviously what what AI does we just knew that that this was now the time to be able to create something that that we had both thought of before, but wasn't really possible with technology, at least without spending, you know, let's say hundreds of thousands of millions of dollars developing your own method. Now intelligence has really been commoditized, you know, with all these AI systems and AI models. So it was really just having the idea before, but now seeing the timing is is right, because the tech is there.

Ryan:22:31
Yeah, when opportunity meets preparation. Right. It sounds like the stars have really aligned and w when did you first realize that the tech did have that potential and that this made sense to start pursuing?

Gavin Zaentz:22:34
Exactly.

Gavin Zaentz:22:44
Yeah, I would say it would be towards the start of twenty twenty five, was when we really identified it as you know, starting to see leaps and bounds in the quality of the systems, also testing it just on the coding front, ourselves and seeing the advancements of that through twenty twenty five.

Ryan:22:49
Yeah.

Gavin Zaentz:23:03
really gave us conviction that what is what we're seeing applied to coding can be applied to so many different verticals and will have a similar effect of this, you know, compounding improvement as w as we see AI models continue to get trained on larger data sets, continue to become more intelligent.

Ryan:23:19
Yeah. Yeah. And it's only gonna keep compounding and compounding. It's it's exciting, it's scary, it is a massive opportunity. thinking in the eyes of the the audience here, what when you speak about, you know, that that sort of I mean in a way it's an organism, right? An organism that completely encompasses the the entire data of all of what you get from you know leads, sales conversion, everything in the eyes of the the sales team as well, like all combined, what what is that in in visual visuality? Is is that a specific dashboard you have? Is that like an interactive like how how does this look for one of your clients who you implement this for? How do they use it day to day?

Gavin Zaentz:24:13
Yeah, I mean for us, like one of our key beliefs is make it as clean as possible, obfuscate all the complexity and make it something where they're just entering their ICP in natural language, you know, describing their target market, describing their product or service briefly, and describing any signals and and what they use to qualify currently. and then they just submit it through, the agent works, finds those leads, and boom, they get it, either in the complimentary CRM we provide, which is a very streamlined, you know know can ban board-esque system or if they use a Salesforce a HubSpot we have integrations with them where you can get your leads directly provided into those CRMs and we also have webhooks so if you use addio or or you know a different CRM that isn't you know one of the the top ones per se you can get your leads directly there so that's with the current platform and as we add more features with v2 it'll kind of just be adding an outreach tab as well which will just look like an inbox that's kind of

Ryan:24:50
Okay.

Ryan:24:54
Mm.

Gavin Zaentz:25:12
kind of aggregating both your LinkedIn and your email in one spot will allow you to either be fully autopilot and see see what's happening or also be copilot where you get a suggested email, suggested LinkedIn, and you can approve it or deny it. And the reason we did both those paths is because with high ticket sales, people want to control their messaging a lot. They don't want to Say, okay, AI, you know, my fate's in AI. so so you know, that's kind of the idea behind that. But the idea is yeah, very streamlined, simple platform that really it feels good to use and it feels not overwhelming. I mean if you go on a a hub spot, if you go on an Apollo, I mean I get stressed out. There's so many tabs, so many different things to do, even if you're using all your credits for something, you you feel like you're not getting your money's worth because okay, wait, I didn't use that, I didn't use this and our whole idea is let's keep it as simple as possible so the salesperson can can feel good using it. 'Cause that's d that's something that's discounted a lot is you can have all these features, but you want people to feel good 'cause if they don't feel good, they're not going to continue using it. They're not going to actually use all the the functionality. So the idea is, you know, putting all that complexity in the back and just allowing people to, you know, see a visual of okay, where are my leads? What's the status of them? That's the C R and then just request their leads and then you know ultimately reach out to them. So that's kind of the vision of of the the three main features of the of the site. Because that's you know once you do that, you you you're almost all the way, right? You've reached you found the lead, you've reached out to them, and you know what else is there to do?

Ryan:26:43
Right? Close. When business. Right. But I think that's

Gavin Zaentz:26:45
Yeah, exactly, exactly. And that's the only thing we we're not we're not gonna have directly through the platform because like I said, we believe that people will be able to do it and you know, through your outreach you could contain a call to action, like, hey, here's a discount, try this out, here's some free credits. but obviously for higher ticket sales, a lot of them, you know, aren't gonna wanna do that. They're gonna wanna create that actual relationship before trying to sell.

Ryan:27:07
It's okay. And and that's where the leverage has to be. And that's what it sounds like you guys have figured out. It's not about replacing all of the the nature of the sales team right now. It's about just making it better, you know, taking their leverage away from things that they shouldn't really sp be spending it on and positioning them to do their job to the best ability. And I think that'll be refreshing to hear for for a lot of people watching this that my goodness, it's simple.

Because there's so many bloody tools, as you say, that just overcomplicate the heck out of things. And it's a massive learning curve to to learn something new. And then if it doesn't work out, you you you've got to, you know, go on a another learning spree of ten other tools. And there's so much to it in today's day and age. So it's it's nice to hear that simplicity is is being valued back in the mix. Cause I think that's a a huge needle mover. Gavin, r regards to I I know you've got a lot going on in you know, V2 launching.

Gavin Zaentz:27:56
Yeah.

Ryan:28:03
you guys are obviously relatively new and and on a super aggressive trajectory, that rocket ship behind you does not lie. thinking over the next 12 months, what is the number one thing aside from the launch of V2 that you're really excited about? What's the number one thing you you're trying to accomplish past that?

Gavin Zaentz:28:10
Yeah.

Gavin Zaentz:28:23
Yeah, totally. Great question. So with our current platform it's all built around kind of this this sales agent, you know, tool that helps you sell better. But that that's only gonna be one of our key kind of products. The other product, which is gonna be focused on more sales platforms, is gonna be a sales specialized full funnel LLM. So pretty much a sales brain that's trained on all the data that goes through our platform, that's trained on the research loop that we use to improve our agent. And the idea is sell that inference of that model to other companies as well as use it in our agent. So we see the agent as like a body that helps you do the sales but the sales brain can slot into that body. It can slot into Salesforce for them to provide a better experience. So their users, it can slide into a Apollo for them to provide a better experience. So the idea is not just selling this agent, which the agent will be what the what you know any team will be able to use, but this LLM will be more of a sales platform play. So that's something that we're really excited about is training that model, releasing it over the next year. That's kind of the big the next Next big thing after V two.

Ryan:29:32
Yeah, massive. And you know, it's it's a testament to that's where the technology is now. But I'm sure, you know, in five, ten years, my goodness, what else is going to be capable? I in that process, Gavin, what where is your energy personally going? Like are you in the weeds of this? How much do you leverage the team behind you? What what is your stance in that process?

Gavin Zaentz:29:54
Yeah, totally. So I mean, the team we we kind of all do, you know, a bunch of stuff. both running a lot of sales as people come inbound. now we're gonna be doing our own outbound sales using our platform, but also, you know, a lot of development work, excuse me, of the platform, coding out V2, coding out new features, you know, leveraging, you know, a lot of agents to kind of help that process. So you know, b b all of our team kinda balances a mix of sales and technical, you know, some more to more of the different sides and some, you know, fully technical. But the idea is just, yeah, continuing to build out the platform, continuing to, you know, run the business, obviously, and and and scale the business.

Ryan:30:36
Right. And, you know, it comes with being able to chop and change a few hats in in that process. Right. It's a place we've all been and it it's it's one of those phases where, you know, it doesn't last forever, but it's so valuable to actually be able to to see the business and experience it in in these different ways as it does grow and scale. It's just going to give you that much more of a heightened awareness. Gavin, mate, I I do wish we had more time.

Gavin Zaentz:30:42
Exactly.

Gavin Zaentz:30:56
Mm.

Ryan:31:01
Where can people find you if they want to explore more about what you guys do and and everything we've kind of covered today?

Gavin Zaentz:31:07
Totally. Yeah. So feel free to check us out at leadpoet.com. you can feel free to, you know, hop on a plan, try out the product yourself. Also can book a call with me if you want to discuss further, just learn more about the state of kind of AI and sales, and also just see how you know we could potentially help your sales team run more efficiently and get more results, you know, leveraging this this more intelligent system. but yeah, would was definitely a pleasure hopping on the pod and yeah, appreci appreciate your time.

Ryan:31:36
Amazing. Very well said, mate. Thank you for coming. Audience, thank you so much for what watching. I had a blast. Until next time.