Breeze Intelligence in HubSpot Sales Hub: How to Sell Smarter, Not Harder (with Kyle Jepson)
Do you live in a world filled with corporate data? Are you plagued by silo departments? Are your lackluster growth strategies demolishing your chances for success? Are you held captive by the evil menace, Lord Lack, lack of time, lack of strategy, and lack of the most important and powerful tool in your superhero tool belt, knowledge. Never fear, hub heroes.
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George B. Thomas:By the way, I have my, leprechaun mug that I'm drinking my coffee out of this morning. So to all, you know, it is we're heading into that time. Hey. Can I tell a quick story before we get into this list? I think it's very Yeah.
George B. Thomas:Absolutely. So, here's the deal. Marketing is amazing. Sales is absolutely amazing. They they get us to do wonderful things.
George B. Thomas:Now I'm gonna warn all of the Hub Heroes listeners. If at any point in time in this podcast, this episode, if I'm speaking and all of a sudden you hear, like, about eight dogs going absolutely crazy, it's because we have the washer repair men men, two grown men at my
Liz Moorhead:house. You. Let's Oh, how dare you put your family at risk? The dogs are just protecting you.
George B. Thomas:They're protecting us. But we have two grown men, here for the seventh time working on our washing machine. So this is why I say, Mark, by the way, Max, this is your this is your deck conversation, but it's my washing machine conversation. So, Mark, you
Max Cohen:How many times did you have to threaten a lawsuit before they, before they actually came?
George B. Thomas:They've sent us a check for the amount of times we've gone to the actual laundromat and the money that we spent because it's an endeavor. Listen. Listen. Marketing did a great job. They did a great job because my wife saw this ad.
George B. Thomas:I saw this ad, and it was a washer and dryer all in one. And we thought, oh, that would be
Max Cohen:cool. No.
Liz Moorhead:And and
George B. Thomas:then they they
Liz Moorhead:Well, wow.
George B. Thomas:Did a great job, and they said, you can control it with your app, by the way. No. That's my love language. I'm like, I can control it with my app. I don't have to get up and walk up the stairs to, like, make it it doesn't wash.
George B. Thomas:It doesn't dry. It's an all in one nothing. And so for the seventh I won't even tell you the manufacturer because I'm not gonna be that guy. But if you're out there marketing, if you're out there selling, if you're out there using Breeze Intelligence to do any of these things that we're gonna talk about today, please do them in a way that is highly
Liz Moorhead:There we go.
George B. Thomas:Okay. Now I'm quiet, Liz. We can move on.
Liz Moorhead:George, I gotta be meanwhile, I just
Kyle Jepson:meanwhile, I'm over here with my, Kenmore washing machine from, like, 1976. It, I bet it keeps on cooking, doesn't it? Week or so ago, and we found a YouTube video and took it apart, and it was an $8 fix. And it's gonna run another thirty years now.
George B. Thomas:Oh, you wanna trade? You wanna trade? I'll take yours. You take mine.
Kyle Jepson:No. No. No. I I'm I'm good.
Liz Moorhead:Well, George, what I will say, though, is I have a deep amount of sympathy and empathy for you because in the past ten days, I have replaced my car battery, my car alternator, and my car starter only to find out the only reason my car wasn't turning on was an auxiliary battery in the ignition system. And it took a third mechanic to figure that out. Oh. That was fun. We're all thriving.
George B. Thomas:We're thriving.
Liz Moorhead:And also, you know what? Let's leave aside thriving because I don't know if our listeners just noticed there was a mystery caller on the line. We have an OG friend of the pod, Kyle Jepsen from HubSpot joining us today.
Kyle Jepson:Hey. Having me here. A sort of undercurrent I'm hearing with like, there's a you know, all these all these machines we have in our lives, they're they're being optimized for efficiency. Right? Fuel efficiency, water efficiency, whatever.
Kyle Jepson:But they if they it introduces so much complexity that a layperson can no longer fix and maintain them.
George B. Thomas:Mhmm.
Kyle Jepson:And I think there is a really interesting metaphor here that I have not really thought through for your sales and marketing processes, for the way you interact with your customers. If you are solving for one particular thing, be it efficiency or or or, you know, profit margins or whatever it is, you're going to have all this complexity that will just make it hard to to navigate.
Liz Moorhead:Oh, I completely agree. In fact, I have a little micro story that I wanna share here because we think about things just what you said. Right? Like, if something breaks, it used to be very easy to fix it. Call the person, get it over, whatever.
Liz Moorhead:So the third time I had to have my car towed, they accidentally had a problem with my car that they would not have had with a car that was ten years older. Because my car even though it's not an electric car, so much of it is electrically driven, the paneling, how the whole system operates. Because the battery turned off, the emergency brake tripped, which meant they couldn't put it in neutral, which means they couldn't get it on the tow truck. And then we had to find a way to jump the car even though the battery was not working, and they eventually had to call a different truck in order for it to get picked up because they were never able to untrip the emergency brake, which is a dumb safety feature when it thinks the battery isn't working.
Kyle Jepson:This is crazy to me. I I recently got a new car. It's it's, like, I got the the Sienna hybrid minivan because I have a million kids, and I need a a vehicle that size even though I live in Boston. And it is so smart and so electronic. Like, windshield wipers turn on sometimes.
Kyle Jepson:I don't know why. I park and sometimes the parking brake turns itself on. Sometimes I have to turn it on. Like, they're just so I haven't read the, like, 560 page owner's manual. I don't know how to operate this car.
Kyle Jepson:Right? I'll just be driving down the road, and it'll give a little chime, and I have no idea what it's trying to tell me. It's just like, I I hope we make it safely. You know?
Liz Moorhead:Well, at least our cars have gotten our cars are washing machines.
Kyle Jepson:All of our appliances have somehow managed to get
Liz Moorhead:us here. Max, I see you're driving with your wheel today. Appliances have somehow managed to get us here. Max, I see you're driving with your wheel today, bud. How's your wheel doing?
Max Cohen:We're farming. We just, harvested our second field of soybeans. We're absolutely cooking with gas right now. Sorry.
Liz Moorhead:I love that.
Kyle Jepson:I love it.
Liz Moorhead:But I am very excited for what we're about to talk about today. And, George, you smartly let the cat out of the bag a little bit already because we are talking about Breeze Intelligence today and why it matters for sales teams. Now, George, I have a cutesy little description here, a definition of what Breeze Intelligence is, but you get so freaking excited about it that I would actually just love to hear from you what you want our listeners to know, but what about about what Breeze Intel is going into today's conversation.
George B. Thomas:Well, I mean, I could probably use the entire podcast just to talk about that thing that you laid out there. But I
Liz Moorhead:Kyle, we'll see you next episode.
George B. Thomas:Yeah. Bye bye.
Kyle Jepson:Bye bye. Bye bye.
George B. Thomas:Rain. But but listen. Here here's the thing. Because before this episode, I literally was doing, deep research. Yes.
George B. Thomas:Chat g p t deep research on Breeze Intelligence to, like, see what all the things are. And there's and there's so much. Right? But in this conversation, I wanna say a couple things. One, we're gonna try to drill down to sales because because Kyle is he's pretty dope with sales.
George B. Thomas:Like, he cut his teeth on a lot of the sales certifications inside the HubSpot Academy. And so we're gonna drag it down to Breeze Intelligence for sales. And and what I want people to take away and, again, by the by the way, the beginning of our, podcast episode wasn't by design, but was miraculously designed well because here's the thing. You could have a sales process and it could break. You could have pieces and parts in your sales process that are old and worn out.
George B. Thomas:And so what I want you to realize is Breeze Intelligence, the way I want you to think about this episode is looking at you are the person, HubSpot is the platform, and Breeze Intelligence can become part of your processes. But, also, it can be part of augmenting you as a human. Right? Breeze Intelligence is not here to replace you. It's here to help you get things done better, know more faster.
George B. Thomas:And and so as you're listening to Kyle, as we kinda chirp in and ask our additional questions or add value, I want you to think is how as I as a salesperson, can I augment myself and accelerate my sales process with Breeze Intelligence? That's the mindset, Liz, that I want them to come to the table with this morning. And I love the shaking of heads, by the way. I feel like I'm preaching this morning. I'll be fine.
Liz Moorhead:That's what's up. You know, I really love how all of our machines conspired today to give us great fodder, to give us good content. That's what I love here. Kyle, the reason I'm excited to have you here today is because, yes, Breeze Intel was rolled out as this AI powered insights engine that you can plug in to your HubSpot ecosystem, specifically HubSpot Sales Hub. Now I know there was a lot of chatter, a lot of talk about Breeze when it was first rolled out at inbound last year.
Liz Moorhead:But now the inbound dust has settled. We've had a few months to kick the tires on this thing. We've had a few months to really understand what does it mean to effectively integrate Breeze Intel into their HubSpot sales hub workflows. So I'm just very excited. Are you excited to get into this conversation today, Kyle?
Kyle Jepson:I'm excited. Yeah.
Liz Moorhead:Okay. So let's dig in. From your perspective, what has the adoption of Breeze Intel looked like so far since it's been announced, and what have been the biggest surprises?
Kyle Jepson:So this is this is I I I feel like this is a good place to start, because, Breeze launched at inbound as you mentioned. And there are several kinda there like, there's, like, Breeze Copilot. This is free to everyone. There's Breeze agents. These are included in the hubs they belong to.
Kyle Jepson:Then there's Breeze Intelligence that's credit based and usage based, and you have to buy it. And every time you use it, it costs money. And ever like, I think a lot of people were caught off guard by that. It's a it's a different sort of pricing model. I think a lot of long time HubSpot customers who are used to a particular way of of of calculating HubSpot cost and things, were not fans that this enrichment platform, it was gonna cost money every time they click the button.
Kyle Jepson:Mhmm. And that, I think, has been a big barrier to adoption. And, that's that makes sense to me. I I don't I I don't mean the people who feel that way are wrong. It is different, and change is hard.
Kyle Jepson:And and managing your cost as a business is hard. And these are all serious conversations you need to have. The thing that concerns me is I think a lot of people heard Breeze Intelligence is a data enrichment platform and it's credit based at inbound, and then they said that's not for me. And they stopped paying attention. And the thing that is always true of every HubSpot feature is if you stop paying attention, it's gonna grow and change and become really cool, and you're gonna have no idea what's going on.
Liz Moorhead:Yeah.
Kyle Jepson:And so I would highly encourage anyone who is in that boat to, to start looking around at some of the things that have developed more recently. Take a look at the buyer intent tool, which you have access to even at the free tier of HubSpot and start, yeah, kicking the tires on that one, wander around, click the button, see what it does. You will discover some limitations where you have to have Breeze credits in order to, access things. But the thing that I'm keeping an eye on that is just starting to emerge is there are certain features in buyer intent that don't cost credits, but you have to have credits in order to access. So I think even if you go buy the smallest package of credits, it's gonna unlock a lot of things in in in buyer intent, and you can start to understand the value of this thing.
Kyle Jepson:Yeah. Data enrichment, you know, if you're doing a one time full database enrichment, it's not that interesting. But if you look at some of the things buyer intent can do, I think it's just really exciting. So, I mean, that's a that's a I'm I'm taking myself down to tangent. I'm gonna stop myself.
Kyle Jepson:But your question about adoption is, I think I think the the pricing structure has been a barrier for some folks. Mhmm. Other folks have jumped right in and have loved it. I don't I don't mean to say adoption has been poor. I imagine the smart folks who do packaging analysis at HubSpot knew this would happen and and are okay with it.
Kyle Jepson:But the thing that for me as an evangelist, obviously, I'm concerned about is is, even even you know, in the same way, you feel like your boss is maybe never gonna give you the budget to buy operations hub. Don't stop paying attention to what operations hub can do. Right? Breeze Intelligence is a similar way. If you feel priced out of it, that may be your reality.
Kyle Jepson:And I don't mean to judge you and say you're wrong, but don't don't close yourself off to developments in HubSpot because everything in HubSpot is so interconnected. These there will be ripple effects that eventually
Chad Hohn:Yeah. With you. Stuff jumps around tiers too. Right? Like, I mean, exactly that example that you literally just gave, and I've, you know, said this plenty of times, but, like, custom datasets being available in ops pro
Kyle Jepson:coming
Chad Hohn:down from a $2,800 a month base price feature to an $800 a month base price feature is so like, you know, your boss wants the report you can't give him? Well, boy, howdy. Now you can. You know? Because it might just already be if you got that, but you never got enterprise.
Chad Hohn:Right?
Kyle Jepson:Yeah.
Chad Hohn:Well, maybe now you can do it. So really pay attention to that. That is like sage wisdom and sage advice. You know, don't just because you don't have something doesn't mean you shouldn't be looking into what what those suckers are moving around tier wise.
George B. Thomas:Well, there's always the future. Right? And my brain goes two places, Kyle, with what you said. One, if I'm a product and pricing person, I'm more than willing to put something out in the world in the understanding that I might need to pivot, but I sure am gonna get a lot of lessons when I launch this bad boy because I'm HubSpot, and I pay attention to the user. And I pay attention to the user feedback, and and we can do those things.
George B. Thomas:But the other piece of this, and and if you're listening to this or watching this and this is you, I I don't blame you. I I try to put myself in the the shoes of you, the shoe man. Right? And so there's so many of you that are like, oh, HubSpot, Breeze Intelligence, and it's one thing. Mhmm.
Kyle Jepson:And so
George B. Thomas:when you hear somebody in a a HubSpot user group go, ah, that Breeze Intelligence isn't for me, then all of a sudden you forget about agents, and you forget about copilot, and you forget that Breeze is actually multiple things instead of our brain compartmentalizing it into when you hear Breeze Intelligence, you think they're talking about the whole thing. And so Yeah. I I mean, this is a real a worry for me. Go ahead, Kyle.
Kyle Jepson:Yeah. Yeah. Yeah. And and and, again, Breeze Copilot, part of the confusion is I think we we called all these things Breeze, and who can blame anyone for being confused, right, when the pricing structures are so different? Breeze Copilot is totally free.
Kyle Jepson:If you have HubSpot, you have Breeze Copilot. You can ask Breeze Copilot to research companies and add them to your CRM. That's the thing it can do. And it's just hitting, you know, publicly available databases, whereas Breeze Intelligence is our proprietary Clearbit acquisition powered data, but, like, you can do this. And so the thing that really concerns me is a couple weeks ago, one of the hottest, coolest updates in HubSpot recently, this ask Breeze workflow action.
Kyle Jepson:Right?
Chad Hohn:We're just gonna talk about that. Yeah.
Kyle Jepson:Into a workflow action, and you can ask Breeze questions about it and, like, do outputs. Right? You can just have conversational, workflow actions. And I tell LinkedIn about this, and so many people are like, I don't have Breeze intelligence. Like, you're not paying attention.
Kyle Jepson:This is not Breeze intelligence. This is you have workflows. It's You have this feature. Go use it. Stop stop telling yourself this story you do not have access to the cool HubSpot features.
Kyle Jepson:They are there, and you should use them. And when you close yourself off to these things and just assume anything cool I don't have access to, you're wrong. You're not you're not thinking in a HubSpotty sort of way.
George B. Thomas:As you're telling the story, Colin, and visioning myself being a fly on the wall and Kyle, like, scratching his head and be like, maybe I should say this slower. Like, what like, why aren't you picking up what I'm throwing down? Like and and I I'm like you. I get very passionate about, like, you have to dissect and pay attention real close to the things that you can and can't do and understand which you need to or don't have to even do with the things that you're you're providing. Liz, keep us on track here.
Liz Moorhead:I'm not No. Actually, the best
Max Cohen:The only thing I I just wanna add there
Liz Moorhead:Max is gonna drive us off the rails. Hold on. Go ahead.
Max Cohen:The only the only thing that I wanna say about, like, the whole pricing conversation is, like, I think people forget that, like, this is at least three tools in one single tool that fully integrates with your CRM. Right? Like, your teams are gonna wanna use AI. They're gonna wanna use it for contacts enrichment or company enrichment. They're gonna wanna use it for content creation.
Max Cohen:They're gonna wanna use it for this whole revolution of AI agents and all this other stuff. Bro, that's three other tools that you're gonna be paying for eventually whether you like it or not, right, that your team's gonna wanna use as we continue to rocket into the age of of AI being used in business and it being the hottest thing sliced bread. Right? And I think people forget is, like, you're getting all of that with Breeze. Right?
Max Cohen:Versus paying for it in three different places from three different vendors and dealing with three different support teams. I mean, let's not all forget why we bought HubSpot in the first place. Right? So we can consolidate all those tools into one single thing. Right?
Max Cohen:Mhmm. Whatever Breeze costs, it's always gonna be less than getting all three of those tools somewhere else. Keep that in mind.
Chad Hohn:And the cost of integrating them.
Max Cohen:Corporate chill for HubSpot even though I am HubSpot's greatest warrior when it comes to that.
Liz Moorhead:Big sprocket enters the chill.
Max Cohen:But let's just think about it, like, you know, from a perspective. You're gonna spend money on these tools somewhere else. Right? You might as well get it all under one bill. Right?
Max Cohen:It's probably gonna be cheaper, and it's gonna work completely with the entire system that you've built to do all of this stuff that it touches. Right? So just keep that in perspective, everybody.
Kyle Jepson:Yeah. And, I mean, additionally sorry. Copilot, again, is free. And all
Liz Moorhead:the money everybody. Question one.
Kyle Jepson:Yeah. We'll make it. Don't worry. We're on we're on track, I think.
Liz Moorhead:We got it.
Kyle Jepson:There are all these AI features sprinkled into existing tools. No. There's no, like, paid add on for AI and HubSpot. Right? Our our strategy is AI should just natively be in your CRM.
Kyle Jepson:And we announced all these agents. Some of them are still forthcoming, social agent, prospecting agent, customer agent, content agent, and these are just embedded in those hubs. If you have sales hub, since that's the one we're gonna be talking about, you will soon have a prospecting agent. No additional cost. That's incredible.
Kyle Jepson:Right? And then Breeze Intelligence, yeah, it's this credit based thing, but then then you're just paying for how much you need. Right? It is the idea. And and if you are an admin type person, any place enrichment is automated, you can set limits.
Kyle Jepson:You can say we are only gonna enrich this many records per month. So you you we're HubSpot isn't designing this to, like, surprise you with with a a a bill that's five times as big as your bill last month. Right? This is all meant to be within your control, but we are trying to automate and simplify it as much as possible. And so I agree with Max.
Kyle Jepson:And and, again, I don't I don't wanna seem disrespectful to anyone who has real budgetary constraints. That is an that is a thing people absolutely deal with, and it is real. Yeah. But it is unlikely that if you're already using HubSpot, these the the HubSpot options are gonna be more expensive than what all ever alternatives exist to you.
George B. Thomas:Yeah. So Kyle kinda went where I wanna go, and then Liz will get to question number two. And and but it's Max kept on throwing out the the number three. Three three three three because because COVID
Max Cohen:At least. At least. At least.
George B. Thomas:Right. I want I want people to realize, like, it might be five. It might be six. When it's all over, it might be 10. Like, I've been messing around with the social agent, and it's crazy.
George B. Thomas:Right? And so, like, if if you just break it down to Copilot and then sales, agent, you know, service agent, social agent Mhmm. Breeze Intelligence, like, 567.
Liz Moorhead:Like
Max Cohen:Yeah. All those agents are products on their are separate products on their own.
George B. Thomas:Yeah. Yeah.
Max Cohen:Alright. Let's
Liz Moorhead:Guys, are we sure? Alright. Wait.
Kyle Jepson:Wait. Wait. Wait. Hold on. Hold on.
Kyle Jepson:Hold on. No. Damn it. Never mind.
Liz Moorhead:Where's GigaChad to play you off when I need him? Where is he?
Chad Hohn:He's right here. Don't worry.
Kyle Jepson:Are we
Liz Moorhead:ready for question number two, Chad? Oh,
Kyle Jepson:it's alright. Alright.
Liz Moorhead:So you guys actually started getting into this, which is why I didn't get too fussy. We really we've the reason why we're so frustrated about the lack of clarity around adoption and where Copilot ends, where intelligence begins and all of these different things is because we know how game changing Breeze Intelligence can be for sales teams using HubSpot. So I wanna throw this back to you, Kyle. Let's start with you. Although George, Max, Chad, I know you have thoughts on this.
Liz Moorhead:Where do you see it really changing the game for sales teams? And what are some of the most impactful use cases? Because you guys have thrown out a lot of different ways that it could be used. But where are sales teams gonna see the most impact with Breeze Intelligence?
Kyle Jepson:Yeah. I I I am excited to hear what George, Max, and Chad have to say. I will, since I'm going first, so as to try to avoid taking anybody's answer, I will I I wanna go with it, I I I think it's sort of under the radar option with with Breeze Intelligence. So this comes back to I I've been talking a lot about the buyer intent tool here. One feature that was recently added to buyer intent.
Kyle Jepson:The the way buyer intent works is you set a a website path. You say if someone comes to this web page, they are showing intent, and and then we can have their records and enrich them and add them to the CRM. Right? But this this has always left this open question of how do you know which pages show sales intent? And this is a sort of thing that companies love to just guess at.
Kyle Jepson:Right? Like, oh, obviously, if someone visits our pricing page, they have real sales intent. Right? This is my favorite blog post that I wrote. I worked very hard on it.
Kyle Jepson:If someone reads that, they have sales intent. And and what buyer intent can do now because it's in the interconnected Hubspotness and knows your deals and stuff, it can say here are the actual paths that, you know, statistically show someone is gonna end up in a closed one deal. Mhmm. And think about that insight for a minute for your sales team. It takes that guesswork away.
Kyle Jepson:And if you can say, hey. Based on the data, if someone consumes these three pages, they are really likely to be open to a sales conversation. And by the way, here are the people who consume those three pages. That's huge. Right?
Kyle Jepson:That if the the sales implications of that are enormous because you can have the confidence that this person is, doing this sort of behavioral pow patterns that suggest they are open to a sales conversation and might even go the distance and be closed one. But also, you know what's on those pages, so you can say, hey. You know? Seems someone from your organization was looking at these pages. Here here's some answers to some common questions.
Kyle Jepson:Here's my meeting link if you'd like to discuss it further. Right? And how much better is that outreach than, hey, random LinkedIn content. I'm a wealth management, guy, and I would love to just help you make more money. Like, it just you know, it it it's it's an entirely different way of con at contextualizing and warming up your sales leads, which I just think is, it's huge.
Liz Moorhead:Guys, don't just jump on I'll jump in at once.
George B. Thomas:No. No. So I'll I'll come at this for the the sales side, but the sales side as the marketer in the room. And so race intelligence and the ability to automatically shorten and prefill, forms to increase conversions because the more conversions, AKA if we're doing this as a human equals more conversations and more conversations, well, you might call this more at bats. And with more at bats, you might be able to close more deals.
George B. Thomas:And then because you've closed more deals, you might be driving more revenue. But, like, listen. You can also if you have the stuff already filled out, you can ask more important questions, which then you get more quality leads anyway. So that's that's the one from the marketer, I'll say, is, like, you you can do some dope stuff on the actual beginning of this before you get the sales process even.
Max Cohen:For me, like, a lot of it really comes down to, like, what I would tell salespeople is, like, figure out how you can use it to extend yourself, not, like, replace yourself. Right? So, like, you know, whether that's saying, oh, I can write much better emails now because I'm not necessarily a talented, you know, email communicator or maybe my grammar sucks or maybe I have a hard time, like, you know, asking questions in different ways or whatever it may be. Right? Like, think about it how you can use it to really just, like, enrich the interactions that you have and not just put them on autopilot and say, oh, that's one less thing I have to do.
Max Cohen:Right? Because, I mean, the most embarrassing thing, you know, is when you're just, like, sending out a bunch of junk that the AI thought was, you know, relevant to somebody. Right? It's it's almost in the same way that, like, people would, you know, abuse, like, like, email templates and just send the same junk to everybody because they wanted to save time. Right?
Max Cohen:I mean, like, just completely relying you know, I'm a little I don't wanna say I'm skeptical, but I'm I'm I'm I'm watching the the sales prospecting stuff kinda carefully. Yeah. Right? You know what I mean? Because I think that's walking, like, a very fine line of, you know, replacing yourself versus, like, enriching it or or or using it as a way to be more efficient.
Max Cohen:Right? But, you know, I would I would say use the mindset of how can I do my job better now versus what parts of my job can I just eliminate because I can get AI to do it? Right? And and I think if you're truly using it to enrich the interactions that you're actually having. Right?
Max Cohen:You know, for example, if you were to enrich a contact to get some data about them, it's not so much like, oh, I could get the phone number or, oh, I can, like, you know, get this there or that. You should be looking at it as, oh, how can I use this information to actually have more intelligent conversation with someone, right, versus, like, looking at it as, like, a little cheat code or something like that?
George B. Thomas:It it it's interesting, Max, because, one, I love that you went down this road because for many people listening, especially sales, like, they need, you know, firmographics, decision maker info, the technology stack. And so, like, you can waste questions and waste time on those, or you can just get them. They can just automatically be there. But, also, Max, I wanna hit upon this piece that I I hope people will lean into in the future because AI or an an AI assisted world is definitely not about how can I use this to do less? It's about how can I use this to create a greater impact in sales, in marketing, in content because the rate of speed in which you can create or understand is so much faster?
George B. Thomas:Like, the value first human centric approach has never been as possible as it is right now, but only if you have the mindset of more impact, not less work.
Kyle Jepson:Well and and salespeople are always looking for ways to stand out. Right? And we are entering a moment where all of us, every single one of us, where our inboxes are gonna be flooded with AI generated garbage. Right?
Liz Moorhead:Mhmm.
Kyle Jepson:And so now it's Seriously. Your chance to stand out as a human. Right? Yeah. And, like, who cares if there's AI in the background helping you find the right human to talk to?
Kyle Jepson:Just don't let the AI talk to the human for you. Yeah. Yeah.
Max Cohen:Absolutely. Using customer agent.
Kyle Jepson:Well
Liz Moorhead:Am I asterisk.
Chad Hohn:That's, I think, relevant because you're already you've already closed one that person theoretically if they're using customer agents in some capacity or, like, they're gonna find out information to, like, reach out to you.
Kyle Jepson:Yeah. You know, I was curious.
Max Cohen:Well, you look at it you look at the customer integrate you look at customer agent a little bit of a different way. Right? Like, you're what you're doing there is you're saying, how do we extend our, you know, abilities of our customer service people by making sure that their time and resources aren't getting taken up for some that doesn't need a human being. Right? Right.
Max Cohen:But also being able to be like, hey. How can I help this other person self serve themselves? Right? Yeah.
Chad Hohn:Of which they usually make sure.
Kyle Jepson:Right.
Max Cohen:Also make sure it knows when it should go to a human being. Right? And gets into them, like, in the cases where it makes sense to have, you know, an actual body helping them. Right? Yeah.
Max Cohen:You know, so it does support.
Chad Hohn:Yeah. You don't wanna let, you don't wanna let your customer agent be dinking around in your billing settings necessarily. Problem. Don't
Kyle Jepson:worry. No. Don't worry.
Chad Hohn:Well, I was curious. I I this is, like, on topic, but off topic. So I was curious. Did anybody notice around inbound time that a few API endpoints were added relative to meeting links?
George B. Thomas:Here comes the nerd. Here.
Chad Hohn:Go ahead. Did did y'all see that?
Liz Moorhead:Let's get nerdy. Totally. Absolutely. You know why I was writing blogs?
Max Cohen:What are the what are the what are the endpoints, Chad?
Kyle Jepson:What the
Chad Hohn:endpoints are to be able to get a meeting link for users or to get a specific meeting links user availability. So, like, when can that person be booked and to be able to book meetings via API? And it ties in closely with, like, Breeze in general, I think, and AI agents. Right? And like, ultimately, I think that's gonna like, this was the one thing that I'm thinking, in an AI world with voice agents or like people who have like phone call integrations where they want to like, you know, robo dial everybody's brains out or whatever.
Chad Hohn:You know, that is gonna be the piece that's missing, like, some way via API to find a rep and their availability and be able to, like, respond and actually put a meeting on the calendar. But HubSpot thought of that eight months ago, which is, like, insane to me. They're the first people at least some of the first meeting link tool people that I've seen with that feature available. And I think that brings some stuff in back to this conversation at least, because, like, that that was that's the missing link, you know, for some of those things to be able to, like, help automate some of those processes if you want some of those pieces automated.
George B. Thomas:And see what I love yeah. If you want or if you should. Right? But what I love I I I understand your brain enough to know that, like, if you're paying attention, we're talking about Reece intelligence. We're also mentioned earlier that you can do a workflow action around this intelligence, which then means if there's an API, you could do some type of call or webhook to do this thing based on this flow that and so, like, this deep, rich, nerdy process.
George B. Thomas:And and, again, hopefully, it's all used in a way to or humanize Mhmm. Automated and AI assisted human powered process that you're building. Liz, have we even been question three? I don't know.
Liz Moorhead:No kids. We haven't. But first, Max, how are our soy crops going?
Max Cohen:We just finished, stone picking on the second field. So Oh, I have to jump that off. Good.
George B. Thomas:You can go rock picker, bro. You just drive it, and it gets all is that what you got, a rock picker? I used to drive one of those when I was a kid in Montana. Anyway, Liz, let's let's move on.
Liz Moorhead:Speaking of rock picking in Montana, Kyle, aside from the pricing conversation, what do you think the biggest mistakes or misunderstandings you've seen when teams are first starting to use Breeze Intelligence and how can they avoid them. So, again, I wanna avoid the conversation around making the decision to use it. I'm more about, like, once they are actually inside the Breeze Intelligence ecosystem, what are we dealing with here?
Kyle Jepson:I I would guess. I haven't had enough conversations with people using Breeze Intelligence to say, like, oh, I have noticed that 75%, you know, fall into this particular pothole. But as as I've thought about, like, explaining the feature set to people and and how they get up and and going, I think there are a lot of strategic decisions you need to make around what records get enriched and at what point that should happen. And why
Max Cohen:Why? Why are and why are they getting enriched? Like, how are you gonna use that data?
Kyle Jepson:You know
Max Cohen:what I mean?
Kyle Jepson:Yeah. I I thought you were like, why? Why do we need to have this contingency? You're like, well, come on, Meg. Yeah.
Kyle Jepson:And why
Max Cohen:for why.
Kyle Jepson:Because, I I mean, not just because it is credit based and you don't wanna spend more credits than you need to, but also, like, this is this is kind of a new way. For a lot of people, it's gonna be a a a new step in the sales process you've built in the HubSpot where it's just like, yeah. You know, you could you could have all the Breeze intelligence data on all your records as soon as they get added to the CRM every time. But but more likely, there is some point in the journey where it's going to be advantageous to you to get that record enriched. And, and it's worth noting.
Kyle Jepson:Like, I mentioned, there's this ask Breeze, workflow action that is not Breeze intelligence. There are also Breeze intelligence workflow action. So you can say when this criteria is met, enrich this record. And, and I would be really curious how people are thinking about that, how how they're identifying that moment because you don't you don't wanna get into a situation where, you know, I I like how George has been talking about kinda wasting or spending questions. Right?
Kyle Jepson:Imagine your sales rep only gets to ask their their prospect five questions, 10 questions. Right? You don't want one of those questions to be where are you located. You don't want one of those questions to be what industry are you in. Right?
Kyle Jepson:But you also don't wanna get in a situation where the sales rep is on the phone, and they're like, hey. How are you? Let's settle in and ask some questions. What industry oh, hold, please. I'm just gonna enrich your record real quick.
Kyle Jepson:Stand by. Yeah. Okay. Now now now. My my real question is, like like, you you wanna you want it to happen before that point.
Kyle Jepson:And so I think I hope sales leaders are having very serious conversations. Looking at the whiteboard, here's all the steps of the buyers, the the customer's journey end to end. Here is the point where enrichment makes the most sense.
Chad Hohn:Do you think that there's a world where an enrichment action could be added to playbooks to make it super easy that when it makes sense? Because I think, like, hey. Right at the beginning, if this box does not say yes, then hit the button, and you just enrich it real quick.
George B. Thomas:I mean Kyle's slacking the project manager right now to be like, hey. I just heard this right now. Here. Let me jump in here for a second.
Chad Hohn:Send the dividend checks over. Yeah. No. Just kidding.
George B. Thomas:I wanna double down because, yes, we're talking about sales right now and this idea of limited questions. But I I hope everybody understands that we are entering a world in which you could simplify the amount you have to talk or meet. Let me give you an example. Totally not sales related. But, historically, if you were an agency, you would do a discovery call and you would do a one hour call where you would ask a bunch of questions, and they would they would talk about all these things, and then you would have to go back to the transcript and or you'd hopefully, you somebody were taking good notes and, like, and you had five people on the call and, like, the hourly rates of each and I'm, oh my god.
George B. Thomas:It's like, how is this is not available. How did we do this for fifty years already? I I onboarded a client. I onboarded a client last week, and here's how the process went. I put in their company name and their URL, and I had AI do deep research and give me an ultimate guide on the company.
George B. Thomas:I then put that in some type of cohesive manner and delivered to the client and said, hey. We've tried to do some discovery on you. Can you please just look at this document? Let let us know if there's anything we missed or anything you've changed. And and this was like a 15 page document that I sent over to them.
George B. Thomas:They came back and they said the only thing I would change your ad is we change this product to this name. But other than that, it seems like you really know our organization. Zero questions asked other than, is there anything you would add or change? No one hour discovery meeting. Like, the information is out there for you.
George B. Thomas:Like, deliver a better experience. Now we can Mhmm. Talking about sales for this, but that's the mindset that I want people
Max Cohen:to
George B. Thomas:grasp when we're talking about AI or Breeze Intelligence or or providing a great user experience no matter what part of the buyer's journey they're in.
Kyle Jepson:The one the one thing I would add to that is if anyone, replicates George's process here, around the time you send that 15 page document to your prospect, make sure you read it yourself.
Chad Hohn:Yeah. Oh, yeah. Good gravy.
Max Cohen:Yeah. Trust but verify. Well, if
George B. Thomas:you're like me, here's the other thing. I'll get real nerdy. One, I took that entire document. I put it in natural reader, and I let it read me the document while I was actually like, it read it to me, and I was reading it at the same time. So I'm not only am I not only am I reading it, I'm learning
Kyle Jepson:about the organizing agent Mhmm.
George B. Thomas:That I'm about to actually help. So, like, not only to read it, but retain it, ingest it. And here's where it got real nerdy because I decided I wanna get out the office for a hot minute. I took that entire document. I put it in notebook l m.
George B. Thomas:I made it turn it into a podcast, which I downloaded to my phone, the m p three player, and I went and listened to the m p three as I'm walking because I wanna from my office, and I'm learning about the client. Like, everything has changed. People need to wake up. Okay. I'll shut up, Liz.
George B. Thomas:Let's let's do this.
Kyle Jepson:Since we've done such a good job staying on topic, can I tell you a totally off topic story that's really funny? Thank you.
Liz Moorhead:As long as it's about rocks, soybeans
George B. Thomas:Farming.
Liz Moorhead:Or alternators, or a mystery door number five. I'm I'm not sure. I'll take
Chad Hohn:number five. Off talking.
Kyle Jepson:The the summer before, I I got hired at HubSpot as an entry level support rep. When? This is this is summer two thousand fourteen. I haven't even heard of HubSpot yet. I was between semesters of grad school.
Kyle Jepson:I signed up with a temp agency to get a job for the summer. And I sat down with the temp agency. They asked me questions about my work experience. They looked at my resume. I told them all these things, and they're like, okay.
Kyle Jepson:We'll find a job that you're a good fit for. And they they hooked me up with the enrollment office at UMass Boston, University here in Boston. And I went in to meet the people and to have an interview, and we talked through and they're like, yes. The this this this sort of administrative assistant role, you you're perfect. You you got the skills.
Kyle Jepson:Yes. You got the job. And as I stood up and was about to leave, one of the guys who had been interviewing me was like, hey. So, your resume says you you have CRM skills. Can you tell me more about that?
Kyle Jepson:And I was like, I have what now? Oh. And and and, like, he's like, look. And he showed me the resume that the temp agency had made for me. And because I had worked on a sales team, they had assumed I knew how to use a CRM even though my sales team didn't use a CRM.
Kyle Jepson:And so it was like, yeah. And they said these words. You'll love this. They said these words. We just signed up for Salesforce, and we're looking for someone to help us set it up.
Max Cohen:Oh my god.
Kyle Jepson:This was the first time in my life I heard of Salesforce in a meaningful way. And I was like, I am really sorry. The temp this is not the the resume I submitted to the temp agency. They made this one for me. They added this skill, and I I have no experience there that would be helpful.
Kyle Jepson:I really apologize that this was misrepresented. Okay. And this is this is before the world of AI. Right? And this is exactly the sort of situation you can get into if you have AI doing deep research and saying, here are our recommendations.
Kyle Jepson:Here are our insights, and you send it over. Now you're gonna get a customer who's like, wow. This one line of the document was the one that stood out to me. Can you please tell me more about this? And if you have not read it and if you are not prepared to answer that question, you're gonna have a moment like me where you're gonna have to admit, actually, that is a straight up lie and misrepresentation of my capabilities, and I apologize that we are now having this conversation.
Max Cohen:But there's man. It's great.
Kyle Jepson:You're just
Max Cohen:trying my life as an implementation specialist.
Kyle Jepson:That was really why I went through every day.
George B. Thomas:Thing. There's a great lesson in that, and that is, like, integrity always wins.
Kyle Jepson:Yeah.
George B. Thomas:Mhmm. Could've chased that. You could've oh, well, if I can learn it real quick, I could implement it or or I can just
Kyle Jepson:Can you imagine if I was like, I don't know what Salesforce is, but how hard could it be to figure out?
George B. Thomas:Oh my god. So integrity always wins. The other thing that I wanna say here, and I am literally gonna pass the baton to you, Liz, to keep us going. But brother, 2014 to now, I just wanna say on this podcast, you've come a long way, my dude. Oh, yeah.
George B. Thomas:Way.
Max Cohen:A little bit.
Chad Hohn:Dude, could you imagine that, somebody looking for team blue almost got Kyle?
Liz Moorhead:That's so wild.
Kyle Jepson:That's so
George B. Thomas:good. It's a unit.
Chad Hohn:Literally. Okay.
George B. Thomas:That's a
Chad Hohn:timeline right there. Sorry. Alright. Liz.
Liz Moorhead:You should be, Chad. You should so when it comes to integrating Breeze Intelligence effectively into existing HubSpot sales hub setups and portals, where should sales teams start? Because what I'm hearing again, which is a like, a I feel like a broken record every time we talk about new products and new features. Right? There's so much promise and potential.
Liz Moorhead:There is so much promise and potential, which can lead to, like, a crippling effect of, like, where do I even start?
Kyle Jepson:That's a great question. It's funny. Thanks. We we all have to update our assumptions in this new world we're in now. And usually, when it historically, when people have asked me, HubSpot just came out with feature a, Where in the the timeline should this be implemented?
Kyle Jepson:I have this standard answer of, like, well, just check the data where your conversion rates where is there some drop off? Where is there some sort of barrier to entry free? And and that's the that's the place you start. Right? Wherever there's the most pain, wherever there's the most friction, let's let's grease the rails and that.
Kyle Jepson:But I think that's actually the wrong answer here now in 2025 because maybe you have, probably not, but maybe you have your, your your sales process and marketing process and everything as optimized as possible, there are still places you could deploy Breeze Intelligence technology to make it even better. And it it might not be the worst conversion rate. It might that that maybe maybe there are things that are possible in 2025 for your sales process that were not possible in 2023. Right? And, and so I think, actually, I need to revise my talk track here and think about, how do you identify the best place to start?
Kyle Jepson:Where are you going to get the most impact? It may be very hard to predict.
Max Cohen:Okay. I have a I I don't know if people are gonna agree with this. I don't think you should spend a lot of time worrying about where to start. I think you should just use HubSpot, and you will quickly figure out where it will be helpful because Breeze does a really, really good job of making you are making you aware that the thing you're doing in HubSpot right now could be easier if you used it. Right?
Liz Moorhead:It's not like three d principle math.
Max Cohen:But No. I get it. But, also, like, the thing is AI is gonna help everyone in different ways. There are some teams that have unbelievable content creators that straight up don't need it. That's a fact.
Max Cohen:Straight up don't need it. Right? Because they're really good and talented at creating content. Right? They have great writers.
Max Cohen:They have great video creators. They have people who really understand. They're probably people that love creating content about it. Right? They probably don't need it.
Max Cohen:Right? But, like, you can't say the same thing for the struggling team that's just getting started or doesn't have all the same resources. It's gonna mean different things to different people. Right? I think you need to, like because it's not about using AI.
Max Cohen:It's about using HubSpot and doing inbound still. Heck, it's all still about doing inbound. You use HubSpot to make inbound easier, and then AI will make HubSpot easier. Right? Like,
Kyle Jepson:that's the
George B. Thomas:kind of
Max Cohen:way that I think about it. Right? So I think instead of, like, hyper focusing on, like, oh, shit. There's all this stuff going on with AI, and I have to figure out where to start. I have to come up with a game plan.
Max Cohen:Bro, no. You gotta run your business. Right? You're using HubSpot to run your business. You're gonna find ways that AI will make that easier as you discover them.
Max Cohen:But don't go out and just look and assume there's a whole bunch of problems because you you haven't, like, discovered the AI stuff yet. Right?
Liz Moorhead:Like Here's what I wanna throw out in this because it's so much. I agree with you, and I also think that represents a bit in an idealized notion of the organizations that are using this. Because when I think about some of the organizations that I work with, they don't necessarily have the flat structure or the company culture where that kind of autonomy is encouraged. What will happen is a new piece of tech or something big will roll out with a lot of promise, and then it might get stuck with, I don't know, a VP of sales, a sales director, a sales manager who may not think that, well, let's just see what people let's just see what people use with it. Or maybe they're not being empowered from above with that.
Liz Moorhead:I think in some cases, Max, what you were describing is absolutely feasible, absolutely possible, and the thing that should happen. But I think one of the things we have to remember is that as HubSpot has grown more complex in a positive way, it is able to serve more complex, more dimensionalized sales teams and organizations where that may not like, that sounds like a great idea for an organization where I don't have a CRO breathing down my neck about best practices and having a structured sales process that everybody follows.
George B. Thomas:So
Liz Moorhead:So that's the only thing I wanna throw out there.
George B. Thomas:So I I I'm gonna I I agree with both of you, which is not always backed. But, Max, paralysis by Thanks, bud. Yeah. Paralysis by analysis is To be fair,
Liz Moorhead:I was also agreeing with Max. It's just not true all
George B. Thomas:the time. I know. I know. Paralysis by analysis is a true fact, and what I would want the listeners or viewers to do is just take action. Dank on it.
George B. Thomas:Like, fig figure it out as you go because I'm sure there's enough of a framework around you that at least you'll be in headed some right way of of a right direction and be able to pivot and transition your way to success as you move forward. But, Liz, I I have to piggyback on what you said too because, listen, over the last thirty days, I've talked to multiple organizations, and it's gone like this because we have this fantasy of what we believe to be true. By the way, I proved this to, Chad on one of our super admins where he was just talking about this thing. And I said, hey. In the chat pane, put yes workflow object, no workflow object if you knew that workflow is an object, and it was all no's.
George B. Thomas:But the assumption was, of course, these super admins would know that. But here's how here's how deep it goes. Here's how bad I get cut on a daily basis. The amount of times in the last thirty days that I've said, well, of course, you wanna make sure you have your tracking code installed to which the answer is,
Chad Hohn:I'm like People will buy marketing hub and not even put that puppy on their website. I'm like, what are you doing? And, like, also, the other thing they do is they put the pixels on there for they integrate Google and Facebook, and then their pixels are double firing because they keep their old pixels.
Kyle Jepson:So people just don't have the
Chad Hohn:nuance there.
Liz Moorhead:Well, because there's a a cost. Let let's be honest, guys. At a let's let's go super, super meta for a moment because, Chad, you said something there that
George B. Thomas:Facebook meta
Liz Moorhead:really kinda
George B. Thomas:original meta. Original meta.
Max Cohen:Okay. Meta Quest two.
George B. Thomas:Just checking. Just checking. Electric boogaloo.
Liz Moorhead:Because right now, organizations are struggling to justify budgets. Let's face it. The economy that most of our clients and most of these organizations are doing business in that in right now is pointy, is not friendly. So every decision they are making is being highly scrutinized. Why don't you just install it on your website?
Liz Moorhead:What if I install something that's meant to help us on our website? I don't fully understand it. I don't get that it's just a pixel. But why don't I just go in and embrace things? What if I break something?
Liz Moorhead:What if I cost us money? What if I brought a piece of technology into our organization that is meant to help us? And by moving too quickly, too fast without enough forethought or integration with other teams, I do something that costs us money. And you know what, George? This reminds me of a conversation you and I were having with a client in a completely different industry.
Liz Moorhead:When you were the champion of change, it is your head on the block.
Kyle Jepson:Mhmm. Yeah. Yeah.
Liz Moorhead:And I think that's why this happens. We're able to sit here and kinda be HubSpot jockeys and HubSpot cowboys because this is what we do. Our job is to go in there and tinker with things and break things. We are hired because we are the mad scientist in the laboratory. This is our business.
Liz Moorhead:This is what we do. And I think we forget that we have this all encompassed view of HubSpot. And for others, they're bringing it into solving very specific problem.
Kyle Jepson:Yeah. Sure.
George B. Thomas:Like Yeah. And The fact that it's somebody's day one scares the crap out of me. Right.
Liz Moorhead:But there's But at least they have a day one. At least they're here.
George B. Thomas:Yeah. Oh, yeah.
Kyle Jepson:Yeah. Yeah. Yeah. And I think it's interesting. I am all for everything that's been said about if you're if you wanna get started, get started.
Kyle Jepson:Just do something. Something is better than nothing. But I do think it's important to remember what Max said earlier about think about why you're doing something. Right? Think about what the desired outcome is.
Kyle Jepson:Because I can tell you, if I just snuck into somebody's portal right now and use Breeze Intelligence to enrich a contact record that is in the midst of a sales conversation with a sales rep, there are plenty of sales reps who would not even notice anything had changed. Right? Can they see the properties that got enriched?
George B. Thomas:You know, they
Chad Hohn:Their view probably isn't set up for you.
Kyle Jepson:Right. And so, like, hooray. You have that data in your CRM, but who is benefiting? Mhmm. No one.
Kyle Jepson:Right? Certainly not your customer. Not even the sales rep talking to your customer. And so these are the kinds of things you need to think about. And and I mean, putting on my my HubSpot Academy hat.
Kyle Jepson:Right? There's always going to be some training, implications here. Right? It is not the case that you can just run your entire database through Breeze Intelligence. Pay that one time fee to to to to do all your records historically and get them and suddenly your sales process takes off and you double revenue.
Kyle Jepson:Right? That is just no tool in the world is a solution to the problems you have unless you can educate the people who are using it. And so that's that's an important thing to keep
Liz Moorhead:in mind. Unless you could be honest about what your real problems actually are.
Max Cohen:Well, sure.
Liz Moorhead:Guys, we are we have somehow come to the end of our conversation.
Kyle Jepson:Yeah.
Liz Moorhead:Now normally, I encourage you to yeah.
Kyle Jepson:Yeah. Yeah.
Liz Moorhead:Yeah. Absolutely. I agree. It's weird. Upsetting.
Liz Moorhead:But, George, normally, I have you help us exclusively land the plane.
Kyle Jepson:Yeah.
Liz Moorhead:But this time, I want you and Kyle to do this together. Okay. So I'm gonna ask you and Kyle the same question. Yeah. And, Kyle, I'm gonna have you go first.
Liz Moorhead:You go first. So George can see what it's like to follow directions when I ask this question. I'll try
Kyle Jepson:to give a good example.
George B. Thomas:Wow. I'm I'm hurt. I'm hurt. This this guy George,
Liz Moorhead:it's the one George, it's the one thing question. And you're like, I hear your one thing, and I raise you 17 things.
George B. Thomas:Listen. You're like freed up I'm just saying. Perfect.
Liz Moorhead:But thank you.
George B. Thomas:Okay. Alright.
Liz Moorhead:I rule this podcast with an iron fist. Kyle, if you want our listeners to walk away with one thing in this episode, what should it be and why?
Kyle Jepson:Can I give two things? Yes. Yes. If you have
Liz Moorhead:actually give up his one thing
Kyle Jepson:No. That that was actually a joke. I'm I'm gonna have to struggle to even come
Liz Moorhead:up with one thing.
Kyle Jepson:I just wanted to for George's benefit.
Chad Hohn:Oh, that was so good.
Liz Moorhead:Safe brains on Kyle. Alright.
Kyle Jepson:Right. Yeah. The one thing, I want, you know, it's been a great this has been a journey. And I don't think the one thing you should take away is that my that the typical nineteen seventy six Kenmore washing machine is better than the new all in one washing machine, though that is But you could valuable information.
Chad Hohn:It is valuable, I'll say. I like being able to fix stuff.
Kyle Jepson:Yeah. No. It's great. I I would say I I think it's really interesting. The the the tenor of this conversation we've had today, it's important to remember it's it's 2025.
Kyle Jepson:All of the best practices are still being discovered. If you wanna roll the clock back to, like, 02/2006 when HubSpot first launched and Brian and Dharmesh were like, hey. What if small and midsize businesses did this thing called inbound marketing? Right? Like, that is where we are again.
Kyle Jepson:Everything is changing. And if you're looking to whatever whoever your favorite guru is, whether they're in this room or not, and you ask them a question, what should I do? They don't know yet. Right? It is it it is all being figured out.
Kyle Jepson:And so I I think the one thing you should take away from this conversation is is that that can be empowering or it can be paralyzing. Right? You can sit down on the side of the road and wait for someone else to figure out the best practices and come tell you what to do to grow your business. You can you can keep doing the same thing you've been doing for the last ten years and hope it continues to work, or you can just jump in and start trying things and experiment and be a little bit scientific and just change one thing, change a couple of things, put some measurements in place, see if it helps, see if it hurts. And and I I would encourage you to take that last option.
Kyle Jepson:Jump right in with us and everyone else, and just just play around with these tools. Be curious. Be excited. There are huge opportunities waiting to be discovered. The the first mover advantage, nobody's gotten it yet this time around.
Kyle Jepson:Right? And so figure it out. Right? If you can be that person who started a business blog in 02/2006 or started thinking about, search engine optimization in 02/2007, you, you know, now that has something to do with AI. And, I I think there are lots of opportunities for lots of companies to to really have some big breaks.
Kyle Jepson:And we can't tell you what those opportunities are for your specific company and your specific industry, but I can promise you those opportunities are there. And if you're willing to just puzzle through things and speculate and talk with friends like we've been doing today, you might discover them.
George B. Thomas:Yeah. I I'm gonna give a heck yeah and an amen to what Kyle just said. This is why, like, two or three weeks ago, I put on LinkedIn that that it's time for an inbound two point o revolution. Mhmm. Literally where we're sitting at right now.
George B. Thomas:We need a 02/2012 in a twenty twenty five age. I'm just gonna throw that out there because, my gosh, it's changed. I I I wanna hit upon a a point five thing. Like, please, by all that is holy, as you listen to this podcast episode, do not come away from assuming there's out of the box magic. I talk about wrapping HubSpot around your business needs.
George B. Thomas:You need to look at Breeze Intelligence, and you need to realize there is some assembly required. You need to make sure that your teams actually can see and do the thing that you're automatically happening. But here's the real takeaway that I wanna talk about. Ladies and gentlemen, years ago, there was this thing that I love to teach, and I haven't taught it in a while. And if it intrigues you, reach out and let me know.
George B. Thomas:But there's this thing in the sales process called radar research revenue. Because here's the deal. As much as you wanna lead score, as much as you wanna enrich the data, as much as you wanna make things magical for your sales team, what's the signal? Does it mean? You see, some of us think a red light means stop.
George B. Thomas:Some of us think a red light means or green light means go, and some of us think a yellow light means go really, really fast. That's not really the real signal. And many of you are misinterpreting the intense signals that are happening based on the automation, the AI, or the enrichment in your because you don't know what it means, and you don't know what action to take. That's where I'll leave it because with all of this greatness, what does it mean, and where do you gotta go as a sales rep? Where do you gotta go as a leader?
George B. Thomas:Whoo. This has been amazing.
Max Cohen:Yeah. Kika
Liz Moorhead:Chad, you wanna take us out?
Chad Hohn:Always will take us out.
Kyle Jepson:Thanks for joining us, Kyle. Thanks for having me. Oh. Places.
George B. Thomas:Okay. Hub heroes, we've reached the end of another episode. Will Lord Lack continue to loom over the community, or will we be able to defeat him in the next episode of the Hub Heroes podcast? Make sure you tune in and find out in the next episode. Make sure you head over to the hubheroes.com to get the latest episodes and become part of the League of Heroes.
George B. Thomas:FYI, if you're part of the League of Heroes, you'll get the show notes right in your inbox, and they come with some hidden power up potential as well. Make sure you share this podcast with a friend. Leave a review if you like what you're listening to, and use the hashtag, hashtag hub heroes podcast on any of the socials, and let us know what strategy conversation you'd like to listen into next. Until next time, when we meet and combine our forces, remember to be a happy, helpful, humble human, and, of course, always be looking for a way to be someone's hero.
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