Guillermo Blanco
SUMMARY
What are the advantages of sending customised emails?
Personalized email saves time for users who already personalize their emails by enabling them to send more emails per day with about the same outcome. It also benefits users with greater reply rates, more emails, daily variability, and open rates.
What fascinating applications of personalisation are there, and what are some instances of successful strategies?
There are four different levels of personalization, with level four being the most successful and applicable to the product being marketed. Examples include using the recipient's name, making reference to prior interactions, or using LinkedIn data to personalize the message.
What future trends can we expect in this area and how does personalization impact open and reply rates in cold emailing?
The best information will be utilized to tailor the email for the recipient in the near future, making it more effective in piqueing their interest. Personalization helps increase open rates, enhance email deliverability, and eventually increases reply rates.
TRANSCRIPT
Ricky Pearl: Today on a Couple of Pointers Podcast we are lucky enough to have Guillermo Blanco from Reach. Welcome to the show.
Guillermo Blanco: Thanks so much for having me Ricky.
Ricky Pearl: Did I get that right? I believe most people just call you G.
Guillermo Blanco: Yeah, it's, we were discussing before this call, but it's pretty hard to pronounce name, but usually people call me G. It's way easier.
Ricky Pearl: Okay alright so you can be our email, G. For Guillermo not gangster.
What do you do?
Ricky Pearl: Now tell me for the sake of the audience, explain it like I'm five. What do you do?
Guillermo Blanco: I'm one of the co-founders of Reach and what we're doing at Reach we're we have this tool that makes email personalization faster. So usually an email, it takes around five minutes to personalize every single email. We're just driving that number down to 30 seconds, so we're making reps more effective.
Benefits of Personalization
Ricky Pearl: Besides just the time saving, I imagine there's also other benefits to, to your form of personalization.
Guillermo Blanco: Yeah I mean, we usually have a couple of users, right? Like it's either the user that doesn't personalize because it takes a lot of time, or there's also, on the other hand, the user that personalizes. So for the first user, the one that doesn't personalize, personalization helps them getting more reply rates, more email, daily variability, and more open rates. For the second one, it's more of making them more effective so they're already personalizing their emails. So if we can help them make that faster and probably send like 20, 30, 40 emails, more emails a day, and get roughly the same result while we're making you more effective. So in that sense, we're helping you save time.
VPs of End-users?
Ricky Pearl: I love it. Now, typically, what have you found? Is it like VPs of sales and sales leaders that are trying to onboard your program so that they can standardize personalization across their apps? Or do you actually find more end users trying to download their program, your program so that they can do their job better?
Guillermo Blanco: That's a great question. I would say usually, Reps are the ones that are signing up. Because think about it, you're, for example, you're a rep and you get to get 20 meetings a week. You know you're the first interested one to get more replies, to start more conversations. So I've seen a bunch of reps signing up to reach because they're like, alright, I wanna give this a try.
Guillermo Blanco: I need to hit quota. Right. On the other hand, when it's more of a, how do you call it? More of a company strategy thing. It's usually the SDR manager, director of business development, or even VP of sales in some cases that have come to us saying like, alright, reply rates are very low. One of the things that we've noticed is that we've accepted a 0.5 or 1% reply rate, and that shouldn't be the case.
Guillermo Blanco: Of course, it's gonna change depending on industries, right? Like if you're selling enterprise, you're gonna get a lower reply rate, but we've accepted the fact that's normal and it is not. Right. So usually VP of sales are the first ones to understand that shouldn't be the case. Right? Reply rates are going down, but there's a cure to it, and they come to us hoping to get more replies.
Ricky Pearl: I love that the problem you're solving is around that research piece because we obviously manage a lot of reps and we encourage personalization of emails and we'll get into relevancy in a minute, but whenever we trying to analyze how they're spending their time so that we can look to help them maximize their efficiency, one of the black holes is research.
Ricky Pearl: People talk about the five by five or the three by three. You know, spent three minutes funding, three relevant pieces of personalization, but that's just never the case. It always take the three by three is actually that it takes three times longer than everyone says it should.
Guillermo Blanco: Yep, that's the case, that's the
What can you personalize on?
Ricky Pearl: What are some of the pieces that you can personalize on?
Guillermo Blanco: So usually the way we see personalization is composed of a couple of things. The first one is research, and that's usually the most the thing that takes the longest, right? Because you usually, for every single one of your leads, you're gonna have to open a bunch of sources or data sources.
Guillermo Blanco: That's how we call it on Reach, but I'm referring to LinkedIn company LinkedIn, website, company news, company blogs, podcasts, financial papers. There's so much information on there that just by opening and researching on those aspects, it takes a lot of time. One of the things we're doing in order to make these faster is we are aggregating all that information.
Guillermo Blanco: So rather than having to jump in between tabs, you're gonna have all that information under the same screen, right. The other thing, again, is once you have all that information, all that research, which again is what takes the most amount of time do you get look for what's more relevant to what you're selling.
Guillermo Blanco: And that's one of the things, one of the features that we're the most interested in and that we're gonna be probably launching next month, is that make research faster. All right, Out of all these data sources, Just show me what's more relevant to what I'm selling. Just throw, show me three snippets that I can use for my emails. Now that's cool.
Guillermo Blanco: When you're doing it for just one person that imagine it doing it for a hundred people, that's when the time saving comes in.
Ricky Pearl: Or a thousand, right. We know what SDR are doing, so I, that's really interesting to me. So I get a lot of. Personalized emails. Hey, Ricky, we can see that you're the treasurer of JCN Charity. By the way, have you seen our tech stack around HR compliance? And you're like, come on. That's not personalization, right?
Ricky Pearl: That's, I it's obvious it's a data scrape So
Guillermo Blanco: Yeah.
Ricky Pearl: Do you, by putting all of that information in front of the rep and just saving that them that time and collating the. research That in itself is a tremendous benefit because even if they don't use automation to then insert that into an email, they've already just saved time by having that all on a page.
Guillermo Blanco: Exactly.
Ricky Pearl: Wow. Okay. That's very interesting. Cuz I've always shied away from these tools thinking, come on, no one's ever gonna do it. As well as a human who's applying their intellect and their logic. But if really you just. One of the things you're doing is bringing all of that research into a single place where they can save five minutes from opening up all the various data sources.
Ricky Pearl: That is interesting because that removes all of my fear of poor personalization.
Guillermo Blanco: there's this fear or there's, these people don't like automation, right? We're all always striving
Guillermo Blanco: for automation in sales, but sales is human. So you gotta be somehow limited by how much automation you're using. The way we see that reach is that personalization emails, all these things will never be fully automated.
Guillermo Blanco: Otherwise, why would we have
Guillermo Blanco: SDRs? Why would we have account executives in the first place? Right?
Ricky Pearl: Sure, but the difference between automation and efficiency, right? Mar, I've got a hot water system that's always boiling. I walk up and hot water comes out of it. You know, it's not automated, but it's efficient that it's exactly there when I need it. And I save 20 minutes a day waiting for the kettle to boil.
Guillermo Blanco: Exactly, and that's what we are that's our vision with with Reach What we want to do is we wanna make reps more efficient. We don't want them to we don't wanna hand them the personalization again. What Reach does is aggregating all that information. We're making reps more efficient, but then we're also suggesting a couple of icebreakers that get you started.
Guillermo Blanco: You don't have to type the whole thing by yourself, but most likely you're gonna be editing to resemble your style. So just by saving you time on research and saving you time on copy, we're not anyhow automating the whole process, but we're gonna make you more efficient while getting more replies.
Ricky Pearl: Let's just say that they tend to found that the one personalization on average, they were quite happy to automate. Is that something that's possible within the platform?
Guillermo Blanco: I mean, ideally, one of the things that we'll want to do in the future is that the amount of tweaks that you're gonna make is the, it's as small as possible. But I don't think we'll ever when it comes to AI, I don't think we'll ever come to automate the whole process. Think about it, you know, like AI, we're getting new models every day.
Guillermo Blanco: They're like getting more sophisticated in all these things, but at the end of the day, it's a human, as you were saying before, that needs to review what's going on, right? Like I wouldn't trust AI to just click a button and send the emails for me. I would never trust it. Because AI has mistakes, so there's always gotta be a human reviewing and editing and tweaking all the things that an AI is gonna make in the future.
Guillermo Blanco: Those tweaks will be minimal, but for now, there's always gotta be someone that's gonna review all the outputs from an AI.
Ricky Pearl: You know, I actually prefer that, to be honest. I've always shied away from these things thinking it's gonna be crap. But if what you're doing is putting it in front of me, allowing those tweaks and just giving me those suggestions, then I really like that. Now onto some of the personalizations, before we get to relevancy.
What are some of the very interesting ways that people are using personalization at the moment?
Ricky Pearl: What are some of the very interesting ways that people are using personalization at the moment? For example, I've heard of someone mentioning the mayor of the town that they're in, or the number one restaurant on Yelp. What are some of the good, the things that are working right now?
Guillermo Blanco: So, when it comes to personalization we see there's four types of personalization. The level one, the lowest kind of personalization that's gonna be variable based personalization, and that's what we are all using in sales. That's high first name, so that you work at company, right? Like we have these variables that get solved in automatically. That's the lowest level of personalization. Then the second one can be things that are funny. So if you, we went to the same college, I may be like, Hey, you know, like we went to the same college. It's not something that, it's very relevant and it's usually set that personalization that it's either like, all right, based on your city, based on the college you went to, based on that, if you've been doing like whatever, right?
Guillermo Blanco: But it's not that sort of relevant. The third. one It's gonna be the one that it's either related to comedy website, LinkedIn, all these data sources that we were discussing before. But then on the fourth one is where the magic happens, and it's the same data sources that we were using on the third type of personalization, but now we're making it relevant. So it's, for example, if I'm reaching out to someone in sales, I can grab something relevant from LinkedIn, whatever. But if it's something that it's specific to what I'm selling or something that it's relevant to what I'm selling, that's level four personalization. That's where the magic in the email flows, right?
Guillermo Blanco: Like it's, you're grabbing something that it's relevant, something that it's related to what you're selling, and you're putting it into an email that flows. That's a 10 out of 10 email.
Ricky Pearl: Yeah. I mean, it also ideally needs to that trigger. I've seen some really clever growth hacking as I'd call it cause I don't think it's scalable to an enterprise level, but it is certainly at a small level where people will do something like prospects to everyone in the city of Liverpool. And They will prospect on a Monday and they will use the score from the Liverpool game saying something along the lines of, Hey, I'm sure you're feeling pretty beat over the weekend.
Ricky Pearl: Three-Love is a, know, three-nils a pretty rough score, but here's something to make you feel better. So it's like got good timing. It's kind of personalized. They've made it a little bit, you know, human and funny, but it's still not relevant because they'll then jump into whatever it is that they're selling, like some kind of marketing technology.
Guillermo Blanco: Exactly. We called it
How do you capture that relevancy?
Ricky Pearl: How do you capture that relevancy?
Guillermo Blanco: So relevance, It's actually tough to capture because there's not that much information out there. So first of all, when we talk about relevance starts at the ICP. ICP meaning ideal customer profile. So for example, if I'm reaching out, I, if I'm selling email personalization, if I'm reaching out to someone that it, his job is sales, I'm relevant, right? The I, the relevance comes from the ICP first, right? Because if I'm reaching out to someone in sales and I'm selling HR solutions, that's not relevant. That doesn't have anything to do with their daily lives, right? Like, so first first of all, living starts on the ICP. If you got the right, ICP Most of the times you're gonna be relevant. Then again, the second part of the relevance comes from personalization and we were discussing it before. If I'm saying like, Hey Arabia, I saw your post about I don't know. You know, like, how cool is the spring? These are my pop pop pop pop and I'm selling you email personalization.
Guillermo Blanco: That personalization, it's not relevant. The rest of the email is, but you just created that tension in which what does have to do with what I'm, you know, with what you're selling in that's, right? So for us, relevance
Ricky Pearl: I like that idea there. I like that idea, that bad personalization. Actually decreases the relevancy of the email.
Guillermo Blanco: Yeah. It's, it comes out like as, because what you're doing with that, if you're just like, Naming things are like, Oh, you, I just saw that you, whatever. You know, like, and it's, you're making the email not flow, and that usually pisses people off. It's like, what does have to do with, you know, what you're selling?
Guillermo Blanco: It doesn't, it's not telling me anything. That's why like, we see relevance coming in two places. It's either like you're reaching out to the right icp, which if you're doing sales You should, right? Otherwise, you're just shooting in the air. And the second one is like out of the personalization that you're gonna add. Since you want to get more replies, make it relevant. Now, you might not always find information out there to make your personalization relevant, but there's some creative ways to do it, right? So for example, we were talking about the Liverpool stuff. Imagine you went onto a ski trip. That's sort of a trigger, right?
Guillermo Blanco: Because you maybe go twice a year. Then I can use that in personalization and the way this would work, it would be like, Hey Ricky, so you were at whatever mountain skiing, email personalization can be a steep slope. We're tying the non-relevant personalization to whatever I'm trying to sell you. Email personalization can be like going up a steep slope, just like in skiing, blah, blah, blah. And then I get to the value proposition. So if you're creative with personalization, even if you're not being relevant, you can make it work and stand out from the crowd, because creativity is something that AI still is still learning how to do.
Reach as Personalization Tool
Ricky Pearl: Yeah. So, in that example, Reach, your tool would give you the personalization their suggesting that this person who went skiing, then it would be on the sales rep, the SDR, or the bdr to tie that to the relevancy saying sale, you know, personalization can be a steep slope, reaches the ski lift to get you to the top of that mountain.
Guillermo Blanco: Exactly. Exactly. So right now that's how it goes. But In the near future, what we'll do is, out of all the information we could gather from one person, I'm just gonna show you the three snippets that are the most relevant to what you're selling.
Guillermo Blanco: So for example, if you're selling a tool for salespeople, you only care information that relates to sales. If they manage an SDR team, if they hit quota three months in a row, if they are crushing it because they're growing and their sales are going up. That's relevant information that you care about when you're trying to personalize your email for salespeople. Now, the relevance changes when you're reaching out to an HR person, right? And then it's alright, you're hiring, your like your team is growing. Maybe you have high rotation, people are bouncing from the comedy. Those are relevant things for HR in the near future, which depending on what sector do you sell to, will give you all that information that it's more relevant to your tool or to what you're selling.
Ricky Pearl: That's something that someone like Children Crawford talks about all the time. Personalization and relevance that's about pain. And when you do get that right, you can do it at scale. So for example, if a company is struggling to fill a position and they're they the talent acquisition and they've had jobs on the market for six months or for four months, or whatever it is, you can use that as a pain point.
Ricky Pearl: You don't need to know more, and you can scrape that data and say, Hey, we've seen that you've had this job open for X months. You know, and then you can tie that to the relevance of your outreach, though I really love those opportunities where you can do things at scale, but it has to be hyper relevant.
Ricky Pearl: Uplift or decerase in opens case studies
Ricky Pearl: The personalization absolutely does help increase open rates. Have you seen any case studies from customers coming to you so they were doing essentially the same value proposition, you know, the same pain statements, the same email in general, but now that they've added your personalization, have seen an uplift or a decrease in opens?
Guillermo Blanco: Yeah. These, we don't have an exact data because personalization is just a subset of cold emails. So for example, usually, or generally, we definitely see more opens, especially if you're leading with a personalization right on top that piques interest, right? That another thing that email personalization helps with is email deliverability. Right now reps are sending 200, 300, 400 emails a day. And those emails are all very similar to each other. So if you start changing the way every email is, and every email is more unique, email daily variability is better because that's Google not picking up like, All right, this guy is just spamming up people. Every email is more different to each other, so I'm gonna let them through. Right. And on the other hand is, Yeah, and then on the other hand is reply rate. Ultimately our goal is gonna be that. Right. So,
Ricky Pearl: That's all that matters is reply.
Guillermo Blanco: Exactly, but if it happened to you, I bet Ricky, but you get an email and we as sales people are very fast to see if that was a template and that's a huge turn off.
Ricky Pearl: I think reveryone is over the last two, three years, this half volume outbound approach has just become so prevalent that everyone is used to seeing that same thing. And so maybe they went from long emails to rarely short, succinct, 50 word emails, and then that worked for a little while, and now everyone's attuned to that as well.
Guillermo Blanco: Yeah, I mean,
Ricky Pearl: It's just becoming harder and harder.
Guillermo Blanco: Yeah, this all comes to tools, you know. Before, 10 years ago, they weren't sequencing tools. So just by following up manually that you had a huge success, right. Now, SalesLoft and Outreach come into place. What this does is the new baseline is lifted. So everyone now can follow up. Well, you gotta do something different, right?
Guillermo Blanco: You gotta personalize. Well, personalization takes a lot of time and therefore not a lot of people are doing it. You're standing out from the crowd and therefore you're getting more replies. Now we're getting into this new wave in which tools like Reach are gonna create a new baseline. The same way that we don't imagine a sequence without follow ups There will be a future in one year, two years that we won't see any email, that it's not personalized and relevantly personalized to every person that we're reaching out to. So this is a matter of tools. You know, new tools come in, therefore the baseline gets lifted and people expect more from outreach. That's why sending a 100, 200, 300 emails doesn't make you unique anymore because there's a hundred reps doing that every single day. So you gotta stand up from the crowd, be a little bit different, and therefore that's how you're gonna get replies.
Personalizatinon test
Ricky Pearl: And I'll tell you the simplest test that we've done. Which in my mind proves that personalization really works. On our bump emails, we've had two different templates, or the breakup email, whichever one it is. The one where it says, You know, this might not be for you. Is there someone else that we should be speaking to?
Ricky Pearl: It's a very common email. Everyone would've received a thousand of them by We changed it up just in one little way. We said, Hey G, you might not be the right person to speak to, would, and then we insert the one person above them in the chain in their hierarchy's name. You know, would Nick be a better person to speak to? And just by adding in that person's name, we had a threefold increase in replies.
Guillermo Blanco: Yeah.
Guillermo Blanco: And the
Ricky Pearl: I didn't have to do anything else. Just go to their LinkedIn, you know, look at the hierarchy and go, Okay, well this guy's the VP of sales. Who's the cro? Well, this guy's the director, who's the VP, whatever it is, and just find a name, stick it in there. Three times increase in replies.
Guillermo Blanco: And the thing, and we usually use this as well, you know, because one of the rbest ways to stand up from the crowd. This also correlates with the way that in, if you add personalization, along the line of your cadence, the more to the end of the cadence that you are, if you add personalization there, it gets many more replies.
Guillermo Blanco: So personalization in the first email, it boosts replies, right? There's no doubt about that. If you add personalization on the second email, two times that if you add personalization to the third, email three times that. And I'm not even talking about variable personalization, right? Like, company name
Relevance hyper personalized.
Ricky Pearl: You're talking about relevance, hyper personalized.
Guillermo Blanco: Things that could only be found out if you spend the time to do the research. If you start adding those across the line the reply rates skyrocket. And that's what you are seeing, right? Like just putting the name of a manager or a VP of sales at the last email. Many more replies.
Ricky Pearl: Yeah, of course, cuz I think well, I don't want this going through to my boss and them saying, Hey, I really try to get hold of G, but he was nonresponsive and then the boss is interested. Well, I need to take that risk away and engage in this now. And it's really interesting that personalization, one of the trends that we've been seeing is this classic SDR model, this volume based outreach Is slowly getting squeezed. You've got product led growth, taking a much larger footprint as well as a account based sales and marketing. And people are looking at ways at how can they utilize their SDR skills in a more sophisticated way instead of prospecting to a thousand people or to 500 people a week, how can we do it to a hundred, but increase the conversion rate? And that's where personalization is really becoming a genuine art.
Guillermo Blanco: Exactly. This is, this goes, Oops, sorry, Ricky. Go ahead.
Ricky Pearl: No, I was just gonna say that, you know, we have reps reading the financial reviews, looking for that type of personalized way to crack in using humor, doing everything that they can do to say, Hey, I'm not, you weren't one of a thousand people I contacted.
Guillermo Blanco: This is happening. This is very true and this is happening because of what we were discussing before. Having new tools create new baselines. So if before someone had to reach out to someone manually and have a list of a hundred people, that made you unique because people normally could only reach out to 20 people.
Guillermo Blanco: They couldn't go further, right? Like, so the more volume, the better. Right now the story's shifting, and right now it's moving from volume to quality. But again, if you're doing sales, you're gonna keep happy balance in between both, right? Like you can not only go to quality because going only quality is very risky.
Guillermo Blanco: And this goes aligned with personalization. Everyone believes personalization. Yeah.
Por Que No Los Dos
Ricky Pearl: I was gonna say, I dunno, much Spanish, but I do know from my taco bill advert "por que no los dos"
Guillermo Blanco: What's the pronunciation?
Ricky Pearl: Hold on I think I've got, I have, I butchered it. Por que no los dos.
Guillermo Blanco: Por que no los dos. Exactly. See that? What is right? So ,that's the thing, you know, like going only volume, you're gonna kill domain, you're gonna come off spamy. You're gonna land in spam. You're not gonna do anything. On the other hand, only quality, it's the riskiest sport in the world because all right, I might hyper personalize the three touches I'm doing to five people. Now, I might spend a day to do just that. If I don't get any replies that means that I'm just doing the same amount of work that someone that is reaching out to 200 people. So where do we find this happy medium in which we are doing quality, but also trying to pick up high quantity, right? Like that's where tools like Reach can help with that, because personalizing alone is very risky.
Guillermo Blanco: You spend five minutes, but if we can decrease the amount of time you end up spending on personalization. We're reducing the risk and therefore we're starting to have this happy medium. When it comes to reps, since we've seen that volume doesn't matter anymore. Reps are they're like, they're adapting. They're adapting fast, and we're seeing now influencers, right? One of the best ways to engage with prospects is by creating content and you come off as not salesy, right? People are more open to you, you're providing value, and therefore the. Relationship with your prospects is more natural rather than just like coming off like spamming and all these things, right?
Guillermo Blanco: Like therefore we are seeing this shifting in social selling that a lot of people are discussing about on LinkedIn.
Ricky Pearl: I'm quite excited about one particular use case. At Pointer where we do a lot of enterprise prospecting, like really sophisticated, you know, companies that have a total addressable market of say, a thousand companies or a hundred for some of our customers. We might land up targeting 20 people within a single account of the 25 might be part of the buying committee and the decision making committee.
Ricky Pearl: And a lot of the rest are ancillary people that we essentially trying to use to see if we can get a foot in the door and get an internal referral. And we can go quite wide looking for internal referrals. But it's very time consuming, personalization personalizing and making those referral campaigns hyper relevant.
Ricky Pearl: Essentially what we're selling is not relevant to the person we are reaching out to. It's relevant for the company, but I just need a quick little hook so that I can get an internal referral. And I think tools like this could be genuinely helpful there, even if not for my primary targets, which I would quite comfortably invest a single day just in trying to reach out to one in that main person.
Ricky Pearl: You know, these are major deals. But the rest of the 20 For sure. If somehow you could bring up on my screen that this person's just been on a ski trip and or we did go to the same school, right? Or they've got a blog about, you know, rating spaghetti bolognese all over the world. I'll use that and I'll get a meeting 10 times out of 10.
Guillermo Blanco: Definitely. Especially when it comes to ABM, sort of selling, you know, like account based and you're going after more than one person, because usually sales don't happen just with one person, right? Like if you're.
Ricky Pearl: Yeah.
Guillermo Blanco: Going to sell to salespeople just by convincing the VP of sales is not enough anymore. You get to convince directors, you get to convince managers, and ultimately you are gonna have to convince the people that are gonna be using your tool on a daily basis. Right? And these are reps. That's why ABM comes in so handy, because whenever you're gonna reach out to HubSpot or whoever other company it is, you're gonna go tops bottom. That means you're gonna be very personalized with your outreach to VP of sales, directors, managers, all these decision makers. But then again, as you were saying, you want to get the foot on the door and you want to create champions internally, and that means that you're also want to reach out to reps, account executives. And that's usually called the bottoms up, right? So I think that for any sales approach, any successful sales approach, you'll want to do both the bottoms ups meets. Meets bot, tops bottoms, exactly so. So you get the points that it's you
Ricky Pearl: I get the point.
Guillermo Blanco: Yeah, you wanna reach out to everyone who's gonna be involved in this.
Guillermo Blanco: Reach Trial
Ricky Pearl: So G, tell me if an SDR or a sales leader listening to this is interested to take a peek and test it and see how well it could do to personalize an email for themselves as if they were prospecting for themselves. Just to give it a little bit of a, what do they need to do?
Guillermo Blanco: They just gotta either ping me on LinkedIn Guillermo Blanco, and so a little bit tough, but ricky will live it up to on LinkedIn and on the other hand, you can just visit our website and sign up. We are free to use, we have a free model, so just go visit magicreach.ai and you'll be able to sign up there and start using Reach from this very same moment.
Would a normal rep be able to use it? How, what are the limitations?
Ricky Pearl: That's quite impressive. Very simple and I mean, would a normal rep be able to use it? How, what are the limitations? Would they be able to get 5, 10, 15 to get a real good use case out of it before they could take it through to their sales leaders to say, I think we should make this a permanent part of our tech stack.
Guillermo Blanco: Yeah, so usually you're gonna have 15 credits, so you're gonna be able to personalize 15 emails every month for free. And from there, you can just scale it. If you like it, you can scale it up to your manager and you can upsell it. Otherwise it's very simple to use. You import all your contacts from Salesforce, HubSpot, whatever CRM you're using, you're gonna be personalizing within reach. You're gonna make the tweaks. We're not fully automated, so you wanna review every icebreaker. Still it's gonna be a massive time changer and once you're personalized, every prospect, you're gonna be reaching out to just export and you just sequence either using Salesloft, Outreach, or any other tool that you're currently using.
Ricky Pearl: That's fantastic. I'll per, I like to add those icebreakers as custom fields. So we use Apollo, for example, or outreach and I, I sync those through to the CRM and they're always, they're available for me when I need to pull them up. It's been a real pleasure chatting to you, and I love speaking to people that are hyper focused within one particular niche within outreach, within that outbound motion, because I'm focusing across the board.
Ricky Pearl: I'm looking at ev, dealing with CROs on the science of sale selling and all of the data analytics dealing with CMOs in how to better incorporate, you know, their sales and marketing team alignment, and getting to learn the absolute specifics from people that have really specialized in one particular piece is a real treat and if anyone listening to this wants to learn about personalization, learn about how to take something personalized and convert it into something relevant, give G a call.
Guillermo Blanco: Thanks so much, It's been my pleasure.
Ricky Pearl: It's been fantastic having you. We'll chat again soon.
Guillermo Blanco: Thank you very much. Bye-bye.
