Transcript
Brendan Cherry (00:00) what’s up, Colleen? How?
Hannah McKelvey (00:01) Are you? Hi, Alan?
Brendan Cherry (00:02) I’m good. How are you? Good… big three. I actually just spoke with the Clay Guy.
Colleen McGough (00:11) Oh, did you?
Brendan Cherry (00:12) Yeah. Was.
Colleen McGough (00:14) he able to? He fixed the issue from yesterday. We didn’t run into that because ours is not up and running yet.
Brendan Cherry (00:19) Yeah, no, I think it was something with anthropic actually. So that was fine. That got fixed a few days ago, but he’s just kind of looking at the workflows and just trying to think of ways he can help.
Elliot O’Connor (00:31) us run.
Brendan Cherry (00:32) Some more automations through Clay, which could be good.
Colleen McGough (00:36) Yeah, we’re meeting. We’re kicking off next week, I think on Monday with our new package and our engineer. So we definitely have a lot to dive into with them.
Elliot O’Connor (00:46) Awesome.
Colleen McGough (00:49) All right. Let’s see what we got going on.
Hannah McKelvey (01:02) Hey, hey, everyone.
Colleen McGough (01:04) Ooh. Did you get a haircut? I sure did.
Hannah McKelvey (01:08) Great. Snowtaker. Thank you. I feel lighter… just now. I can move without feeling like I’m being drugged down. My husband also called it horsehair. So that was fun. No more horsehair.
Elliot O’Connor (01:28) That’s nice. I,
Hannah McKelvey (01:30) know. Isn’t that sweet of him?
Jaz Kemp (01:32) I love the haircut. It’s so, pretty, thanks. Did you style it? Did you like do a little blow drive moment? How did you get it like that? I didn’t but, oh, this is a fresh cut. Okay?
Hannah McKelvey (01:44) She’s fresh. She’s.
Jaz Kemp (01:45) very fresh. She’s fresh. The Guy didn’t style this. It’s good. Yeah, you guys have seen.
Hannah McKelvey (01:49) Day… zero?
Jaz Kemp (01:53) Anytime I see someone with a haircut. I’m like, do I get a haircut? Yes. Like I’m very influenced. I’m like,
Hannah McKelvey (01:59) should I jazz do?
Colleen McGough (02:01) It hair will.
Jaz Kemp (02:02) Grow? I’m assuming in Austin, I’m just like I have got a shortcut too.
Hannah McKelvey (02:04) Yeah, we’ll be twins from behind. There. You go. All right. I think we are good to kick things off.
Colleen McGough (02:19) Awesome. And we are already recording Hannah. Yeah.
Hannah McKelvey (02:22) It appears, so I don’t know how it did that, but one last thing for me to do.
Colleen McGough (02:29) All right. Let me just see if we have Elliot on really quick.
Elliot O’Connor (02:33) Yes, I’m here.
Hannah McKelvey (02:34) Elliot’s here and then, Sergio.
Elliot O’Connor (02:38) Hello? Yes.
Colleen McGough (02:40) Hello.
Colleen McGough (02:41) All right. So, Elliot, Sergio, this is the medallion sales and PDR team. We’re all very excited to learn a little bit more about exportly with our partnership in Clay, which we’ll begin using ideally tomorrow once we get everybody set up with the Chrome extension. So I’ll let you guys just introduce yourself, give us just a high level walkthrough of the platform, and then we’ll go through any questions and go from there, if that works for you.
Elliot O’Connor (03:02) Absolutely. Yeah. Thanks for making time. Everybody. Nice to meet you and Colleen, thank you for jumping through many hoops to get us here. So you’ve been incredibly helpful as a partner in setting all this up. So, yeah, I’m going to show you guys how the Chrome extension works. I’m going to walk you through some of the workflows today and answer any questions. And yeah, let me kind of share my screen and we’ll get going… Da… super. So I’ll just do a couple of slides and then we’ll just do a live demo… here. We go exportly. So I’m just going to cover what it is, how to install the extension, how it works, the core features. So at a high level, exportly, as many of you may already know is a prospecting Chrome extension that you can use on LinkedIn. You will also be able to use it on other websites and other places like your CRM in future as we may work to roll out additional workflows with your team. But at the moment it is scoped to LinkedIn, it works anywhere on LinkedIn. So like sales navigator or, you know, a kind of vanilla LinkedIn, if you’re not using sales nav and exportly is powered by Clay. So Clay is a separate tool that your company also has access to. It’s a kind of it’s a company and person data orchestrator. So it basically has access to over 150 different data sources. So instead of being a single data vendor, it actually aggregates over 150 different data vendors and exportly sits on top of Clay. And Clay’s become kind of one of the most popular go to market tools in the world over the last two or three years. And we are their exclusive Chrome extension partner. And what it allows sales reps like yourselves to do is to access all those 150 data vendors through a single simple interface to power your day to day prospecting. And so as I mentioned, you know, Clay is this separate tool that kind of powers our access to data and access to workflows. And it’s what the workflows that you’re going to be accessing were built with through Salesforce and your sales engagement platform. And yeah, as I mentioned, it’s kind of this wonderful magical aggregator of data sources. So you’ve got access to hundreds of different data vendors. And so when it comes to things like, hey, I want a phone. Hey, I want an email, Clay does this incredible thing called waterfalls where it’s going to go and fetch your phone and email. Not just from one data vendor but it’s going to go and ask multiple data vendors and that really increases the likelihood of them being able to successfully find a phone or email for that contact. And so just to lay it out at a high level for you, this is the way to think about us, Clay and yourselves in this kind of new stack that you’re going to be operating with. When it comes to prospecting on LinkedIn, you’re going to be up here benefiting from the great data and exportly the user interface that sits on top of it. You’re going to be getting in particular higher connect rate and reply rates that’s thanks to the data vendors that I spoke about, the access to a wide variety of data vendors. Unlike traditional Chrome extensions you’ve probably used in the past, they only have access typically to one data set. They are usually a data vendor themselves. Exportly is the first Chrome extension. That isn’t a data vendor, we partner with Clay, that accesses all these other data vendors, and that gives you essentially a marketplace of data sets which really expands the number of great phones and emails that you’re going to find. We’ve got customers all over the world using it from big and small companies like zoom and cursor, and clue, and pave, there are lots of different benefits that the reps see. One of the benefits that reps see is that they can automatically move contacts from LinkedIn into their CRM and have them automatically get matched to the correct account without them having to do anything manually. And that saves them a lot of time. And then the other, I think key benefits I mentioned is the connect rate. And clue in particular had that great success after just four weeks of using exportly and Clay’s data, they saw their connect rate basically double from four to seven and a half percent. Yeah. So kind of we’ll go through this well. We won’t go through this live. But just to show you quickly, you’ll get an invite to the Chrome extension in the next 24 hours in your email. And when you do you go to that email, you click it, you open it up and you’ll just be presented with this pretty straightforward screen, click through. It’s. Just got a couple steps. It’ll ask you to install the Chrome extension. You do need to use Google Chrome the browser. This is very important. It doesn’t work on any other browser. So if you find that it’s not working and you’re using another browser, that is the reason why… yeah, install the Chrome extension. It takes 30 seconds to do that and then it’ll just work and then you can go to LinkedIn. When you’re on LinkedIn, it’s everywhere always in the top right hand corner there following you around as a little tab. And all of you have used Chrome extensions. I’m sure before in your career. So you kind of know how it works. You click, it pops open and you can do things which I’ll show you right now without further ado. So here it is. And now I’m impersonating somebody. So you’re not going to have this big red bar, but that is because I’m impersonating Alan who already has an account. So apologies, Alan, whoever you are, wherever you are the Guinea pig. But this allows me to give you a true like for like visual of what you’re going to see on your account with your workflows. So as I said, it kind of works anywhere on LinkedIn. So here’s a single profile, you know, here’s a search on salesnav. Maybe you’d like to use lead lists. It also works, you know, inside of a lead list. So feel free to use it anywhere you like. And yeah, I’ll just start with a single profile just to kind of demonstrate. So you might come across a single profile and it’s blank. You might wonder why is that? Well it’s because the way exportly works is it actually fetches data live from Clay and that data is being enriched in a real time. So if you’ve never, if nobody at your company has ever enriched someone, that enrichment needs to happen live. And if they have previously enriched someone, then that data will be visible instantaneously. So in the case of Alex, it has not. And so you will have two key workflows, you’re going to have send to CRM which will send Alex to the CRM. And you’ll have send to outreach which will send them to outreach. And it allows you also to select your sequences which are being pulled in from outreach, really important note here, your sequences for them to appear in this list. This is really important to listen up to. If I’ve lost you at this point. By any chance your sequences in order for them to appear in this list, they need to be public on outreach. So this does not pick up any private sequences that you might have on outreach. So you need to switch that visibility of the sequence in outreach to public and shared. If you do that, then it takes 10, 15, 20 minutes for that sequence to sync over. And it will sync. And then we’ll see it in the list here. So that’s just an fyi, of course, you can search and do that. And then they’re just one one clicks for whatever you like. And then of course, there’s also just dedicated buttons for phone and email, if you just wanted, a phone and email, so I won’t do this right now, these two just in case we don’t want to send him to your CRM, but I’ll just do phone and email, as a kind of quick kind of… innocuous task. And as you can see here, we’re enriching him live and it’s not instantaneous. Some of you may notice this is the only I would say maybe trade off is that you’re not going to get the data right away. The reason for this is because we are running what’s known as the waterfall. So instead of going to a single database and fetching it instantaneously, we’re going to multiple databases. The benefit of this, as I said before, is that a single database, if it didn’t have the email, it would just give up and wouldn’t return a result. And so, with a waterfall, we are going to ask more databases and the chances of finding a successful email and a phone are much higher. And so you’re going to get more phones. You’re gonna get more emails. And every email that is returned here is validated in real time, by zero bounce. And the phone numbers also go through a validator. So your connect rates should be higher and your emails much have a much lower bounce rate. And so there’s the phone and email. And as I was waiting there, I waited but I didn’t need to wait. I could have closed the extension. I could have gone to a different page. It all happens in the background and you can open up the extension anytime you like. What you can also do is go to what’s known as the people tab. The people tab is a history of everyone you’ve ever enriched. So, Alex will be there. His data is there and you can toggle him open and closed. As much as you can toggle anyone else open and closed and they’re all expandable. So, you know, you can just click expand and they’re you know, that one top right hand corner is pretty nifty, just expand everyone’s. Everyone’s data. So I can do this also, for lists of people. If I just go back to the list here, sales nav, if I select all, I get the same actions. In the action tray, and yeah, that should work. And I don’t know if it’s okay. We can try, is it okay if I send him to the CRM? Is that going to hurt anybody? No, that’s fine. Is that fine? Okay. So if I, I’ll just send these two to the CRM. And so in the list view, you’ll notice the UI is a little bit different. So when you hit someone or a list of people over to any of the actions, whether it’s you’ve sent them over to CRM or sent to outreach, or just did the phone and email, when you click that action, they get added to the people tab. And so you can see this little two icon appears. That means there’s two people ready for you to, for you to take a look at. And I’m just going to pop open the chat. So I’m not missing things as they come along. I see those questions, hey.
Hannah McKelvey (13:52) Elliot, the one question in regards to sharing the sequence or making sure the sequence is public, does it matter which shared option they use? Whether it’s others can see it or others can see and use it? Just, my assumption is that it’s just that it’s shared, but I confirm it with you,
Elliot O’Connor (14:12) Very good question. Oh.
Hannah McKelvey (14:15) Sergio said, good question as long as it’s shared, you’re good to go.
Sergioocampo (14:19) Yeah. Matt mentioned this is a read thing. So as long as we don’t need to do anything, we can just read it. So sharing is fine. Great.
Elliot O’Connor (14:28) Thank you. Yeah, shared. And others can see it is good enough. Great, fantastic. Yes. And so once you’ve selected two people, or you know, everyone else on the page and you’ve sent to CRM or sent to outreach, they will automatically appear in, you know, your CRM or outreach. But again, you can, and you can close this tab or you can go, you can go and, you know, do a different search but they’re always going to be in the people tab and, you know, they’re going to be there. So you can see this Guy’s actually taking a little bit longer, to process and it’s probably because the waterfall is working harder for him. Like his email is harder to find versus this Guy is in the CRM. We found his email. We found his phone and you will get every time you send someone to the CRM, you will get their link to the CRM. So you can click that link and it’ll take you to the CRM record. I can’t click that because I don’t have a login to your CRM. So it’ll just take me to the login page, but you have a direct link to the CRM. And Colleen, I mean, you helped, you know, you were the architect behind this. Is there any particular logic that’s worth calling out for the team in how this all works… vis a vis like yeah, leads and contacts and all that good stuff. Yeah.
Colleen McGough (15:44) So just so everybody’s aware, any contact that we’re pushing in that we’re enriching and bringing in a new email or phone number. If there’s a current email or phone number already populated in Salesforce, we’re moving it into an email prior field and an email phone field just so we don’t lose that historical contact information if for whatever reason, we need it down the line. So if you push something in and you see a discrepancy for whatever the reason is, you didn’t lose what was already in Salesforce. So just be aware of, that we do have that option to pull back whatever was in there and we have both on the layout. And then secondly, we’re just going to be monitoring right now. As far as anybody that we do push in, we have it set up to match our matching rules. So if a BDR pushes an account in a brand new account, Alan’s going to be the owner. And then the BDR is going to be the BDR owner. If an ae pushes in a new account, the ae will be the owner. And then their BDR will then populate as a BDR owner. So the flows as far as how we’re setting up accounts and contacts today should fall in line with how they’re going to be pushed into the system as well.
Elliot O’Connor (16:49) Amazing. Yeah. And also just to add that this field here added in CRM, this is a status that won’t always say added in CRM. And so what it may say instead is failed or it might say updated in CRM. And so it’s quite a useful status because if you’ve sent records over with other tools before, you know that they don’t always make it over to the CRM. Successfully. This tool will tell you if there’s a problem. So if there is a problem, you will see a failure and a big X emoji. In this case, these two people made it over fine. And you can click on that URL to take a look at them and where they are in the CRM and which accounts that they’re associated to. But you will get a status back if it says updated, it means that record already existed, that person already existed in the CRM, and you’ve updated them and their data. And then, yes, I think this was touched on but I just want to reemphasize the point because we get this question a lot. I know it’s near and dear to a lot of reps’ hearts. When you do this, when you select people… you can send them to Salesforce. This will just send them to Salesforce. If you send them to outreach, it will also send them to Salesforce. It’s a two in one the way it’s been designed. So, you and Colleen correct me if I’m wrong, but if they just, you know, select a sequence they send to outreach, that will send them to Salesforce. And they, you know, you can do that and you don’t have to first send to CRM and then click send to outreach. It will, you know, you can just send to outreach and it’ll do that, send to Salesforce? All in one for you. So, you can just click that button if you want to do that. So it’s a two for one basically.
Elliot O’Connor (18:55) And yeah, I mean, I think that’s really the core… of it. Do you?
Colleen McGough (19:02) Want to talk Elliot a little bit about the run workflows? We talked about them yesterday myself and Sergio, and Alan, and matt, we don’t have those set up yet, but I think there’s a lot of good options that’s going to help with prospecting, when they can essentially understand that if, hey, this is one of my target accounts, we run a workflow that’s pulling in all contacts within their, within the company’s icp, that instead of them having to build their own list and go one by one, it will essentially pull in all the contacts in one go.
Elliot O’Connor (19:27) Yes, yes, let me do that. Let me just show, let me flip to because it’s not on your account. I’ll just change the to our, do you want, do you want me to show that like on sale on a Salesforce account or on a like prospecting from a Salesforce account? Or prospecting from like a company website? Or what would be most? I?
Colleen McGough (19:49) Would say either the company website or from LinkedIn? Yeah, great.
Elliot O’Connor (19:57) So, let’s do… find company.
Elliot O’Connor (20:11) So, I’m just trying to find a kind of a company, a banter.
Elliot O’Connor (20:30) Yeah, no sharing screen. Sorry, I had a question. Does sending outreach also enrich the contact details? Yes, it does. So, yes, in all cases, great question. It in every button you press will enrich the contact details. So if you send to CRM, it’ll also get the phone and email and it’ll bring it back to you in the Chrome extension. If you send to outreach, it will also look for phone and email and it’ll bring it back to the Chrome extension. So the only reason to use the phone and email buttons at the very top are if you just want to phone and email, but you don’t want to send them to any system which is probably the minority of cases.
Elliot O’Connor (21:17) In most cases, you’re probably looking at somebody and interested in adding them to your sequencer or just your CRM. Yeah. So, yeah. So exportly is a, very flexible, powerful extension in that it’s kind of programmable. And what I mean by that is your company is gonna be able to build custom workflows with the extension. So I’m gonna show you some example custom workflows here. So it can for example be used on a company, say, on a LinkedIn company. This could also be done on a website of a company, or it can also be done on the account page of a Salesforce account. And you could say, hey, I want to just click a button and I want it to automatically tell me all the people at that company that I should sell to that I should be prospecting based on my company’s persona, and that is built into a kind of a Clay table that we design with your team. And it uses various kind of calls to AI agents, et cetera. Et cetera. And then it can spit out a list of personas. It can give them a fit score to your icp. It can also check if they’re in your CRM, a bunch of different things. And then you can monitor them, select any that you like, and then send them on to your CRM or your SEP if you’d like, and yeah, these kinds of workflows, and they’re all accessible through this kind of run workflow. We’re actually updating the UI very soon. So you won’t even have to access them here. There’s going to be a whole new UI soon. So that’s kind of… yeah, that’s kind of an example of one of them. Or if you’re looking at new accounts to sell to and you go to a company’s website. Like, I mean, I could go to vanta again… and you’re like, great. We just closed one vanta. I can open up exportly and I can do lookalike and… run the workflow. And this will essentially come up with a list of companies that are similar to vanta. And, you know, help me find companies that might be good to prospect after I just closed vanta. And so, yeah, there’s a ton of different workflows. You can build out really anything you’re interested in doing. We have companies doing email personalization, of course, a lot of like auto writing of emails, auto writing of LinkedIn, DMS, medpick… stuff, analysis of accounts in their Salesforce. So there’s a lot of different things you can build out depending on, yeah… your sales motion and how you guys want to use the extension. Yeah.
Colleen McGough (24:28) Any questions on any of that team?
Elliot O’Connor (24:41) Yes, I don’t have the, oh, here’s the list of accounts… and you can click it again and get more, yeah, the DMS. It’s just a workflow. I don’t have that one actually myself here, but we do have customers that can have them where they just basically generate, they have their list of people, they select the people and they’re like the workflow is like here here’s, the people and you run workflow on a person like I have AI research insights which just generates like research insights on the person that I’m selecting, but you could have, you know, generate LinkedIn DM for all these people. I’m like and it’ll just like generate LinkedIn DMS for like 20 30 people personalized to them, but also taking into account medallions like messaging et cetera. And that’s like a table we could build out with Colleen or, you know, same thing with email. Obviously, it can also, the email stuff can be built into the send outreach. So this send outreach button can be beefed up to have like email personalization included in that workflow. So it like auto personalizes the first email. If that’s something that you guys like to do there’s a lot of customizability thanks to the integration with Clay.
Elliot O’Connor (26:14) It can. So to Navi, your question, we don’t actually automate the outreach step on LinkedIn. We don’t actually send the outreach message on LinkedIn just to make sure I’m not mincing my words, but we can definitely, you know, generate multi step messages. Yeah, we could generate as many as you’d like, yeah, yeah.
Colleen McGough (26:54) Awesome. Elliot. Anything else on your end?
Elliot O’Connor (26:57) No, no, I think, look, I think in the recap here, what I would say is our product has, you know, this kind of crawl walk run, you know, to it, which is teams, get on it. There’s a very long list of workflows you can add on over time, buyer committees, you know, Salesforce workflows auto enriching of contacts in Salesforce, et cetera. There’s lots of things. But the initial crawl phase so to speak, is focused around just getting the core workflows that most teams use, which is moving contacts from salesnav into their CRM and into their sales engagement platform. We focus on making that, really simple. And we focus on doing that, really well in two particular ways. One is we focus on giving you the best contact data you’ve ever had in your career thanks to the integration with Clay. And we focus on making sure that when you click on these people and you send them to CRM, that they arrive in the correct account in an automated way which is actually very hard to do. It won’t work 100 percent of the time. And that is because in this early phase, there are going to be bugs that we run into. And with your help, if you could flag to Colleen, whenever you do see an issue, that feedback would be tremendous because we do kind of thrive on that iterative feedback because with Colleen, we can tweak the logic of how we’re sending things to CRM. And in the initial kind of rollout that kind of feedback is tremendously helpful. So, if you’re seeing your contacts not land in just the right place in Salesforce, do, let us know the platform is very customizable. But yeah, I think that’s kind of what I’d say to everybody is just kind of, yeah, focus on this kind of initial feedback, core use case and let us know how that is, and then let us know your ideas for those additional workflows and let us know where we would make the biggest difference, whether it’s like automating actions, repetitive actions in Salesforce, or automating more repetitive actions on LinkedIn or anything else that comes to mind. Yeah.
Colleen McGough (29:18) Awesome. Yeah. All right. So just to recap, everybody’s going to get an email with the Chrome extension link, make sure to use Google Chrome to download it for it to work. Once you have it, you’re good to start using it. Make sure the sequences and outreach are shared or public, and then any feedback you have. So we’ll be monitoring everything that gets enriched and pushed in. But please just ping revops support if you see any issues because we just want to make sure that all the mapping is correct and all the flows are working the way they should be. And then as we get through this and we get up and running with Clay starting on April first, we’re going to start building out those other tables. So then we can then build out some of those other flows that Elliot just went through.
Elliot O’Connor (29:59) Awesome. Thanks a lot for the time. Yeah.
Hannah McKelvey (30:02) Thank you guys for joining. Appreciate it. Any final questions before we hop off?
Elliot O’Connor (30:11) All right. Thanks everybody. All.
Hannah McKelvey (30:14) Right. Thanks. All. Have a good one. Thank you.