Transcript
Garrison Goodman (00:00) going on… I’m mute. I’m on mute. What’s up? Mike Manson? Going on. Oh, my Mondays and Tuesdays are wild, but I like it that way, you know, it’s like jumping into cold water. Yeah, do the hard work and then the rest of the week can be a little bit more strategic and action oriented.
Mike Manson (00:27) Nice.
Garrison Goodman (00:28) That works for me. Yeah. But yeah, good week. So far, we’re solving problems, making a few problems. You know, the SDRS were a little bit of friction over there from the message I sent, but in a good way.
Mike Manson (00:46) Yeah, a.
Garrison Goodman (00:47) Little bit of change, a little bit of nerves over there.
Mike Manson (00:51) I talked to David like, I think he gets it. I think it is helpful for both of us and yeah, I think just a little more structure around like I think we’re doing generally what you’re asking for already. We just weren’t as diligent about like, all right. What actually like just it’s a very simple fix it’s like what actually happened last week? And like we had our contacts and we were sharing, you know, talk tracks and who we’re going after. But then I wasn’t doing a good job of like, all right. So, you called these five people. Did you like what happened? Yeah, dude.
Garrison Goodman (01:27) I used to be so fired up to tell my ae, like here’s what I learned about these accounts. What do you think? Like, am I onto something here? Like this is what they said, and if I had nothing, it’d be like what the F, did you do this week? You know, different time, you know, 10 years ago or however long it was now. Yeah. But like if I didn’t have something good to say about a week? Like I was looked at kind of funny.
Mike Manson (01:52) Yeah. I mean, I think he is good. Like if he talks to somebody, I know about it good or bad in real, you know, usually typically in real time over slack. And if it’s something like he’s got something and he’s not like we do have generally communication around that, but, and I just kind of assume if I don’t hear from him, then he didn’t get anywhere, but I think it’s just, yeah, I think like the Friday calls of just a recap and.
Garrison Goodman (02:20) Yeah, the two biggest things I thought were just like again consistent across the whole org like… our, yeah, like our team and our SDRS were just like good intentions but like not necessarily always the right actions. And it was just the difference between that is just discipline, right? Like, yeah, these are the contacts and accounts that I have to get to here’s. What I need to do for Mike. And, yeah, and that was, I think within our control to help them. So, I think it’ll I think it’ll help, but also just like I want to find a way to like up the intensity on that side just like dude, this is a freaking business. We’re fired up to get these, some of these accounts are sick. We’re gonna make money on them. Yeah, I don’t envy their position being remote, trying to learn how to job. Like I would have struggled a lot as a remote SDR. I.
Mike Manson (03:15) agree.
Garrison Goodman (03:17) And to boot, they don’t have a director at the same time. Like I didn’t learn shit from my director as a BDR. Like I didn’t have to stay out of her way. And then I just worked with my ae, and that’s how I figured it all out. So, you.
Mike Manson (03:31) know… yeah, I think it’s all I.
Garrison Goodman (03:35) think we can help them. But, yeah, there’s a little bit of friction there and I just kind of like smoothed it over. Hannah’s helping out… but, I think they’re kind of like a little bit overlooked right now.
Mike Manson (03:47) Yeah, I would agree with that. I mean, I was offering David in qfor like 100 bucks for, any like legit meeting he set.
Mike Manson (03:56) So, I think he did get a couple. So maybe I’ll try and that’s something I can think about too is like putting together another, you know, SPF forum.
Garrison Goodman (04:09) I’ll tell you what I did with my ae when I was in SDR, is he didn’t pay me but he was like look if you hit your number for me and within and then he’d be like within these accounts. If you get any discos, you can run them, you know?
Mike Manson (04:25) I had him run one. I mean, he, I ended up kind of taking it over pretty quickly but I like kind of coached him through and it wasn’t his fault. Necessarily the woman, like it was an outbound that he set. And the woman was just brutal. Like, I don’t even know why she wasted her time or her time getting on the call. She like just offered zero information.
Garrison Goodman (04:46) That’s good for him.
Mike Manson (04:47) Yeah, yeah, good for him. But even with me, I’m like, all right. So whatever it was a good, yeah.
Garrison Goodman (04:53) That’s good for him because then it gives, you know, healthy respect for the role too. Yeah… you know, not saying you have to do that, but it wasn’t obviously something company sanctioned. But when I did it with Charlie like that was motivation for me and I wanted to deliver so, I don’t know but.
Mike Manson (05:14) Yeah. Two good new accounts to go after with some solid like I’m connected with a few people at this one account and they’re all connected. They were a licensing only customer from years ago, which just seems like a common theme with some of these turned accounts like small spend.
Mike Manson (05:34) I’m pretty excited about it. I feel like it’s going to be either a quick qualify in or out. They’re either going to know about us and tell us to pound or, but I feel like I should be able to get something going there. At least a conversation. They’re all connected with this woman, Romina, who was like the manager of PE here, who left on good terms. I checked with Kate sanders in September, so, hopefully.
Garrison Goodman (06:01) Nice. Yeah.
Mike Manson (06:02) Use that. And then I got another one that’s in Hawaii, big health system, trying to get an in person meeting at P club.
Garrison Goodman (06:12) Yes, sir. I was going to say, get it on site. I’d love to go out there. Yeah.
Mike Manson (06:20) Let me text khan. He might get a little. This number is pretty. It’s significantly high. It’s almost double. It is double. We showed him like for year three at least. But again, like I think we can talk through it. I’d love to like see if he’ll give us any tidbits on where we stand, knowing what we heard yesterday.
Garrison Goodman (06:55) Ahem.
Garrison Goodman (07:06) You see that response in PG chatter from that CEO that responded to cherry? Oh, no, thank you for the delicious cookies. They are dangerously good. The CEO is like one of his tier one accounts.
Mike Manson (07:23) That’s awesome.
Garrison Goodman (07:25) He’s like dude, I’ve been reaching out to these guys since I got here. He gets back to the cookies.
Mike Manson (07:32) Yeah, I’ve got, I went through my funds already, but tomorrow, I get 900. So I’m going to that gets me 16 cookie sends, I’m sending 16 before we’re in Austin. Hopefully that’s eight meetings. It is, it’s insane that worked so well. I like it. Yeah.
Garrison Goodman (07:55) We just got to keep sending cookies, man I go.
Mike Manson (07:59) Yeah. I wonder if this, I have a weird thing about it. I like never send them to men. I don’t know why I don’t know why.
Garrison Goodman (08:09) I.
Mike Manson (08:09) don’t know if the CEO is a woman or a man, but it just feels weird sending another grown man cookies, but I… need to maybe just get rid of that.
Garrison Goodman (08:24) Yeah. I mean, you can forward him some lingerie. I don’t know if that’s going to get the same response, but.
Mike Manson (08:32) Yeah. That’s delicious, dangerously good.
Garrison Goodman (08:41) Because he’s like dude, I made the mistake of sending. He was slacking me on the side just now because I just commented on that thing to him. He’s like having six orders of cookies delivered at the same time is a nightmare. He’s like, yeah, he slacked me.
Mike Manson (08:56) He slacked me that same thing because I was going through how I’ve done it before, and it is like because they text you like every five minutes with an update and if you do a bunch at once, it is a little messy. Yeah, dude.
Garrison Goodman (09:08) We should get a CCO on the marketing team for chief cookie officer dude. Yeah, just managing the logistics for us.
Mike Manson (09:18) Yeah, honestly, I hate to say it, but like, I haven’t really gotten anything inbound from Kayla and whatever they’re doing.
Garrison Goodman (09:26) What is matt? What’s his last name from family behavioral? You got to do all the references.
Mike Manson (09:33) First. Oh, matt Ortiz, yeah.
Garrison Goodman (09:35) Matt Ortiz, his daughter is an intern. Is she on the marketing team?
Mike Manson (09:40) Yeah, I don’t know. Actually… I knew she was an intern, but let.
Garrison Goodman (09:45) me just look at slack and see if there’s Ortiz in here. Yeah, I feel like I there’s an earn V. Was that her, but no longer here? Maybe? Yeah. Well, I don’t know.
Mike Manson (10:02) Cam was texting me last night. I guess our boy… William from one oncology was enjoying himself and had good things to say about, you know, said what’s up to me and said generally things were going well, I think we’re close to kicking that off. Like we had the meeting yesterday. We should start doing enrollments for them like very soon, which is good.
Garrison Goodman (10:29) Yes, yes, we need it, but,
Mike Manson (10:32) I do want to, I’d love to grab 30 minutes with you to like, I think there’s we can get a little more aggressive on like where… we think we can expand to other portcos and go to William with it, especially now that he just got wine and dined out in napa with his wife. Like, hey, dude here’s where we think did.
Garrison Goodman (10:50) You tell cam to ask him like what’s up? Yeah. Okay. Because I think that would be good because I get the sense there’s him in front of the cred lady. And then there’s him not, I think you had mentioned some of that, but it’s like.
Mike Manson (11:05) I.
Garrison Goodman (11:06) don’t know if you can prep cam at all to be like, look, we’re going to make sure she’s feeling empowered and the team’s there, but we did hear like, hey, there’s fear of medallion. Yeah, probably rightfully so.
Mike Manson (11:18) Yeah. I mean, she flat out said like she’s interviewed multiple people who got lit off because of medallion.
Garrison Goodman (11:25) So, I would, that conversation would be the best. It’s like look like we know what this is. We’re not going to break anything but like there’s a massive opportunity for you here. He said we have to show delivery of what AI can bring. Yeah. So, so I think this is a really good thing he’s at napa, but we should have cam like press him a bit. Did you?
Mike Manson (11:47) Yeah, I gave him like that general backup but I can like make it more and more. Yeah, I’ll text.
Garrison Goodman (11:56) Him. Do you want me to slide, cam? They’re all there now?
Mike Manson (11:59) Yeah, sure. Yeah. Let me call con while you’re doing that. Yeah.
Garrison Goodman (12:06) What’s the Guy’s name again? William?
Mike Manson (12:08) William moore. Yeah.
Mike Manson (13:01) No answer from khan.
Mike Manson (13:12) Do you have any friends at oracle?
Garrison Goodman (13:16) No, I mean, maybe.
Mike Manson (13:19) Yeah, that’s a good, better answer. Yeah, they just got a big whack, I guess a 30,000 laid off in a six am email… how much 30,000 people whoa that?
Garrison Goodman (13:34) Is not an insignificant amount that’s got to be 30.
Mike Manson (13:37) Percent.
Garrison Goodman (13:37) right.
Mike Manson (13:39) Yeah. I don’t know… one of my like close friends is at Netsuite which is part of oracle, and he’s a killer rep. I kind of assume he’s probably not affected, but.
Mike Manson (13:59) I’ve never dealt with something like that.
Mike Manson (14:12) Come on khan, dude. I want to figure out with him like, yes, I want to get his feedback.
Garrison Goodman (14:19) I’m messaging, Kim, let me know if there’s anything else that you would add on that.
Mike Manson (14:40) Okay. Yeah, no, that’s… legit. It sounds like that. Yeah, may have started last night. He’s asking me about like when Kim was slacking me about when we’re going to be able to go live. I think he was chatting away with William… earlier today, so… that’s good. But I would like, I think like what… I was saying earlier, it’d be good to, instead of just waiting… like proactively going to William with like, hey, did the homework on these six other opportunities that look very similar to… they keep, they change the name. I keep forgetting the name of, the one that we’re working with Genesis, but it’s called something else now, such a thirst. Yeah, like, hey, these other six look similar in profile to Genesis. This is what we think we can do. And like, you know, kind of see if we can expedite that… because I’m… supposedly supposed to lose that account in the end of June, if like I think just in general, that’s the rule. So it’s April.
Garrison Goodman (16:05) Unless you get like an op, basically three months to get an op going, you know?
Mike Manson (16:09) Yeah.
Garrison Goodman (16:11) That’s the thing is like, can we make the account a Genesis and then have free reign to go hunt on oncology? I mean, that makes more sense to me.
Mike Manson (16:20) That’s a good, like is.
Garrison Goodman (16:24) Your account team going to go hunt the port coast? Yes or no? Yeah. Have they ever done that?
Mike Manson (16:29) No, no… yeah, that’s a good, that’s a good way to potentially get a… yeah. I mean, I, you know, whatever I think there’s some people I like on that team, but, and right now, we’re not closing anything. So I’ve got to give them credit but like they’re getting all fired up about 40… 900 dollar growth.
Garrison Goodman (16:53) It’s like… you know?
Mike Manson (16:57) Yeah, I’m pretty sure Claude could have closed fast. Yeah. Yep. But at the same time, I’m at fucking zero. So.
Mike Manson (17:10) What the hell? Con, dude, I want to figure out what happens next. Like when are they meeting internally?
Mike Manson (17:20) I don’t want to just fire this over, but he, I sneaky suspect he’s going to ask for that.
Mike Manson (17:39) As a shore life.
Garrison Goodman (17:43) You know, I went to go jump in the ocean this morning and it was like 30 mile per hour winds and like waves were sideways and I was like,
Mike Manson (17:52) looks a little dicey a.
Garrison Goodman (17:55) Little dicey. So, I didn’t get to jump in like I hoped to, because, it’s been, yeah, like it just looked a little sketched. So.
Mike Manson (18:04) Yeah, that’s a good, that’s a smart call, I would say. So.
Garrison Goodman (18:08) But, yeah, you know, bundled up ran on the beach, not yesterday, but the day before with the dog. Diana’s on spring break. So, she’s going up and down and, you know, exercise went to a local spot here, had some killer seafood last night.
Mike Manson (18:28) Nice. Pretty great. What’s the town again or what’s the beach?
Garrison Goodman (18:32) It’s barnaget light. So, it’s the… northernmost town on Long Beach island?
Mike Manson (18:43) Oh, right. You were showing me this?
Garrison Goodman (18:45) You ever seen a jersey license plate with a lighthouse on it? That’s.
Mike Manson (18:48) right. Yeah, you were telling, I don’t think I have, but, yeah, I remember you.
Garrison Goodman (18:51) Telling me that, yeah, that lighthouse is here, old Barney and it’s cool. Man, super laid back like a little bit more nature y than, you know, your party parts of jersey shore. Yeah. You know, right now, there’s like nobody here. So.
Mike Manson (19:12) I love going to my brother’s cape house in like November. It’s the same kind of vibe there’s just like, and the cape is not jersey shore by any means anyways. It’s usually, it’s more family oriented, but yeah, I love the off season… going to mustache bill’s dude.
Garrison Goodman (19:30) Mustache bill’s is legendary and.
Mike Manson (19:34) It’s it’s I’m telling.
Garrison Goodman (19:36) It, my father in law has been talking about buying it. Oh, really not gonna, but it’s like a legendary diner. They’re down to only being open on like two or three months of the year and only like Thursday or only like Friday and Saturdays, and like chopping the menu, you know, they’ve had a good run and they’re you know, it was like on diners drive ins and dives.
Mike Manson (20:02) Oh, nice.
Garrison Goodman (20:04) It’s good though, but yeah.
Mike Manson (20:06) Just love the name. Yeah.
Garrison Goodman (20:10) No, it’s cool up here, man, trying to think everyone rides their bikes around… walk to get ice, cream, nice water’s warm in the summer. Big ol’ Sandy beach. It’s cool. Love it. Yeah, Dinah. It’s like, you know, her parents’ house like 900 steps to the sand. It’s not bad.
Mike Manson (20:36) You love that. Yeah.
Garrison Goodman (20:39) I know they, I can only get so much beach time looking like we do. So.
Mike Manson (20:44) Pickleball.
Garrison Goodman (20:46) courts, they got the dog park I take here and I bought a, I bought a smoker on Facebook like a Traeger on Facebook marketplace. So, when Dinah’s mom lets me cook, I’ll… they got a local butcher shop here where they employ a bunch of kids during the summer. I’ll go down there and they’re like not that cut the other one no the other one. And they’re like, what are you talking?
Mike Manson (21:10) About put them to work. They’re.
Garrison Goodman (21:12) learning. Yeah. I’ll smoke something up. So, yeah, it’s cool here, man. Love it. I.
Mike Manson (21:22) don’t think he’s coming,
Mike Manson (21:32) He’ll get back to me at some point. I assume… yeah, I don’t know. I mean, I’ll give him a chance to get back to me, but if I don’t hear from him by like lunchtime tomorrow, I think I’ll just give John a call, just be like, hey, we got the proposal tightened up. Can we go over this with you?
Garrison Goodman (21:59) I think so. Yeah.
Garrison Goodman (22:05) I mean, we gotta get their eyes on it ahead of time, answer their questions. They gotta be able to stand ahead of it, Ron, John seagal. Everyone’s gonna try to rip apart.
Mike Manson (22:18) Yep. Yeah, I think that’s my play. I’ll give him a chance to get back if we can’t book something for, I’d like to do it as soon as possible because the sooner we get that completed, we can get it to, they can do their thing. So, yeah, I’ll push on that, but if I don’t hear from him, I’ll reach out to John at lunchtime tomorrow.
Garrison Goodman (22:40) Yep. All right, man. I’ll see you in a few minutes. Yeah. Sounds good. All right.