[00:00:05] Welcome to B2B Sales Trends, the podcast dedicated to sales leaders in the B2B space, where we share conversations about innovative and successful sales transformations to keep you up to date on the latest trends. This podcast is brought to you by Global Performance Group.
[00:00:22] Welcome yet to another fabulous, fabulous, fabulous episode of the B2B Sales Trends podcast, my dear people. The show that brings you hacks, tips, thought leadership for sales, marketing and customer success.
[00:00:37] It's brought to you by Global Performance Group. We are a revenue improvement boutique that implements behavior change to provide salespeople with the competence of the skills, the confidence to execute these well and the courage to sell and negotiate based on customer outcomes.
[00:00:57] We basically solve three problems for our customers, which is we're increasing their win rates, we're reducing their sales cycles and we protect their margins all through how their people are articulating value.
[00:01:10] My name is Harry Kendallbacher and today I have with me Phoebe Doe and Phoebe is the Senior Product Marketing Manager at Gong. Welcome to the B2B Sales Trends podcast, Phoebe.
[00:01:25] Thank you for having me, Harry. Super excited to be on the podcast today.
[00:01:30] I'm too, extremely excited to have you here today. So as a form of introduction, Phoebe, if you wouldn't mind, give us a little bit of an intro, who Gong is and who are you yourself?
[00:01:46] Yeah, for sure. All right. So let me just start with what Gong does first.
[00:01:51] And if you're a sales leader or if you are in sales, probably majority of you have heard about us.
[00:01:59] So you might have known, we started as a customer interactions company that focus on gathering data from all the different interactions your team members have with customers and prospects.
[00:02:13] So including, you know, like recording and transcribing the calls and then capturing emails and then calendaring and things like that.
[00:02:22] And then we use AI on top of that to analyze and give the critical insights to sales leaders.
[00:02:28] So that's our, you know, like foundational business.
[00:02:32] And we quickly became the category leader in conversation intelligence and revenue intelligence market.
[00:02:40] So that's why, you know, like customer interaction has remained as our foundational differentiator to our platform.
[00:02:47] And then we expanded pretty quickly first with our Gong forecast product.
[00:02:56] Basically, we saw a huge opportunity for it to disrupt the status quo of the market for forecasting by, you know, using the deep meaning and context from customer interactions to predict your revenue.
[00:03:11] And then late last year, we introduced Gong Engage, which is a product that I work on.
[00:03:18] So that kind of led me to, you know, what I do.
[00:03:22] So Gong Engage is a sales engagement solution.
[00:03:26] And it's also, we're here to change the game of sales engagement.
[00:03:30] So now as a whole, Gong platform powers the most critical revenue workflow from team productivity to, you know, forecasting to sales engagement.
[00:03:43] So specifically about what I do at Gong.
[00:03:47] So I joined Gong two years ago and I've been working on Gong Engage since day one.
[00:03:51] When we incubated the product strategy and then brought it to the market.
[00:03:58] And my role is kind of the bridge between the product team and the market.
[00:04:05] So sales leaders are our audience.
[00:04:08] Sales leaders, rep ops leaders, AEs, SDRs are our audience.
[00:04:13] And they are my best friends since day one.
[00:04:15] So I know a lot about their life and I've always been super curious about, you know, like how Gong and myself can make their lives better without technology.
[00:04:26] Nice.
[00:04:27] Nice.
[00:04:28] Very nice.
[00:04:29] Thank you for that introduction.
[00:04:31] So you've developed Gong Engage.
[00:04:34] What inspired Gong to develop the Engage product?
[00:04:40] And, you know, share a little bit what sets it apart from other sales engagement solutions in the market.
[00:04:47] Share with us what has gone, what's the thinking and the inspiration behind the development and what sets it apart, if you would.
[00:04:56] Yeah, sure.
[00:04:58] So I'll talk about like two different perspectives.
[00:05:02] Number one is from the market, like what happened in the market that inspires us to do that.
[00:05:06] And then number two is like from Gong standpoint, like Gong position.
[00:05:10] Why are we in that position to, you know, enter that market?
[00:05:15] So from the market standpoint, I'll have a hot take.
[00:05:20] Sales engagement is broken right now.
[00:05:23] It's one of the most important workflow of a sales organization, but it is quite broken.
[00:05:32] And before we get there, let's just discuss what sales engagement is first, right?
[00:05:37] Yeah, let's do that.
[00:05:38] I was just about to ask that question.
[00:05:41] Exactly.
[00:05:42] Yes.
[00:05:42] So I think in people's mind, normally they just think about sales engagement as, you know, generating pipeline and getting early meetings.
[00:05:52] So your reps use sales engagement tool to reach out to a lot of buyers or leads or contacts that they have in their database using omni-channel, including emails and cold calls and LinkedIn requests and things like that.
[00:06:07] And like the existing tool on the market only facilitate the process of, you know, reaching out to those buyers at scale and generating that initial meeting.
[00:06:18] But from Gong's perspective, we believe that it's more than that.
[00:06:23] It should be the entire process of building and maintaining relationships with prospects and customers throughout their entire sales cycle.
[00:06:33] So not just only the first touch point or the first meeting, but also carry through, you know, when it becomes, when they become like an active opportunity.
[00:06:42] How do you communicate with them?
[00:06:44] How do you convert them from opportunity to a close one?
[00:06:47] And then even after that, once they become customers, how can you nurture that relationship with them to kind of expand their use case?
[00:06:59] So like expansion, account nurturing and expansion should also be part of sales engagement.
[00:07:05] So that's our perspective about, you know, sales engagement.
[00:07:09] And then the reason why I said that sales engagement was broken today is that when we did research, a survey for more than 600 sales professionals and leaders last year,
[00:07:23] we found out that 88% of sales leaders are not happy with their current sales engagement tool.
[00:07:29] And when we dig deeper into the reasons, there are three main pains that they're facing today with the existing tools, like those that you mentioned earlier.
[00:07:41] Number one is that most of the tools today just incentivize the spray and pray prospecting tactics.
[00:07:49] That's nice quality.
[00:07:50] You know, you just send a bunch of emails, but you don't really care about the quality of those emails.
[00:07:55] And number two, these tools to solve a web rep with very long list of manual tasks that are not prioritized.
[00:08:05] So, you know, like they use a sequence-based approach where they just like set up like sequences or cadence of tasks to reach out to buyers.
[00:08:15] So, every day, buyers, sorry, sellers log in to their platform and they see like 200 tasks overdued and they don't know where to start the day.
[00:08:26] So, it's very overwhelming.
[00:08:28] And then the third piece is that these tools were actually built a decade ago and they were designed for like the kind of more traditional sales approach where SDRs,
[00:08:41] who are like sales development reps, who are more junior reps, just like, you know, generate initial meetings and they ignore the AEs who prospect and sell as well.
[00:08:54] So, basically, they ignore the rest of the sales cycle after the initial meeting is set.
[00:08:59] So, those are the three main pains that we discover in the market today.
[00:09:04] And then that inspired us to get into the market.
[00:09:09] And the reason why Gong is in the position to reimagine that entire landscape is that, number one, we are the last mover.
[00:09:17] We have the last mover advantage.
[00:09:19] We've seen all those pains, right?
[00:09:21] We learn what works, what doesn't in the existing market today.
[00:09:26] And we design a new product from the scratch that accomplishes the same jobs to be done that sellers need to do, but in a more efficient way using the latest technology, infrastructure, user experience, etc.
[00:09:41] And the second piece is that, to my point earlier, that we have the advantage of having the most valuable revenue data set in the industry, which is customer conversation.
[00:09:52] And, of course, we layer that with, you know, other CRM data and things like that.
[00:09:58] And this allows us to build a very strong AI-driven sales engagement product that helps sellers work smarter, not just harder.
[00:10:09] So, specifically to your point about, you know, what set us apart from existing tools, number one, it's a tool that provides reps with the most context possible.
[00:10:21] About the account context.
[00:10:23] So, they know who they reach out to before they take that action.
[00:10:27] And then, number two is that we use AI to help increase rep productivity by, you know, guiding them with the best next action to take and automate a lot of their mundane tasks, like personalizing emails and things like that.
[00:10:43] And then, finally, it's the tool not just only for reps who need to generate the first meeting, like SDRs.
[00:10:52] It's actually a tool for the full funnel purpose from, you know, like generating first meeting to, like, closing pipeline.
[00:11:01] And in the future, we will expand the use case to, you know, CSM people as well, account managers as well, where they could use that to nurture the account and expand the account.
[00:11:13] Very interesting.
[00:11:14] Very interesting.
[00:11:16] There's a lot of thought gone into that what sounds like a really cool solution.
[00:11:24] And, you know, it is relatively new to the market if I'm informed correctly here.
[00:11:31] Could you share some of the insight into, you know, with anything going to the market new, there's always some challenges when it's first launched.
[00:11:42] Could you share some insights when you launch Gong Engage?
[00:11:46] Were there some initial challenges you faced?
[00:11:49] And how do you overcome those?
[00:11:51] Yeah, for sure.
[00:11:52] So you're right on point.
[00:11:54] It's relatively new to the market.
[00:11:57] We introduced it in June last year, and it officially became available for our customers and prospects in late November.
[00:12:06] But our customers have been using it.
[00:12:09] We've got around, like, three, more than 200 customers so far.
[00:12:13] And then some early customers have been giving us, like, really great feedback.
[00:12:18] But to your point, the key challenge that we face, I think I could summarize it in change management.
[00:12:28] You know, we're entering a market that has been dominated by existing big players.
[00:12:38] We think that they are great tools as well.
[00:12:41] They've been built for, like, the last decade.
[00:12:43] And I think it's applied really well with, you know, the traditional way of selling and prospecting.
[00:12:50] And the way of, like, doing things in this market has been pretty sad.
[00:12:54] So customers are used to using those tools to set a huge volume of emails and cold calls to the customers and prospects.
[00:13:02] So it's challenging for both by products, developments, and also marketing and sales.
[00:13:10] So from the product standpoint, our challenge was that how do we build a product that, you know, still helps users achieve their job to be done, but in a more productive way, innovative way?
[00:13:28] And then leveraging our core differentiation in AI and customer conversation data.
[00:13:32] So what are the similar sales engagement capabilities that we're going to build?
[00:13:37] Like, what are, you know, our parity features?
[00:13:39] And what are the capabilities that we're going to do differently, which are our differentiators?
[00:13:45] So those are, like, the biggest problems for the product.
[00:13:48] And from, like, marketing and sales standpoint, it's more about, like, how do we differentiate ourselves from, like, the narrative and messaging perspective?
[00:13:57] And how do we convince customers that these differentiators are actually good, right?
[00:14:04] And how do we build, like, a new journey for our customer as well to transform their current sales engagement tool or, like, workflows to a new one?
[00:14:15] Because everyone is afraid of change.
[00:14:17] No one likes change, but change is inevitable.
[00:14:21] Right, right.
[00:14:22] Change is the only constant in life, right?
[00:14:25] Absolutely.
[00:14:28] Obviously, with the rise of generative AI and the whole everybody's talking about AI, share with us a little bit your opinion in terms of market expectations going forward, especially on the demand of personalization of those prospecting outreaches and so forth.
[00:14:52] Well, what's your opinion on that personalization?
[00:14:55] And are people demanding that going forward?
[00:14:59] Okay.
[00:15:00] That's a very interesting question.
[00:15:04] So we, by this time, we all know what Gen AI does now.
[00:15:10] And I think, like, all the time it will be kind of a table-stack technology in every single workflow.
[00:15:16] And I think for seller workflow, specifically, Gen AI application is that it helps sellers become much more productive in content-free.
[00:15:29] Right.
[00:15:30] So, like, writing a personalized code email or personalizing their follow-up emails.
[00:15:35] So that essentially, it just allows them to personalize their skills.
[00:15:40] So because of that benefit, it will impact the market in the way that now personalization will be expected in every single sales average.
[00:15:52] So it will soon become, you know, industry standard, not just, you know, just a nice app.
[00:15:59] It's the must-have.
[00:16:00] So if you want to at least, like, on par with the market, you need to personalize.
[00:16:06] It's not just like, oh, I personalize so that I differentiate.
[00:16:10] No, like, I need to personalize to be on par with the market.
[00:16:14] So I think that's, like, the biggest thing that we could expect from the rise of Gen AI.
[00:16:21] I love it.
[00:16:22] Personalization is a must-have on key learning from this podcast.
[00:16:27] Really, really good insight.
[00:16:30] Unfortunately, so many people out there still do not personalize.
[00:16:35] And, I mean, the amount of emails that I get with my wrong first name and all these things is just mind-boggling.
[00:16:45] And I'm sure I'm not the only one on that.
[00:16:51] Let's talk about that prospecting element because I know listeners will be very curious about that and the future of prospecting.
[00:17:00] I know Gong Labs probably has a lot of insights in relation to that topic.
[00:17:07] Share with us, if you would, some of those insights from the Gong Labs in regards to, you know, the future of prospecting, the future of sales outreach, let's say.
[00:17:21] Yeah, sure.
[00:17:22] So for the audience information, Gong Labs is our brand thought leadership insights.
[00:17:32] So we share best practices based on our own sales data.
[00:17:37] And I encourage everyone to check out these insights on Gong website.
[00:17:42] But to your question specifically about a few insights that I have to share about the future of prospecting from Gong Lab,
[00:17:48] I can build up on the point of personalization that we just mentioned earlier.
[00:17:56] And I think it's a very interesting and mind-blowing point for me.
[00:18:01] So starting with where we are today, before the mass usage of Gen AI, okay?
[00:18:08] Back to our state of sales engagement report where we survey more than 600 sales leaders and sales professionals.
[00:18:19] We ask them about, you know, like their current response rate, which is like one of the most important elements of prospecting, right?
[00:18:29] So we know that like the current system to scale by sending more outreach to customers and prospects.
[00:18:34] And with this approach, nine out of 10 buyers feel that their emails, the emails that they receive from sellers are not personalized to them or their role or their organization at all.
[00:18:50] It's just a generic template email.
[00:18:52] And as a result, 96% of their emails are never replied to.
[00:18:58] So that like, you see where this is going.
[00:19:02] Like we send a bunch of emails to sellers and sellers don't even like open it because it's not personalized to them.
[00:19:10] And also our seller, okay, so based on your experience and best practices, what do you do today that has the largest impact on increasing those reply rates?
[00:19:20] And overwhelmingly, majority of them say personalization, right?
[00:19:26] And so we know that like it has the biggest impact on response rate, but it's also very time consuming.
[00:19:33] And on average, sellers say that they spend around 12 hours per week, which is like quarter of their time, their working time per week just to personalize their emails.
[00:19:47] And yeah, it's still not working.
[00:19:49] So that's the current state.
[00:19:52] Now looking at the future state, if we think that personalization will be the standard in the future, what types of personalization truly moves the needle for sellers?
[00:20:03] And I think this is where the interesting insights come in.
[00:20:06] So for Gong Lab, we isolated prospecting emails from over 250 sales organizations that use Gong.
[00:20:16] And we analyzed around more than 3,000 emails.
[00:20:21] And our data team created more than 2,000 unique classifiers to determine how the top reps typically customize their outreach.
[00:20:31] And we found out that there are four main approaches used by top reps.
[00:20:36] The first approach is individual-based personalization.
[00:20:40] So basically, you personalize an email based on a single contact, which might include the experience, personal life, hobby, interest, et cetera.
[00:20:50] For example, Harry, I know that you like to play golf, so I will connect with you on that.
[00:20:57] Or I would say, oh, there's this golf event opening next weekend.
[00:21:02] Do you want to join me for that?
[00:21:04] So that's one example.
[00:21:06] The second type of personalization is company-based personalization.
[00:21:10] So meaning that you could reference to the context organization in your email by mentioning the company news update or product releases, milestones, or things like that.
[00:21:25] So for example, I say that, oh, I heard that I listened to your company earning call last week.
[00:21:33] And these are some interesting insights or innovations that I heard about the company.
[00:21:39] And you build up on that.
[00:21:42] The third type of personalization is industry-based personalization.
[00:21:49] So you personalize an email by referencing how you have helped similar companies in that industry.
[00:21:56] And this can include using social proof or leveraging customer case studies that you have success with in the same industry.
[00:22:07] And then the fourth type is the activity-based personalization.
[00:22:12] So you use intent or marketing data to personalize your email.
[00:22:18] So you can reference a web activity or content consumption, event attendance, or conversations with other stakeholders or things like that.
[00:22:27] So an example could be someone visit your website and download a guide that your marketing team has put on your website.
[00:22:37] You can reference that guide and say that, hey, I saw that you downloaded this content.
[00:22:44] Like we can provide even more insights to that specific content than that.
[00:22:52] But if you are open to a chat, I can share more details with you.
[00:22:55] So those are the four types of personalizations.
[00:22:59] And the data also shows that these different flavors resonate with different personas.
[00:23:06] And you should use them in different ways.
[00:23:08] So, for example, individual-based personalization, this is by far the most time-consuming because you need to know more about a person.
[00:23:18] You need more context.
[00:23:21] And our data shows that it's way more impactful with lower-level personas.
[00:23:26] So like an individual contributor.
[00:23:28] And the impact is that it triples the response rate from those personas.
[00:23:34] The second type, company-based, it resonates with more executive audience and it triples their response rate.
[00:23:42] And it makes sense, right?
[00:23:43] Because these leaders are the ones that are in charge of delivering on the big bets and majoring.
[00:23:50] So they care.
[00:23:51] The third type, industry-based.
[00:23:54] And it normally works for both types of audience, but with lower impacts.
[00:24:00] So like 2x response rate for IC and then 1.x response rate for director plus roles.
[00:24:08] And then finally, the activity-based personalization.
[00:24:11] It works for everyone, for all titles, both IC and leaders.
[00:24:16] And it results in the highest impact.
[00:24:19] So like 3x meetings books, 3x response rate.
[00:24:23] But the challenge with that is that we need to have much more intent data and activity data to be able to do that.
[00:24:33] So those are some interesting insights about personalization from Gong Lab.
[00:24:39] And I found that really, really interesting and helpful.
[00:24:43] I love it.
[00:24:44] What a huge insight.
[00:24:46] I love the four levels of personalization.
[00:24:51] Very cool.
[00:24:53] You could dig into each single one in forever.
[00:24:57] Very cool.
[00:24:58] Very cool.
[00:24:59] Now, how does this all work with certain marketing trends or market trends, should I say, right now?
[00:25:11] Google has just restricted a lot of different things in the outreach.
[00:25:16] How do you think sales professionals should adapt their prospecting strategies considering these recent market trends that happened?
[00:25:25] Yeah.
[00:25:26] I think this is really on point.
[00:25:28] And I think all the market involvement as well as innovation has been going in the same theme.
[00:25:38] So for the audience who are not familiar with this, about Google restrictions used from February this year, so like a month ago,
[00:25:50] Google has required box senders to authenticate their emails, allow for easy unsubscription, and stay under a reported spam threshold.
[00:26:02] So now, like your email domain has exceeded the spam threshold, your entire email domain will be blocked by Google.
[00:26:10] Right.
[00:26:11] So this is a very big market signal that we are moving away from this spray-in-pray tactic.
[00:26:19] That's right.
[00:26:20] And then if you combine that with, you know, the development of Jam AI and how personalization will be the expectation for market standard,
[00:26:31] now I think like sellers and sales organizations need to be much more careful with their email outreach.
[00:26:39] They need to learn how to reach out to the right people with relevant content at the right time.
[00:26:46] And that would be like a standard strategy or necessary strategy in the future.
[00:26:54] Right.
[00:26:55] Right.
[00:26:57] Interesting.
[00:26:59] What do you anticipate in the sales tech landscape in the near future?
[00:27:04] What sort of advancements will come up?
[00:27:08] Anything you can predict here?
[00:27:11] Yeah.
[00:27:12] We are in a very, very exciting space right now.
[00:27:16] Yeah.
[00:27:16] Totally.
[00:27:17] Right.
[00:27:18] Harry, I'm telling you, I can't really, no one can predict what the market will look like.
[00:27:23] Right.
[00:27:24] Because it's like changing rapidly.
[00:27:26] But a few trends that I think less will happen immediately or like right now already is number one.
[00:27:36] Number one is tech stack consolidation.
[00:27:39] And we're seeing it not only in sales tech, but in other technology space as well.
[00:27:46] And it's not just about cost.
[00:27:47] I think we started with like cost consolidation because of the macro environment.
[00:27:52] But at least for sales tech, it's not just about cost.
[00:27:55] It's also about data that sales organizations can capture in one single tool.
[00:28:02] So imagine you not only have your CRM, but also like all of your customer conversation and activities in one tool, your seller activity in one tool, your customer insight and intent signals in one single platform.
[00:28:17] Imagine how much data and customer insight you can get from that.
[00:28:21] And then it's also about seller workflow and productivity.
[00:28:26] They wouldn't have to, you know, switch between different tabs or tools.
[00:28:30] They can all stay in one workflow and then collaborate with the rest of the team in one single hub.
[00:28:36] So you don't need to use like 10 different tools to do your job anymore, but you stay in one single platform to do everything and remove the redundancy in terms of time.
[00:28:48] So that's the first trend that I'm seeing right now.
[00:28:51] The second trend, I think we already talked about it, is the AI application in sales workflow.
[00:28:57] Right.
[00:28:57] Right.
[00:28:58] Right.
[00:28:58] And, you know, like we see it everywhere and I think it will become more, even more and more efficient and it will guide and automate a lot of tasks for sellers and allowing them to do more with less.
[00:29:12] So sellers will need to work smarter, not to start.
[00:29:16] Right.
[00:29:17] Right.
[00:29:17] The last piece I think is about ecosystem.
[00:29:22] So building an ecosystem of tech stack, this will allow organization to capture more data, including, you know, intense signals, starting even before the first interaction that your team has with the customers.
[00:29:39] I think one of the insights that I read from the research is that I think 70% of the sales decision from the buyers have been made even before the first touchpoint with the salespeople.
[00:29:50] So super, super important for us to be able to have that ecosystem to capture the intense signal and data and feed that into your sales engagement tool and then have that throughout your entire sales cycle to have the full picture of your customers to, you know, personalize and build more meaningful relationships with them.
[00:30:12] Right.
[00:30:13] Right.
[00:30:14] Right.
[00:30:14] And of course, you shouldn't forget then after all this, how do you speak and articulate value on a sales skills level?
[00:30:21] Talking of which, my final question with every podcast is, obviously you've came in touch with a lot of salespeople in the past.
[00:30:33] What do you think are sort of the top three skills that people, salespeople need in order to be at an elite level?
[00:30:40] What would be those three things they need to do really, really well, you think?
[00:30:45] Mm-hmm.
[00:30:46] I think you probably got a lot of great advice from other sales leaders because you asked this question to everyone.
[00:30:55] So I'll try to make it more relevant to, you know, the technology and AI side.
[00:31:00] Let's do it.
[00:31:01] Yeah.
[00:31:02] So I think the first piece is gather as much data and context as possible about an account or context before you reach out to them.
[00:31:15] Because the more context you have about an account or context, the more personalized you can make the outreach to be and then increase the response rate.
[00:31:28] Number two is not always productivity, but proactivity.
[00:31:33] So after you have that response from that person, how do you move that opportunity forward?
[00:31:41] How do you move that deal forward to close one?
[00:31:45] So proactivity is one of the most important things.
[00:31:49] You need to stay on top of your deals.
[00:31:51] And then the final piece is just mastering the AI and all the technology that is happening in the market.
[00:31:59] I believe that in the future, AI won't replace sellers, but they will replace sellers who don't know how to use AI.
[00:32:09] So usage of AI will be another must-have kind of skill for any seller in the evolving market right now.
[00:32:20] So AI won't replace sellers, but AI will replace sellers who don't know how to use AI.
[00:32:27] Did I get that right?
[00:32:29] Yes.
[00:32:30] I completely agree with you.
[00:32:32] Bibi, thank you.
[00:32:34] I know our listeners will truly, truly appreciate your fabulous insights and thought leadership.
[00:32:42] Thank you for taking the time today.
[00:32:45] Yeah, my pleasure.
[00:32:46] And thank you for all the insightful questions.
[00:32:49] I love everything that you ask in the podcast.
[00:32:52] Fabulous.
[00:32:53] For our community of listeners, I've got a couple of really cool takeaways from today without going too much into detail for the podcast again, but personalization is key.
[00:33:05] Individual-based, company-based, industry-based, and activity-based, I think are super takeaways that you can definitely immediately work on that.
[00:33:15] There are two calls to action.
[00:33:17] In addition to that, share this podcast with whoever you think this topic is of interest of.
[00:33:24] They will thank you for it.
[00:33:26] They would appreciate you sharing the knowledge.
[00:33:29] And step two, go to globalperformancegroup.com.
[00:33:32] There is a sales portal on it.
[00:33:34] You can enter for free.
[00:33:35] And we will share all the different elements of content for you, webinars and podcasts and all these other wonderful things, all for free.
[00:33:47] So come and join us.
[00:33:48] Until the next time, look after yourselves and happy selling, as always.
[00:33:53] Bye-bye.