The Pavilion Podcast
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Ep 72: Lorena Morales' Immigrant Story w/ Lorena Morales

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Ep 72: Lorena Morales' Immigrant Story w/ Lorena Morales

Part of the "Thank God it's Monday!" series hosted by Tom Alaimo.

Alright, everybody. Welcome back toanother episode of the Revenue Collective podcast. This is your hostTom Alamo. They call me Tommy Tahoe, excited that it's monday and we're hereagain with another episode. This is where we help revenue leaders to givethem the skills, the strategies that they need to be successful in today'sage in the B two B world. Before we get to today's episode, I want to give aquick shout out to our sponsor. This episode is brought to you by quota Path,commission tracking software built for sales operations, finance andaccounting teams. If running commissions and payroll has you runningfor the hills, quota path is for you quote a path, helps organizations trackand manage commissions and pay their teams accurately. And on time everytime, keep your team motivated and non target. Simplify your commissions atquota path dot com slash revenue dash collective and give your reps the giftof transparency. For today's episode, I've got a conversation interview withLorena Morales. Llerena is the VP of marketing over at God nimbly. She'sbeen there for for just about three years now. Has stakes in a bunch ofdifferent things from Forbes to revenue collective, to the women in revenue,all over the place as a ton of experience and a bunch of differentindustries. It is an immigrant to Mexico and we talk about herimmigration story, which is super inspiring. We talk about how she viewstime in a very interesting way, Some of the different marketing tactics that gonimbly is using right now that you might be able to learn from as well. SoI really love this conversation with Lorena. I think you will to uh if youdo give us a shout on linkedin and please head over to Apple to subscribeand leave a five star review for the show. Without further ado, let's getinto my conversation with Lorena Morales. Alright. Lorena Morales. Goodevening. Welcome to the Revenue Collective podcast. How are you? I tellme it's so nice to be finally here. I have joined the community a long timeago and I think I admire every single member that I have the opportunity tonot only meeting person back then, but now a lot of interactions happening. Ofcourse it is lack. So yeah, what a what a valuable community out there for.Sure, yeah. How long have you been a member for? I want to see a little morethan two years. So yeah, I initially met SAM back in SAN Diego. Beautifulevent from outreach back then. Beautiful weather, beautiful city,everything was perfect. So yeah, nice, nice. You're probably one of the uh,one of the originals then if it was two years ago, he might have started maybethree or four. But I, I didn't even know it existed until earlier last year.So you got in early. I did yeah. The san Francisco chapter we were I believe hash like we were like six people themost uh now my understanding that the SAn Francisco chapter is probably thesecond biggest one, something like that. But yeah, I was an early adopter. Yeah,that's awesome. And I always like to ask during the pandemic, are you out insan Francisco or you elsewhere traveling or where have you beenstationed? I know right. Everyone decided to go back to their parentsstopping rent and do the smart. Unfortunately I I am an immigrant so Ididn't have that chance. I I am one of the san Francisco survivors. So Istayed here uh maintain the city as good as I could and uh yeah, soenjoying it. I have to be honest, the city's kind of empty some base, someothers, the traffic is getting back. But yeah, I fell in love with sanFrancisco and I don't seem to ever go back. Yeah, yeah, I'm here to I'mholding down the city with you as well. That's how many good people and good.It's my Yeah, absolutely, absolutely.

So you mentioned being an immigrant,that's the perfect place where I wanted to start this conversation, learn moreabout, you know, your immigrant story in coming to american and what that waslike. I'd love to hear the background there. Yeah. Oh tom that that's kind ofodd or actually no, I I don't think it's it's difficult anymore. I openedthis story probably around a year and a half ago when I when I know around ayear ago when I finished my first book, it's a topic that I didn't want toshare with the people because I feel that a lot of the aspects of the Latina,the Latinas community is based on like it it's not married based and it's moreon all the cliche of the mexican coming to the U. S. And then you grew and uhand for me it was just painful right? Because I have experienced the good,the bad and the ugly. And so when I grow the book I started to kind of goback to all the memories that somehow my brain blocked and that's howincredible the human brain is, the moment that you don't wanna carry, butthings it just blocks it. And so when I was in the integrating process Istarted to understand like wow then I've been through a lot of things and Ithink people should should hear about it. So long story short I've been herein the bay Area for around eight years. I spent a little bit more than a yearin New York. And so I am Mexican born and raised in Mexico. I lived in acouple of countries in latin America and before deciding to come to the U. S.I understood that my hometown was not living by design. Mexico was not acountry were design or like local designers were valued. Now it's anentirely different story but back then it was very difficult for me to toexplain to people industrial design or product design. And so I said how can Imake sure that I understand the other side of day of the coin? How do I sawthings? That's when I came to the U. S. And I invested a lot of time of my lifedoing to graduate degrees. I became almost a specialist. And then soonenough I saw that for companies is really really hard to invest inimmigrants because it's a bit right. It's a raffle literally is sponsoring aspecialized visa. It's a ruffle. Even if you put the money, even if you putthe lawyers, even if you put all the papers in time and place, there's stilla good chance that the application is not going to go through. And that was areally kind of both a heavy thing for me to carry because I was alwaysdepending on a Visa trying to go or move to the industries that that Iloved without really having a chance. But that turned out to be a good thingand that's where all the things get better. I ended up in suss when Istopped depending on a Visa and now I am supporting other immigrants,especially mexicans. I do believe that Mexicans have this passion for work anda different understanding of what work means that now I am incentive aidingpeople to come to the US and stop believing the idea of the americansdon't like immigrants. It's true at some degree. But on the other hand,probably some of the most beautiful people and that I called today myfamily, they are immigrants as well. So that's that's the story of success.Today I get to choose a company that I truly believe in. I choose an industrythat moves as something. I've never experienced a hyper growth movementthat happens in especially in SAAS companies and so I am here just tryingto make the best out of out of marketing I guess. Yeah. Well I I wantto take a moment just to applaud you on...

...making that transition and all of theI'm sure millions of different obstacles that you had to come throughto to come from Mexico to the U. S. And then get the duel degree and then workyour way up and go from new york to san Francisco and jump from differentcompanies and and get to where you are. So I think I speak on behalf ofeveryone listening that you know your success is this really truly impressive.I'm curious more than anything else you just mentioned that you you feel thatyou know folks from Mexico tend to have like a different I guess belief aboutwork, I forget the exact word that used but I'd love if you elaborate on that alittle bit. I'm curious. It was super funny tom when I when I got to to sanFrancisco especially because new york is an entirely different base, but whenI came to san Francisco for me, it was so amazing that literally everyone wasat a happy hour at four p.m. No bigger, it was four thinking PM, you could seeevery single person, I used to be very close to the Levi's plaza for thosethat don't know um that place is just like literally is a plaza that thecompany device has right outside their headquarters here in san Francisco andthere's a bar or there used to be a bar there and I'm not kidding you, likeevery time that I could walk out I was like, oh my God, everyone is justenjoying life and Mexico, there's this tendency where if there's work to bedone, you don't leave the office until you finish. And for me it was kind ofan economy because I am a segregate er by nature, I believe that the momentthat you stop your computer, you stop your computer and it's something thatI've been struggling with of course, especially when you are in an executivepositions, there's always gonna be worth waiting for you, right? But Ithink ultimately, what mexicans believe is in hard work, nothing is going tocommit to you. And generally the things that are easy, they are not worth it.Or at least in my experience, I got love for people to someone to come andtell me like, hey, everyone was given to me and I am enjoying life. I amgonna be friends of that person as soon as I meet them, because I need someonelike that in my life. But until then, I am going to still believe that everysingle piece of happiness in this life need to work a lot of work behind it.Yeah, I mean, I think that's that's fundamentally true and anyone that youlook up to or that you believe is successful, you know, likely had yearsor decades of just relentless hard work and luck and you know, a number ofother things that had to fall in their favorite to get to that place. So Ifind that to be interesting, I can definitely relate to, you know, the sanFrancisco crowd of, you know, kind of maybe a little bit more relaxed thanthe east Coast from the East Coast myself and definitely more relaxed. Itsounds like then, you know, the culture where you grew up, where it's like ifthere's a job like you finish it and it doesn't matter if it's four or six ormidnight or takes extra weeks or whatever it might be that you're justgoing until the job's done, Not till you know a certain time on the clockand you just hit the nail in the heroin when you said, look, that's an aspectthat I'm learning very late in my life. I'm kidding audience. I'm super young.Don't, don't believe that. But uh I am reading this book by Maria Canicoba andit's just an interesting fact for for the audience where she brought a bookcalled the Best Bluff of fall and she talks about the fact of she she'sRussian and so she also has this hardworking mentality but then shebecame a master player in poker even though she had like a phds inpsychology. So she started to understand and analyze the factor offlock in a human's life. And so people just go and read it because it'schanging my perspective of things. You're totally right. Like I'm gonnaspill the beans. and the idea is it's a combination. Yes, you can controleverything and you do need luck. So...

...yeah, yeah, there's um, it's kind offunny, there's a number of different poker players. I feel like that havewritten good books. I don't know if you're familiar with thinking and bets,which is another good one. It's just, I feel like the, there's a lot ofsimilarities to how poker players act versus what you can take in thebusiness world or investing world or, or things like that. I'm telling you,I'm learning a lot about life. I mean, who knows? Maybe I'm going to end uplike going to Vegas and making my cash and then not sass companies anymore,but uh, but I don't know people so far, I'm just learning about life. Yeah,yeah. So you know, one thing that you mentioned earlier while you weretalking about kind of your come up in America and going to school and thingslike that you touched on the concept of being a specialist and being ageneralist. I'd love to hear, I feel like that's kind of an age old debate.Hey, should you really just get good at this one thing or even this, you know,one thing could be marketing and then it could be like This really, reallyniche version of, of marketing that you could be amazing at, or is it better toreally understand a lot of different things to the 80%ile level that you canmaybe take different disciplines and and use them in your in your work andbecome more well rounded. I'm curious where you stand on that life has, hasput me in in different situations and I've been again lucky enough to to takeevery single opportunity and that that's another story because in latinAmerica the worst thing that you can do is jumping jobs is just very frownedupon. You don't have commitment, you don't understand what is loyalty. Sothere's a lot of kind of reprimand against jumping jobs And I came to tothe us with the idea of I'm gonna stay with the company for 10 years, 15 yearsand then do my own thing, that was my initial idea but they say somethingalso like make plans and make, make, make God laugh or something like thatin spanish, it sounds way better by the way, but anyway the point is don't doplans because life is going to show you better. So anyways I was here in myidea of like yeah I'm gonna join actually, the company was idea, I haveto say it, yes, every single designer in the world Dreams with joining ideal.But then being headquartered in San Francisco of course I understood that Iwas completed with 100,000 million people that wanted to join ideal. So itdidn't happen um it didn't happen. So I still believe tim cook is one of theprevious minds in the space. And to your question, one of the books thatchanged my life and my perspective forever. It's called T shaped peopleand cut monkeys. And the idea of that book is precisely explaining what is Tshaped people and is what you were describing on probably use specialized80 and then the highest part of the tea is the areas where you are alsodangerous for me it's not doing an 80% because as I'm telling you I had tojump not only sizes of companies but industries. So I worked in a protectorand real estate. I worked in product, I worked in N. G. O. S. I worked inhealthcare, in retail, you name it, I have worked in that industry and sowith that slowly I became kind of the jane of all trades and my father wasdriving nuts by the way when he was like again lining up please no likewhat's what are you gonna do with your life? And I'm like take it easy, I'mgonna be okay, I'm I'm gonna find my way and san Francisco the beauty of theBay Area is it started to value these generalists especially in leadershippositions. And I think now after the world has taught us one or two lessonsin 2020 most of the skills that the journalists possess in terms ofmanaging people and understanding people tom those things are notreplaceable, they are never going to be automated. And I think that's the newvalue of journalists, let alone the ability of, of dealing with uncertaintyand ambiguity and and and all these...

...concepts that we were forced to jumpinto without even knowing how to deal with them. For me and my formaltraining in the same thinking the book, a world which by definition is that avulnerable world is very familiar. I have put myself in so muchuncomfortable or so many uncomfortable situations that at this point it's alittle bit embarrassing. But that's that's what has given me the ability tosay, you know what I'm gonna be okay and I'm gonna find a way and I, and I'mnot scared of saying, you know what, I am really good at content, but I'm alsofreaking good at dimension and but I am also fantastically amazing at customermarketing and so I built my career doing every single part of the demandaeration arm. But today I am equally dangerous for example, on inunderstanding the sale cycles of the companies. So I think that's whatdefines a journalist, the thirst for learning for never settle in thinkingthat you are the most smart person in the, in the room. That's the biggestmistake that people can make. So when you are and you're an executive, a lotof the listeners of this podcast are, are at the exact level. I'm curiouswhen you're hiring people, do, you tend to hire at their lower say if they'redirector manager entry level, you know, uh like do they tend to be alsogeneralists or do you hire specialists for those particular parts of yourbusiness that you want? The best demand gen person, the best person for events,whatever it might be or they all generalists. I was just having theseconversations in the B two B growth space or the B two B group chat. It's funny that now that I am ajournalist, I am looking for specialists in some instances and thisis why because I believe there is no way that you can become an effectivegeneralist because there's a difference between knowing everything and notknowing nothing At the same time than knowing 80 would also be dangerous in20 of of other things. And so in order to be an effective journalist, you needto understand what do you like before or what are your weaknesses And there'sno other way to know those except for going on specializing so in marketingright now. I think it's a very interesting space where for example,marketing operations is becoming more strategic than ever. We've never seenthe people in the systems, not only having opinions, what areexecuting in those opinions. And I think a lot of people that come to mefor advice, my first advice could be kind of go into into either contentbecause everyone in this life needs to tell a story. You have a story, but ifit's a personal one you do have a story to share. So understand content,content is king, engagement is queen. And then going to the systems, thesystems are going to give you the right keys to understand how the business iscreating profit. Which which at the end is what we need. We the days where wejust focus on growth just because growing the company are gone. Themovers, all the big companies that are still, well actually I'm lying, I don'tknow if over is profitable right now, but I know they were not profitablelike around three or four years. Anyone please obtain me on that information.But it was the same story about amazon about lift about every single bigcompany they never hit profit and I think it's because the people that weretraining the new generations, they either stay as a specialist, which isabsolutely fine. I don't have anything against people that decide they justwant to be the best act. And the other reality, the other piece of thequestion is if you don't like people and you don't enjoy being around peopledealing with people's feelings. Oh my God, time like you don't, you don'tlike please don't move, we're from where you are because that's only gonnabe detrimental for you, for the...

...organization and for everyone. Sobefore advising in going to be a specialist or generalist, my firstadvice is have awareness, go and do the work for for his introspection onyourself and that's gonna give you a lot of information. What cards to moveafter that. Yeah. So what I'm curious with go nimbly, I was listening to apodcast of yours from I think it was last year. So this could be outdatedwith Covid and everything. But you're talking about how you don't do orweren't doing at the time much at all in terms of like paid lead generation.I'm curious if that's if that's still the case or How you continued to adaptthe strategy and it only share as much as you can. But the strategy going into2021 or a quarter of the way through and any adjustments that you're makingfrom a tactical level that any marketers might be able to pick up on.Extra brownie points for you for doing your homework. I gotta do the homework.I gotta come ready. People or people expect that. You're absolutely right.That was the case before the pandemic. However, this is where I becomedangerous. I had to go back to google adwords. Yeah, not so fun. I didn'ttouch a google adwords in like seven years and I had to kind of get dirtyagain and go back to paid acquisition. So I think that's, that's a beautifulexample of what I'm just describing was my intention to be again the best paidacquisition. Hell no, I am I the best paid acquisition. Oh my God, no. AndI'll never be. But the business needed me to jump to that instance in order todrive through the pandemic and also not only are going in blue but in order tounderstand how our customers were moving as well, I needed to do some ofthe work that that probably I was doing at the very beginning of my career. Soyeah, I love it to, to answer your question yes we are doing paidacquisition now and I am the one running a Yeah. Yeah. That's funnyhaving to go back to square one kind of is probably a humbling, humblingexperience. But maybe give you more appreciation for all the time that youhad to take to learn it you know, a number of years ago when you just firstgot your start. Yeah. What it gave me was a lot of appreciation onprioritization more than more than a humbling and like oh I don't do thethings anymore because I think I've always been adware in a certain level.I make sure that I hire the best people in the area. So I don't, I am not inthe way to grow in the company along with me. But there's always that thatyou're gonna have to do, like there's always something that you're gonna haveto do on on the side. There's always work specially marketing and you'renever gonna have enough hair counts to do everything that you want to do inmarketing. So I think that's that's a positive thing about the marketer.There's always space to be little where even though again, like most of my timeis not on the under doing things is more on the strategic things on how dowe grow revenue year over year. But yeah, it gave me that sensation on howon earth. See tom the thing is my brain is in constant translation mode. I usedto speak Portuguese at some point in my life and uh and I still translated alot of things. So for me when I think about time, first of all, that's one ofmy weirdest obsessions and in spanish you never use the word hey, you don'tuse words that are associated with money with time and in english. It's avery interesting concept and like we literally use the same words that weuse for money. So if we say pay attention and you're using the samethings that you use with money. I've never seen anyone in the streets givingfives or twenties of 15 or nothing. But when it, when it comes with time, whichis Way more impactful for me, why we are not protecting even 15 minutes. Sothat's what they like going back to...

Google adwords For me it was only, Hey,you only have 24 hours and out of those eight are supposed to to be working. Doyou really need to be working eight hours or you need to be working 10 oryou need to be working five and you are just at your 75%. So I think thatunderstanding of how we use the words in english brought me to therealization of there are priorities in life and you need to take care of thosebecause time is something that you, but you can never get back. Mhm So I amalso obsessed with time, I'd love to hear, I'd love maybe not to your level,I'd love to hear you talk more about it like what are there any principles thatyou use? Like, I don't know, some people for example never take meetings,you know or they only take one meeting a day or they block that off from, fromcertain days or I've heard of some people say, hey, time has such a bigimportant part of my life, but now I go and I travel to see family once a monthor I, you know, I'm working, you know, four hours a week, you know, like timferris's book or something like that. I'm just curious if you have anysystems or rules or ways that you live or work differently because of yourobsession with time. The first one is, yes, I do have no thursday's meetings.That's usually people know that if of course there's a partner that someonethat is external to go in England, don't don't know my, my methodology, ofcourse I am flexible. I am, I am not the, that that type of person either,but that's that's on on Thursdays and when it has to do with business andthen on the personal side, first of all, I am very, very uh since I was veryyoung, I got used to read the time in the military format and so I have thisvery annoying thing. So people if you see me, please don't show me your Iwatch especially because I want to change it to the military time becauseit creates a lot of anxiety like okay this also applies to your phone. If Isee your phone and you don't have a team military time, I'm gonna change itlike that, that's how weird I am. Uh people have told me can you please stop?Like I don't even for example, my sister, I'm sorry probably she's nevergonna listen to this. She doesn't know exactly what I do, She still doesn'tknow how to read time in military, like I told her like it says 16 hours andshe's like wait what? Like she still doesn't get it. But anyway, that'sanother story for another moment. My point is I have a collection of watches.A lot of them are very antique and they don't have the batteries or or thething, but I need to have a watch in my race every single time to have theconstant reminder of you are not getting back any minute of this moment.So you better spend it with the right people at the right time. So yeah,those are kind of two of the 11 little weird thing about me and one thing thatyou can actually apply to business, I absolutely recommend it. It's not easybecause a lot of the times people depend on you, especially marketing isone of the departments that you are going to be dependent from otherexecutives in order to be doing your job. It's not like I don't know I. T.Or finance where you can have a good chunk of your time working by yourself.Marketing usually you're working with at least one person in a in a dailybasis. Um So yeah that's that's very interesting. And the other thing isgonna be has this this thing called K days. I had trouble with them, I don'tapply them but they are very successful at the company where our c. Is soclosest uh kind of uh in that time it was a room and now we make it digitaland everyone jumps and they shut down slack, they shut down email, they shutdown pretty much everything and you start working in the tasks that youthat you are going to work that day. But with your team members and makingsure that you don't have any...

...disturbances for me, I'm telling you tome it didn't work because I found myself like, oh my God, I can't like Ican't be an hour without working with someone. So I would have to interruptsomeone else in the Cape. It was kind of crazy. But we do, we are veryconscious that going to be about time. And I think it's, it's a good thing. Ithink every company should start to, to paying attention to the, what I callthe basics. Yeah, absolutely. One thing that I wanted to talk to you about fora few minutes was just the growth of reb ops and go nimbly seemed to beahead of, ahead of their time in may be leading that revolution. Cause I knowthat you folks have been around for quite a number of years and re pops issomething that I feel, you know, you see every single day now on linked insomeone's talking about it or offering their advice and their two cents. I'dlove to hear, just like as a marketer, how how do you establish yourself andhow do you differentiate when the market seems to be so hot right now andthere's a lot of different companies probably vying for people's attentionand, and thoughts and and trying to kind of sway them in a differentdirection. Sure, I, I think revenue operations is one of the passions thatI found in the sense of very soon my Ceo made sure to, to educate me as fastas he could and as, and as effective as, as he could do it because he knew thatthis was not just a trend or just a positive word from Silicon Valley. Thiswas something that could effectively effectively showed you the revenueleakages that are going to happen organically as as you grow as a companyand especially again in season pass when you're talking about companiesthat are in hyper growth mood, These things are gonna happen like yourfunnel is gonna have linkages. And so back in 2016 they started the business.The partners have started the business with the idea of how do we make surethat we not only break silos in the systems but also in people why salesand marketing are not communicating first of all and why do they are, dothey have different KPI S even though Okay. Yes. And the realization of theonly person that feels those miscommunications is a customer. Andbecause it is true when you are talking about multi stakeholders deals and youare rallying the account through the entire funnel and the obvious handoffsare going to happen from sales from marketing to sales, from sales tocustomer success and so on and so on. And the customer ends up talking toseven different people in the same company. And the chances are that fiveout of those seven people are not even going to have the enough data to knowwhat happened from the very beginning with that customer. So the transitionrevenue operations has to do, first of all with an obsession with the customerand not only with your customer, but with your customers, customers, veryfew companies understand this. One thing is interviewing your customers asas often as you can, but another complete different beast is talking toyour customers customers to understand their obsessions. So it becomes thischain of knowledge that needs to be implemented internally. I can talk abunch about like frameworks that we have coined and that we have right now.They are part of our intellectual property precisely not only because wewere the first ones and as you said, kind of early in the space, but alsotom I think the definition and the value proposition to your point on likehow do we differentiate ourselves from so many companies that are alsoreceiving massive amounts of funding is simply by staying on the execution oflevel. Very few companies do the work. A lot of them explain to you why do youneed robots? And I feel like a lot of them are still in the stage of hey, youneed robots and trying to explain the why. But at this point after four years,5 years people don't need the way...

...anymore. People need to help show meright now what is the work stream that I am gonna need in order to make mymarquitos or Salesforce and I don't know, and the and God stop Systems worktogether. How are you really connect Every single system when in averagecompany in serious be serious, C is dealing with around 34-36 tools intheir tool stack. That's just crazy. And it's gonna get worse because thatwas a marketing ops era where a lot of automation has started to happen, a lotof tools and shiny toys started to evolve and now it's kind of happeningwith sales. We didn't see that. But now sales operation is sales operations ishaving this massive growth of solutions that now imagine the thing that isgoing to happen Now the two stocks, we are estimating that they are going togrow at least 25 more with sales operations. So that's gonna be crazyjust talking about the systems and then if you talk about companies that onethey had 30 people sales team and then in one month they growth that team To115 To 1500 to 3000-5000. Those stages are hectic because you're touching alot on on the people that run those systems and how they communicatebetween each other to really make an impact to the team. So I I mean I lovethat revenue operations is here to stay. That's what I have to say. And uh andyeah go name please is still very happy and very lucky to have the clients thatwe have. Those are the clients that have maintain us as the star that weare. Yeah. And honestly thinking about the marketing and the sales tech stackjust gives me a headache sometimes. Try like I'm so glad that that's not my jobto try to figure out how all those systems talk to each other and workwith each other and make sure you're not paying for the same thing twice andAll that stuff. I mean that it's it's crazy and to your point it's it'sdefinitely only going to grow over the next 5, 10 years, yep. Yeah, and that'sthat's when uh when this encouraged team or for the opportunity to becomeadvisor, uh I had to take a data is one of those pieces, especially datastewardship. Well we don't pay enough attention, we just don't, we just thinkthat data is going to be cleaned when the moment that we needed and thatbecause we spent, I don't know, uh a lot of money in the new Crm, it's justgonna magically appear with all the information and all the fields and allthat. Yeah, that that doesn't happen, it's still a human interaction. Yoursystems can be as good as you make them work for you, so Yeah, I'm veryinteresting times for sure. Yeah, absolutely. The last thing that Iwanted to ask you is obviously we're talking on behalf of the revenueCollective podcast and you've been a member for two years. I'd love to justhere. There's so many ways that the community helps people or people workwith the community. I'd love to just here. If you have any examples of howyou've used it to help benefit you, if it's the slack groups or the events oryou know, talking to people one on one or however you use it. Any tips youhave for people. I think one of the most valuable things that revenuecollected brings to the table in a world where community building is athing now, it's part of the, of the marketing engine is the events. I thinkif there was a vision that some had at the very beginning was I am going todeliver the freaking best content that you can ever have regardless if it's inperson now digitally, whatever it is, I'm gonna still uh make sure that thathappens here over a year and I was talking about this with someone thatwas looking to join the community and my opinion was super honest. Like yeah,you can go and be a member of a lot of...

...free communities for sure. And dependslike if you're using community building for the sale cycles absolutely go forit. But the beds that revenue revenue collective for me are second to none,not only on the speakers, but also on the content that they provide. I thinkthat's something that have differentiate RC from the very, verybeginning and I can't wait to go back to two person. I have talked about thisin the san Francisco chapter. I just, I want that to happen now. Like people, Iam going to be fully vaccinated next week. Hopefully I am ready. I want tobe the first one, inviting everyone margaritas, mescal tequila, whateveryou want. I am the person. So yeah, I'm in, let's do this thing. That's awesome,that's awesome. Well I think that's something to that. That's those eventsscale. Well, you know, as the community has grown from wherever it was twoyears ago when you joined to, I mean it's got to be four or 5000 people nowworldwide. So it only puts out greater events and uh there's more specificevents I feel for different types of leaders or scenarios or you knowdifferent things that someone might be struggling with or working on. Sothat's super helpful totally. And I've seen that you have segmented now alsoto the operations collective etcetera. So I am very, very interested inlearning more about those sub groups in the community. Haven't had the time, Iapologize for that. But if anything, I am always open the Arlington. Yeah,absolutely. Lorena, this has been a blast just before you go. What's thebest way folks want to connect with you? If they do want to go grab a margaritaor if they just want to talk about red pops and marketing, what's the best wayto do that with red bumps and marketing for sure, bringing them as calendarTequila. That's, that's just highly appreciated. And then if you just wantto talk about life and not business, I also, I am a big fan of teeth. So thebest way is always if you are part of the revenue collective, please justicelike me. That's a really good way for me to to interact directly. And if youare not part yet reach out Arlington. I am always available there awesome. Thisis a blast. I appreciate it. I appreciate your time and all the wisdomand hopefully some people will take you up on that offer. Thank you Tom. I hopethat I see you in person. Reason. No. Likewise. All right. Thanks forchecking out that interview of the Revenue Collective podcast. You canfind more about me. I'm tom Alamo on linkedin. Feel free to add more connect,learn more about revenue collective revenue collected dot com. Give thisshow. Subscribe in a five star review on Apple. That's he can really help usto grow. And let's give one more shout out to our sponsor. This episode wasbrought to you by quota path quote. A path is the first radically transparentand to end compensation solution from sales reps to finance. Get started forfree at quota path dot com slash revenue dash collected. That's it forme, enjoy your week, get after it. I'll talk to you next monday. Say something. Mhm.

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