I used to have a calendar invite on my calendar that just says sit down, and it had sales in all caps, so I would just sit down and do sales. And now, Sam, every morning he wakes up, my lovely SDR, and he goes and he does the PLG sweep, we call it, and he sweeps our CRM for all the signups in the last 24 hours, identifies ones that have domains that are company domains, uses Exa people search, we can search biographies and professional information, sees if any of them are decision makers, and then sends them nice emails that say, "Hey, I'm Sam. I'm an accountant manager at ChatPRD. Love to see you sign up. Here's a couple of things you might find useful. Let us know if you have any questions." So really soft, helpful message to these people. And then he carves off ones that are from companies that are like 100,000 employees or more, and double checks with me and says, "Do you want to send this email as the founder or do you want me to go ahead and send it?"
And now, Sam, every morning he wakes up, my lovely SDR, and he goes and he does the PLG sweep, we call it, and he sweeps our CRM for all the signups in the last 24 hours, identifies ones that have domains that are company domains, uses Exa people search, we can search biographies and professional information, sees if any of them are decision makers, and then sends them nice emails that say, "Hey, I'm Sam.