Sales Operations

Spotio Founder & CEO sat down with Database USA‘s Vice President, Tim Pinkerton, to discuss why accurate data is crucial for your sales and marketing success.

 

Article Mentioned: 6 Questions to Ask Your Data Provider to Ensure a Quality Business List

Video Transcription:

Trey: [00:00:00] Hey, I’m Trey Gibson, founder and CEO here at Spotto. Our core purpose is we’re transforming field sales to achieve more with the Corona virus coming in and essentially wiping out the ability of field sales teams to interact face to face. Uh, this core purpose of ours is taken on a whole new meeting. So we’ve come together as a company, we’re focused on helping field sales teams adapt to this new reality for the time being.

[00:00:25] I’ve given you resources to do what we’re calling virtual field sales. This is tactical and practical strategies how you and your company can thrive through these times. Today I have Tim Pinkerton, who’s a vice president at database USA. And our topic is why accurate data is crucial for your sales and marketing success.

[00:00:45] Tim, why don’t you introduce yourself? Say hi. I guess I didn’t introduce you. Maybe just say hi.

[00:00:50] Tim: [00:00:50] No, again, thank you for having me on. I appreciate you taking the time. Uh, I think now more than ever, this is a topic that a lot of people are going to be thinking about. So, um, hopefully this will benefit your viewers, your subscribers, your clients, your prospects, all that.

[00:01:03] Um, obviously, yeah, you introduced me, um, where I work. I’ve been here for. Almost six years. Uh, I help guide and kind of lead the focus small business team that we have here and also in that price level team, both. Um, maybe one of the benefits of doing that and some of what will spur our conversation today is working closely with the reps here and then also with our clients and prospects that are out there.

[00:01:25] I have the benefit of speaking with businesses firsthand and hearing from them. Both how they are or what they’re struggling with to try to drive revenue every day and kind of stay ahead of it. It’s you. We joke and say after you’ve been here a couple of three years, you have an ad hoc MBA cause you’re talking to CEOs and presidents everywhere, all have the same problem, and then that’s how to put dollars on the bottom line and keep that funnel going.

[00:01:48] Trey: [00:01:48] Absolutely. You know, data’s one of those things that. Uh, all good marketing professional sales professionals say everything starts with your list. The list is the most important. That’s the top of the funnel. Who are you marketing to? Who you’re selling to, but a lot of people don’t really think about the data, especially in field sales, cause I’m just going, I’m knocking on businesses, I’m knocking on a consumer’s doors and I don’t really think much about it.

[00:02:12] So, you know, let’s talk a little bit about accurate data. What does that look like? And from your point of view, you know, how important is it.

[00:02:21] Tim: [00:02:21] Um, let’s, uh, to us it’s very important. Um, and we, we are maybe to give just a little bit of background on, on why I can even speak to this, or you should even listen to us in the conversation, is database USA is one of three data compilers for a business database.

[00:02:38] So there’s, there’s, in fact, if anybody knows data is us, it’s dun and Bradstreet. It’s info group. When you get into consumer data, there’s the axioms out there. Also, it’s, you know, there’s providers out there, but part of what I should probably talk about is. How did that one out, whether you buy it from us or from  or from anybody else, how do you know the person that you’re getting your data from is a valid data source?

[00:03:00] And when you get into big data, there’s a projection article that one of our cofounders, Monica Messer wrote. Um, and I can provide you a link to that too later, but she gets into the six B’s of big data. Um, and I told you earlier that I wrote these down, cause I notably always forget one, but, uh, it’s just a volume, variety, velocity, veracity, value.

[00:03:22] And then the last one, which is arguably the most important one, is validate. Um, you, you get into these six things. You’re going to want to ask your provider about them. Um, so like how much of your data comes from a single source? Um, if they say it’s a single source, that’s not a good answer. Just, just be aware.

[00:03:40] It’s records that only come from a single source means they can’t be verified by any other means. Um. And that is what adds to your veracity. Veracity, basically. It’s a fancy way of saying accuracy.

[00:03:53] Trey: [00:03:53] I haven’t heard that word that might’ve been on the SATs, which I didn’t do. Great. What does that even mean?

[00:04:00] Tim: [00:04:00] I’m channeling my father who was an English teacher for 28 years. He’d be happy that I used that word. And then the variety also variety, uh, a variety of sources for let’s say your clients or even for yourself is not only good cause then, then you don’t know what’s your source of truth. Variety for us or if you’re betting out providers is good because the more variety of sources that they have, uh, then you’re going to get into the more value, the more validated it is.

[00:04:29] Because to make this very simple, you have to start to take this variety of sources and layer them on top of each other. And if. A data element, let’s say, address or employee size or an income shows up seven, eight, nine times the same, and all the sources, that’s validation. You know, you’re right. If it only shows one time out of 12 sources, you’ve either got an anomaly, you found that unicorn of data that nobody else has, or it’s just wrong.

[00:04:54] So also. Do you verify and enhance? So, um, the record needs to be not just brought in from a source, but a telephone verified with verified. Um, the benefit of getting that as you’ll, you’ll get it from various sources and some sources are very good at one thing or very good at another thing. Um, as, as we, or as your provider will call them and wet verify them, you can actually find, uh.

[00:05:21] Additional points of information. For instance, if, if I called Spotto and you’re having to be the only guy in the headquarters today because of the Corona virus. And I say straight, so the president CEO, this is actually, yeah. Yes. And we’ve just gained that nugget of knowledge because we call it, as opposed to just scraping your information off at LinkedIn or, or wherever we found, um, software processes.

[00:05:42] Um, there’s a, there’s companies out there that will, this will appeal to your data geeks. Um, but something that you want to talk about is, do they. I have software processes that’ll check for duplicates out of business. As that person moved, uh, has the name changed? This is kind of sounds more, but that, have they died for your door?

[00:06:00] You know, sales reps that are doing consumer stuff. Um, they should be checking for that, cause I don’t, nothing will, nothing will get somebody more, more passionate. And when you knock on the door and so-and-so is no longer around. Ask that it’s software matches matching processes, just things that’ll make sure that, uh, there’s not duplications.

[00:06:19] Um. Do you perform data updates on a regular basis? Um, this will be important to anybody getting data right? One time was easy. Um, uh, it goes two ways. You may have somebody say, Hey, try to found this inaccurate record in your database. You know, thank you. Tell me. We’ll fix that. But that’s the, that’s the rub.

[00:06:38] As they say. Does your company fix that? Do they update it? Um, any database that you got, whether it’s for people or for businesses, um, you get it right. That’s great. If you stopped right there in six months, it’s terrible. Um, businesses will go out of business, especially think restaurant chains, especially right now.

[00:06:56] I mean, three months from now, it’s going to be a game of kind of who’s left standing. Um, people will be moving. Like I already said, people will be passing away. People will begin getting married. Things will be changing. Um, you’re gonna want to keep that update process, uh, on a pretty cyclical, cyclical or regular basis.

[00:07:13] Arguably, monthly. Oh wow.

[00:07:16] Trey: [00:07:16] That was going to be my next question is like how often should, should things be updated in an ideal

[00:07:20] Tim: [00:07:20] world. Yeah. I anything longer than six months, I would say you’re doing yourself. It would be a rare business model that could take a one time snapshot annually. Most of our clients get monthly updates such as yourself, get real time.

[00:07:37] Um, when we get new stuff, you get the new stuff. Um, others think more like economic modeling companies are, when they’re looking at almost like a, a labor market quarterly spine. Because at that point, you know, a monthly change could be able to live in a map at quarterly. It’s just fine there. Um, something that as people look into data, they get into like, Oh, are you to get the cash, the scraping the web?

[00:07:59] Um, I’m, the answer should be yes. All companies do that. The answer should not be yes. That’s all we do. There’s a lot of inaccuracies on that. Also, everybody can have a webpage. I mean, it’s, it’s easy to do so on top of the web scraping. You’re going to want to combine it with either original source compilation, whether that’s telephone companies, sec filings, utility hookups, um, MLS data for the people doing real estate out there.

[00:08:25] Um, but that will, doing all of that is how you kind of gain that volume. Another one of the bees. Um, I’m having a lot of data is good. Um, but having a lot of wrong data is terrible. So you want to, you don’t kind of want to stack those up. Um, and maybe the last thing I would say so that I don’t run on too long with this.

[00:08:43] And we can get back to the bees if you have any questions, but does your data provider or will your data provider provide you with samples? Um, especially if you’re a large company. I mean, when spotty yo came to us and said, Hey, we want to check this out. Ask for an entire zip code or an entire city, you know, preferably your own, so you can go walk it, check it out, see how accurate it is.

[00:09:03] Um, are there, are the number of employees correct? Are these names correct? I mean, no. No database is ever going to be perfect. Um. Find one, let me know we’re interested, but should be able to get 90% or better, and then your provider should be open to feedback because inaccuracy is not necessarily bad. You know, if you’re lagging 30 days behind them, somebody, especially the boots on the ground, door to door guys are kind of find out an accurate and just have them come to us or to you or to your provider and they should welcome that feedback because that’s how keeping organic, ever-growing, ever-changing database.

[00:09:38] Trey: [00:09:38] Yeah. So for all those watching or listening along a database, USAA is our data provider for our lead machine feature. And when I set out to look for potential partners for this I, the sample data was my neighborhood. I said, okay, well I know everybody on the neighborhood. Let’s, let’s sample that out. And I got, I think it was something around 16 different, you know, different providers to send me this street.

[00:10:00] And y’all were the most accurate, you know, and everything was correct. I’m like, Oh, okay. That was my, pretty much my, uh, the, the accuracy was there, so I was like, okay, good. So how do y’all, what are, I know people, we could ask this all the time on the datas. How do you verify that? What are some of the ways that as a provider, you can go in and, and verify this data to ensure the.

[00:10:22] What’s the V for act? I call it accuracy, but what do you, what do you call it? A

[00:10:27] Tim: [00:10:27] veracity. Veracity.

[00:10:30] Trey: [00:10:30] Veracity. Yeah.

[00:10:31] Tim: [00:10:31] Well. And then also you can turn the validate in there too. Um, because the, the, the validate often leads to the veracity. You got to validate everything that you’re getting. But, um, and I know you, you have a couple of different sets of clients on go in a door to door B to C and some do the B2B.

[00:10:45] So I’ll, I’ll try to speak to both. Um, the B to C, a lot of our R D two D guys know about that. Um, sometimes some of that is. I almost want to say simple. I can’t give out the prietary stuff, but, um, the postal service is somebody that we work with and benefit from, but they, that’s your largest door to door operation.

[00:11:03] Never known, uh, is the postal service. They’re going door to door, but what they do is they go to these doors and deliver mail, and if you ended up getting mail for the wrong person, a lot of times maybe they’ll write on that letter, say, Hey, no longer here, but these are people that are getting that, those updates.

[00:11:17] Daily, and then they have something called an NCLA. It’s called the national change of address. When you move, you need your mail forwarded. Um, also though, there’s something called cast certification. These are things that they provide. Um, we leverage those just on, on a base level of accuracy alone to see who has moved, where they have moved, to make sure everything is standardized.

[00:11:38] Uh, the standardization is important because if somebody’s going to take your data and put it into a CRM. That standardization will matter a lot. Um, and, uh, I’ll get into this again, it’s almost laughable, but it’s, it’s, it’s called the death master file or the master death file. They scrubbed it against anybody that may have passed away.

[00:11:55] Trey: [00:11:55] There’s a thing out there called the master death file.

[00:11:58] Tim: [00:11:58] It is the death master file. When I got into this business almost six years ago, um, I was unaware. I didn’t know how it happened, and then they said that, and I thought it was just some kind of like an industry vernacular, like, Oh, that’s what, that’s literally what it’s called.

[00:12:12] I thought that was pretty awesome.

[00:12:16] Sounds like a, sounds like an action figure. Um, and then for the business stuff, it’s, uh, you know, you, you have churn, right? You have new businesses that are coming in. You have all businesses that are getting phased out, and it’s just, uh, the new businesses will be sec filings, government and corporations, utility hookups, um, and every business that goes into business shoots off fireworks and, and say, Hey, we’re in business.

[00:12:37] Come buy from us. Then after that is the validation, checking multiple sources to make sure we know how many employees they have, revenue, et cetera. On the other side, when businesses go out of business, they don’t tell anyone. Um, one, they don’t have the money to do it. Two, it’s nobody really wants to say, I failed.

[00:12:52] Um, but we’ll do things as simple as they, uh, disconnect on dialing. You know, when you go out of business, oftentimes you put that phone down. I’m always true because you know, he moved from Texas to Atlanta. Maybe you got a new phone now. And so if that phone goes disconnect, that’s when you go into your other sources of validation.

[00:13:08] The web verification. You know, calling them, are you actually out of business or did you just move? Um, and so that’s how we start to retire. Those files, I guess at a macro level are kept, you know, fresh both organically and, you know, daily, monthly, yearly

[00:13:25] Trey: [00:13:25] is data. I think the right word is a pinned or enrich or where, let’s say a company that’s been doing door knocking for instance, and they have a list of customers.

[00:13:35] But they have name and address or something, you know, something very basic name, phone number, address. And they want to get more information about them. Like enrich it. Cause I know y’all have like a couple hundred different data selects. Can they like kind of merge those together and and learn more about their, their existing customer base.

[00:13:54] Is that an option?

[00:13:56] Tim: [00:13:56] Uh, yes, actually that’s a very good question. Especially in times like this. Um, two weeks ago, three weeks ago, nobody knew this was happening. Business was good. Everybody’s like, find me a new lease. Give me those new leads, that’s fine. Uh, it’s a little difficult to go door to door these days.

[00:14:12] Um, so what you can do and what a lot of companies aren’t doing here or with other providers, if they want to know more about their current clientele, either to pay more attention to them currently because three ways to grow businesses to find, you know, get somebody to buy in or buy more often, or to get them to just buy more.

[00:14:29] And so. That’s called  selling into your current clients. And if you know more about them, you can do that. Um, additionally, if you have a CRM full of whether it’s 200 or 200,000 people and no one has paid attention to it for seven years, we’ve already talked about how terrible that probably is. And as. I’m sure a lot of your viewers and listeners are salespeople, I think drives you more crazy than when you have to make a bunch of dials or knock on a bunch of doors and come to find out they’re dead.

[00:14:52] They’ve moved. It’s wrong. So getting that Cesar M fresh UpToDate and accurate, it’ll, it’ll save the sanity of your sales people, but it will also save your organization revenue because it’s wasted time. So it’s wasted revenue. Um, but imagine a pen does a couple of things. One, if you pass us, let’s say those 200,000 records, we can scrub it against our database, but it’s updated monthly.

[00:15:13] And pass you back. Say, Hey, out of these 200,000 180,000 are good, it means you’ve got 20,000 that are not just, you can dump them, you can move them to whatever their past customers. But additionally, if what they had was maybe name, address, phone number, and they said, Hey, I need an email. Emails are very important during this time.

[00:15:30] We can append emails that we have. We can start to get them things like, um. How old are these people? How much money did it make on the business? It would be how many employees do they have or what’s their annual revenue? Um, maybe somebody sells to businesses right now and they don’t know who their best customer is.

[00:15:45] We can apply what’s called SICO, um, meaning, you know, is your best customer a lawyer or is it a grocery store? You know, what do they do? Because if it says, you know, train and incorporated, I don’t know if that’s plumbers or if that’s lawyers, but if we scrub it against the database, now we’ll come back and we’ll know a little bit more.

[00:16:03] A really good question in, in times like this, um, when it’s difficult to get the new sales or the new business, I shouldn’t say difficult, more difficult. It is of utmost importance to make sure that you’re paying attention to your current people and maybe even learning more about them. Yeah. I’m

[00:16:18] Trey: [00:16:18] thinking like if I was, if I was a, uh, you know, company right now, what would I do is, is, um, learn more about what I call ICP or my ideal.

[00:16:29] Customer profiles, I would go and give someone like you all the data by a half a million records. Let’s, let’s, uh, enrich it. I’d pull it down and do an Excel or something and start doing some pivot tables to find out what industry are they in? What age are they, how many employees do they have? Depending if it’s B to C or B to B, and then I’d come up with, okay, I know that my best customer is a 45 to 60 year old that makes 75,000 plus a year, lives in a 3000 square foot house.

[00:16:56] And then I’d say, okay, where can I go get more of those? Cause that’s, that’s my list. That’s now where I want to focus and I’d go back to y’all or you can do it inside spotty Spotio and I’d get more. Same thing on the B to B side, because again, I don’t want to be calling a million people are emailing or texting, whatever I’m doing, I need to get a good list, accurate list of the people that have the highest chance to buy from me, from my Proctor service.

[00:17:20] That’s where I’m going to be focusing right now. And it sounds

[00:17:22] Tim: [00:17:22] like you know what, the

[00:17:23] Trey: [00:17:23] append or enrich that. Okay, good. I like that. That’s good stuff. Um, so a couple of quick fire questions. I want to jump in right now and get your opinion on, um, mindset. You know, what is your mindset going through these times?

[00:17:40] Or what would you tell the other, the field sales teams out there that. Um, they can no longer do their job as, as they’ve used to. What should their mindset be going through this?

[00:17:51] Tim: [00:17:51] That’s a, and when you brought this up, we talked about this earlier, there’s been, there’s no way this conversation isn’t being had elsewhere.

[00:17:57] Um, and everybody is talking about what do we do now? Um, just, I mean, I’m, I’m, I’m not super old at 40 years old, but I’ve been around a while. I’ve been in business about 20 years. Um, there’s always been, um. Times of hardship or bad markets throughout the years. I mean, if you have, you read about it and you read about the companies that end up pivoting during times like that.

[00:18:19] I mean, there’s always people or companies that end up finding solutions or opportunities or even just who present Breyer and doer be those people. Um, be the people that either find a way to pivot, for instance, can’t go door to door right now. All right, get me some phones. Give me some emails. What can we do?

[00:18:39] Um, I mean, now back in the day, there was no internet. There was no social media. You’re not going to be hot hosting online conferences. You’re now still could be, you know, can you go door to door on zoom? I don’t know. And you get them on the, can you get them on the email? Let’s set up a zoom conference. Uh, you can get that winning personality or that good smile on a computer screen, just as good.

[00:18:57] It’ll be those people that can think like that, that at the end of this, and then I think if there is an end, I mean if you talk to your grandparents world war one, world war II, I don’t know when that’s going to end. That would be scared. This is, we’ve all had the flu and this is a, not the flu, but it’s similar.

[00:19:12] There is an end. Is it two months or is it six? I’m not sure. But at the end, those that pivoted and doers. Those people will, will, will come out of the other side. Just throughout it, and this sounds corny, but try to deploy positivity and empathy throughout this. Be that guy, um, people, clients, prospects gravitate towards folks that, those types of people, um, you’ll find that they run from negativity.

[00:19:37] And especially from desperation. I mean, if you’ve ever had somebody desperate try to sell you something, it’s just, it’s awkward for you. I just don’t want to be here right now. This is awkward for both of us. So. And then just, just be careful. I mean, it’s important to listen to the news and know who, what’s going on.

[00:19:53] Uh, the nice, maybe the nice thing about not being in the office, like if you’ve ever been in the office and there’s those three or four people that are always complaining, they’re just negative. Nancy says, we don’t commiserate. That’s what that’s called is don’t, don’t, don’t, don’t whine with others. The people that you find that are going to dwell on all the bad and speak only about that, those are the people that are going to fester and they’re going to fail.

[00:20:12] You will not see them at the end of this. They will have. They will have weeded themselves out.

[00:20:17] Trey: [00:20:17] Absolutely. No, I completely agree. So what, what do you do? Anything in particular? Any routines, any methods you have to keep a good mindset, uh, whether it’s during this time or just in general. Um, any secrets you can share.

[00:20:31] Tim: [00:20:31] Um, this is a question you gave me that was actually harder to answer than I thought. And I think, uh, if you look at some of the successful people, you know, and probably even yourself, like some of those people, it’s just how they are. Um, they take life as it is, you know, Oh, it’s raining. Okay. Oh, I lost my horse.

[00:20:48] All right. What next? I mean, you trust me. There will be days where you’re gonna, you’re gonna dwell on it. You’re gonna have some dark days. You’re gonna be in a dark room writing on dark paper with dark words, and you’ll get past that next couple of days. It’s all right. But I guess I’ve always kinda been the guy that was like, all right, what next?

[00:21:06] If you could get me, don’t get me wrong. It’ll be bad. You get to the other side of it. So. But things that I think I hadn’t think of. What do I always do after I hit a reset button? You know, after I’ve lost a job, lost a girlfriend, you know, injury, whatever it looks like, get a schedule. And most of us two weeks ago had a schedule.

[00:21:25] You don’t have to came to the office or you started your day. If you’re working from home, you had a schedule. I believe there is value to keeping that schedule as best as possible. Um, I mean, that starts at like a bedtime, a wake up time. How lunch, uh, workout daily habits. I mean, a lot of us are in sales organizations, you know, yes, we’re paid for our results, but ultimately what we measure our behaviors.

[00:21:48] Measure your own behavior. Set that schedule, you know, from nine to 11, I’m going to make those cold calls that nobody wants. Nobody wants to make cold calls. It doesn’t matter. Do it because those that do it, it’ll, it’ll, it’ll matter. So set your scope, self a schedule, um, and stick to it. Uh, the other thing, and I actually work collared shirt today.

[00:22:06] Um, you were, you’re going to be lucky. You’ve got a polo usually. Try to try to dress for the social life that you want, not for the one you have. Like, don’t get me wrong. The first couple of days it was kind of fun, you know, rocking some sweatpants at home for awhile. Yeah. I had a couple important meetings and what I found myself doing is when I got up that morning, I.

[00:22:26] I actually put on some dress clothes. Um, I mean, it shouldn’t matter. And you can be professional, you can be rich, you can be intelligent wearing whatever you want. But sometimes I think what you wear influences more what you think about yourself sometimes. So if you’re having an off day or you find yourself doing minimal or nothing, I don’t know, throw some nice clothes and you can suit it up if you want, but just dress for what you want to do.

[00:22:50] Um, the other thing is, is. I’m, I’m learning, speaking to our clients in New York or these places where it’s real tight and you’re talking apartment living. Get out of the house at least once a day. Like get outside somehow. And I understand we all have to respect social distancing or whatever, but just you can find yourself, cause it used to be, if you went to work, you know, you woke up, you were out of the house, he came back to the house.

[00:23:14] But if you don’t do that now, and you may find yourself from eight in the morning until. When every time you go to bed just in the house, get out, need it now. Or if you think, man, I can work 11 hours a day, trust me, you’ll, you’ll thank me later. Get out of the house. And the other thing, those of you, or maybe you know this about me, I’m kind of a workout buff.

[00:23:33] I ran a gym for about five and a half years. It’s my life. It’s what I do. But along with the schedule, like workout or move, something will get you. Uh, physically stimulated. I think you’ll find that it benefits you mentally stimulation, uh, stimulation wise, uh, later. Also getting out of the house or, you know, it may lend itself to working out, you know, can you work outside?

[00:23:56] Great. But you may be able to knock those two things out at one time. And again, not to come from some fitness guru thing, but, uh, something, as I’m sitting here thinking about your question is. Um, I eat better and more intelligently when I’m at work because I have a schedule to eat well and drink well at home.

[00:24:15] It’s super easy to choose poorly or overindulge. Um, boredom. Eating is a thing. So again, that schedule or that daily plan will help with that. You know, if it’s, if it’s only nine 30, you just had breakfast and you’re thinking, man, I’ve got nothing to do, but Ben and Jerry’s is there for me. Stick your schedule, like hang in there until noon, then have your lunch then to whatever I don’t want, I don’t want to preach that, you know, this is, this is a great time, but I didn’t do something on Facebook that says at the end of this period, if you don’t come out of this with like a new skill set or something accomplished, like a task that you haven’t gotten to.

[00:24:47] The problem wasn’t lack of time, it was lack of discipline. And so that’s usually what I challenged myself with is like it is just me. Um, are you intrinsically motivated? You’re probably going to do just fine. If you’re extrinsically motivated, you’re going to have to watch yourself. Yeah, that’s

[00:25:03] Trey: [00:25:03] good. All right.

[00:25:05] Final question I have. What do you think is going to change permanently about the business world after this is over?

[00:25:12] Tim: [00:25:12] Oh. I think for sure as our business, we’re learning very quickly, uh, who really can or cannot operate remotely, affectively. A lot of people can operate remotely. Uh, um, and I mean. And again, it gets back to that.

[00:25:36] Are you intrinsically or extrinsically motivated? Some people do like to come to the job. Um, for instance, to use that workout analogy again, I got, I’ve got a gym at my place. I’ll be honest with you, there are times I get better workouts when I go to the gym cause you crossed the threshold. You’re absent.

[00:25:50] This is where I do the work. So it is sometimes easier, but I think companies will learn, um, who really needs to be there. I think it’ll be beneficial for. It might be helpful for maternity leave. It might be helpful for part time workers, people with handicaps. I mean, we’re going to learn real quick like, do you need to be in the office?

[00:26:07] And that can be good for both people to be good for the workers. It can also be good for the company because not have to carry that kind of hardware and that kind of cubicle space where somebody can actually be a benefit for the companies themselves. Yeah, but. Uh, the other thing, and I think it’s important for the people listening, is, uh, the importance of Omni channel marketing and sales, I think is going to be amplified right now.

[00:26:30] I mean, obviously the door to door people, if that’s all he were relying on before you’re finding out. Really abruptly, that when that goes away, you’re, you’re left wanting. So finding those other avenues or venues of staying in contact, both with your clients and prospects is infinitely important now. And I think the fact that this is forcing people to explore that and learn about that should be something that they stick with and carry forward into the future.

[00:26:56] Cause it’s always a good thing, you know, is it email? Is it phones? Is it door to door? Is it social media? How much of this, where you’re not doing, and I bet a lot of them are getting, we’re going to learn real fast. You know, how to do a LinkedIn stuff. You know, how to do an Instagram story. Uh, I think a lot of them are going to learn how to do an email campaign.

[00:27:15] And I think at the end of this, I think that’s going to benefit everybody.

[00:27:18] Trey: [00:27:18] Yeah. That’s awesome. So where can people find you or find your company if they want to talk to you about getting some data.

[00:27:29] Tim: [00:27:29] Um, well, obviously database usa.com is an easy place. Um, you go to the website, you can learn a lot about us there. Um, I think unfortunately they had my picture there somewhere. You can, you can find my phone number, my email, contact me personally if you have any questions. Um, we, we have a Facebook page.

[00:27:45] You can business there. We try to put out content, kind of like what you’re doing now, which I think is great. You know, the importance of good data. Why, why do UPenn? Why do enhancements, things like that. Um, you can, you can reach us there. We’re always happy to help.

[00:27:58] Trey: [00:27:58] Well, Tim, thank you so much for your time today.

[00:28:00] Had a good, good conversation. I think it was valuable for everybody out there trying to figure this out. So, yeah, thank you so much, man. We’ll, we’ll, I’m sure we’ll be in touch. We’ll talk to you later. Oh

[00:28:09] Tim: [00:28:09] yeah. You’re, you’re very welcome. I think this is great that you’re doing this for your people.

[00:28:12] Trey: [00:28:12] Thanks Tim.

[00:28:13] Talk to you later.