Become a Creator today!Start creating today - Share your story with the world!
Start for free
00:00:00
00:00:01
Building a Revenue Engine in Logistics with Kara Smith Brown
47 Plays10 days ago
In this episode, Kara Smith Brown, Founder and CEO at LeadCoverage, joins Host Brian Glick, CEO of Chain.io, to break down how logistics companies can build go-to-market engines that are precise, scalable, and grounded in what actually moves the needle. They cover:
- How to build a revenue engine that focuses only on customers you can actually help
- The difference between having a controversial POV and having a useful one
- What intent data actually is (and why supply chain companies are finally catching up)
- Why logistics marketing has to stay grounded in the physical movement of goods
- How strong partnerships can accelerate growth without burning out
Kara Brown is the Chief Executive Officer at LeadCoverage. In 2017, after senior roles at SEKO Logistics, OHL (now Geodis), and Rubicon Global, she co-founded LeadCoverage with Will Haraway to bring modern go-to-market strategy to the logistics industry.
Read The Revenue Engine
Connect with Kara
Connect with Brian
Follow Chain.io on LinkedIn
Recommended
Transcript
Introduction to Kara Smith-Brown and Lead Coverage
00:00:01
Speaker
Welcome to Supply Chain Connections. I'm Brian Glick, founder and CEO at Chain.io. On this episode, we're talking with Kara Smith-Brown. Kara is the founder and chief revenue officer at Lead Coverage and has been a longtime personal friend.
00:00:16
Speaker
For a little bit of context, Lead Coverage is a very unique company that focuses exclusively on supply chain and go-to-market activities. That's everything from outbound lead generation to public relations and really everything around logistics and how logistics companies go and reach out to their customers and convert those customers into revenue.
00:00:41
Speaker
So wide ranging conversation coming up and hope you enjoy the episode.
Kara's Entry into Supply Chain
00:00:49
Speaker
Tara, welcome to the show. Thank you very much for having me. Why don't we just dive right in with why did you get into this industry? And more importantly, why did you stay?
00:01:01
Speaker
The why is like maybe most people in supply chain accidental. Yeah, there's only two answers, accidental or born into it. guess that's true.
00:01:13
Speaker
So it's actually a funny story. I don't tell this story very often. Usually I go right to like, did the Echo Global Logistics IPO, but I skip why did I end up there? So I loaded trucks in college.
00:01:27
Speaker
Like that was my part-time job for the Expo Home Depot delivery stores. So there used to be in the late 90s, early 2000s, there was a home delivery store that was just like monogram refrigerators.
00:01:42
Speaker
And it was Home Depot's version of just like giant electronics and appliances. And I routed trucks for the Western suburbs of Chicago, final mile home delivery of this group.
00:01:57
Speaker
And so when i was looking for a job after college, Echo found me and they were like, what do you know about trucks? And I said, actually, i loaded trucks in college. And they were like, you're hired.
Economic Importance of Supply Chain
00:02:11
Speaker
And that was it. That was I kind of ever ever since then have been in it and I've loved it. And the second part of your question is why we stayed. And I think what I've learned is number one, it's a $2 trillion dollar market.
00:02:22
Speaker
Right. And so there's, there's little pockets of the, these industries that I continue to learn about. i ended up going to the truck driver recruiter show. this year and they asked me to speak on the book. And it was so cool to meet this billion dollar industry that's like a sub industry of the industries that we already serve. And I thought that was super cool.
00:02:43
Speaker
And also, I think the fact that we are creating jobs in the industry that runs the entire economy, right? The global economies are run on supply chain.
00:02:55
Speaker
And there's something really kind of grounding in that to me. I like the idea that we are grounded in drivers and grounded in physical movement of goods. So I think that's why I've stayed.
00:03:07
Speaker
So grounded and marketing are not always words that people put together when they're doing their little mood board of what they think about from a marketing perspective, right?
Marketing Challenges in Supply Chain
00:03:20
Speaker
you know And I come from more of the tech marketing side, but even in the, let's say, less hyped up world of transportation marketing, like we're the greatest and this is the loudest and this is the brightest. You don't hear the word grounded there much. So how do you think about what you do in an industry that is very pragmatic versus if you were doing it in some sort of biotech thing where everything's new and exciting all the time.
00:03:46
Speaker
Well, think that's the difference, right? So one of my very best friends in the world, name is Katie Ivey, and she is a brilliant CRO, very specifically in the tech space. So she has probably run a company that they sell software that helps demos perform better, right? Like it's vapor on top of vapor. No offense to Katie and her team, but we in supply chain, like we physically move things, right? Like at some point something has to get moved. And so we think about what we do for a living as the physical movement of goods, the tech that moves the goods, that enables the movement of the goods, and then the money that moves the goods.
00:04:24
Speaker
And so at the core of each of those kind of pieces of supply chain is the physical movement of goods, right? And so I think even when you are marketing or building value props and messaging for companies like yours that are very specifically tech, at the end of the day, your customers are moving goods, right? and so there's but I like it, the grounding nature of that, right? We work for a lot of robot companies. And so like robots physically move the goods.
00:04:54
Speaker
Is there a multi-tenant orchestration inside of the warehouse that you're talking about the supply chain or the software layer that controls the robots? Yes, absolutely. And that's super sexy.
00:05:06
Speaker
But what I think is the grounding piece of it is that all comes back to the physical movement of goods.
Impact of COVID-19 on Marketing Perceptions
00:05:13
Speaker
I know that part of what your company does is helps companies that maybe didn't, when they meet you, forget the software companies, let's talk about the trucking companies and the freight brokers, like the people who actually do work.
00:05:26
Speaker
When they meet you, I'm assuming that many of them have never really thought about what you do as a muscle they need to get good at in their business, like that it's the first time. And maybe a little less for the truck brokers nowadays, but when we met 10, 15 years ago, this was not a thing that people thought about.
00:05:51
Speaker
How do you get people out of the starting gate with like, this matters? It's such an interesting question. If I look at the last nine years that we've been doing this, I used to have that conversation often.
00:06:08
Speaker
Like I used to have to get over the hump of why you should care about your market position and why you should try marketing. And then I think two things happened. One, COVID.
00:06:21
Speaker
And we went from marketing. doing the same thing for probably 50 years, right? Picking up the phone and browsing through the phone book and using relationships to just taking orders for two years and everyone becoming a billion dollar company, hitting a wall on the other side of COVID and the sales and marketing tactics that worked in 2019 do not in 2023.
00:06:47
Speaker
Before COVID, I had to do a lot of explaining what marketing is and what our position is on it. Post COVID, I have to do a lot less of that because people are finding there's pain, right? There's pain around sales today.
00:07:00
Speaker
That's one. And then two, I think is we wrote this book, right? We wrote this Amazon bestseller and I'm just overwhelmed with the kindness that the entire industry has been about the revenue engine.
00:07:12
Speaker
And so now what's happened is people are actually, they're reading it and then calling us. And so I'm having to do a lot less like, hey, this is why you should care.
00:07:23
Speaker
They're coming to us saying, hey, we already care. Can you show us the path forward?
Writing a Book: Challenges and Rewards
00:07:29
Speaker
I'm very curious about the book journey, right? So you are the third CEO friend of mine who wrote a book in the last 12 months.
00:07:36
Speaker
Wow. so Bob Moore over Crosby and Chris Logan over at Logist Thede. So what was the inspiration and what was it like going through that process? The actual answer is it was mostly terrible. I give book writing like zero stars.
00:07:52
Speaker
um It's a hard process. It's a second job. There was so much time and energy. I'm really glad we did it. The book has done exactly what we wanted it to do. And so I'm super proud of it. And I'm glad that we've that weve finished it. And now we just finished the workbook.
00:08:05
Speaker
So the workbook is also coming. There's an 80 page workbook that takes you through the exercises, which will be really fun. We're getting on the road to that. The reason I wrote it, so I follow a podcast called Two Bobs, which is two guys that talk about the art of selling expertise. They help consultants sell.
00:08:22
Speaker
And they said, if you put all of the content out there, you give it all away, you write the book, you share all the things. When people come in to you, when your leads are showing up at your front door, they are pre-qualified leads.
00:08:38
Speaker
I thought, let's try it. I've been posting to LinkedIn for you know forever and have this following, et cetera. And so we wrote the book. It was absolutely arduous. I'm happy to walk you through the process of just how bad it was.
00:08:51
Speaker
Really glad that we did it, right? Got ah got to the other side and it's it's happened. So we had a phone call with a prospect and he has the book on his desk and he pulls it up and he opens it to an earmarked page and he reads me a paragraph and he goes, can you do this?
00:09:07
Speaker
And I was like, yeah, I wrote the book on it. And he goes, how much does this cost? And I was like, this much money. And he was like, great, send me a contract. So I think it did what we wanted it to do. And I'm grateful for the warm welcome that the community has given me all around the book.
Motivations and Breaking Barriers
00:09:26
Speaker
You're driven person, right? So we say anyone who doesn't follow you social media, you squarely type A. I had to debate with somebody who's type A, who's not. You're definitely type A. We're just going to put that out there for the world. You're self-claim type A. Yeah, there's no doubt, right? So how do you make that work in running a business?
00:09:45
Speaker
Because not everyone is the same. That's probably a better question to ask the people that work for me. Oh, I've heard their answers. Yeah. yeahla You know, I'm a hard person to work for mostly because...
00:10:03
Speaker
as hard as I drive myself, I drive the team just as hard, right? Like I'm very fair. I would never expect anyone to work harder than I do, but it's unlikely that you're going to out work me, right? Actually this morning i had a call. I have a new finance guy and he's awesome. I like him a lot.
00:10:25
Speaker
And he said something to the effect of, Hey, if you run out of energy, And you don't want to get on the road. And then he said something else. And I was like, oh, wait, we don't know each other that well.
00:10:36
Speaker
That's not a thing. There is no end to the energy, right? Like you'll never see the end of the energy of Kara Brown. And I have pretty high expectations. Like I expect the team to meet me where I am, but I don't expect anyone to like outrun me.
00:10:51
Speaker
And so you're right. I'm super goal oriented. What really drives me is it's kind of fun as a female thing, right? Being a female business leader is something I'm not sure that I would recommend that either, but but less than 2%, actually 1.7% of female founders will break $1 million dollars in revenue.
00:11:10
Speaker
And the number of women that break $10 million dollars top line alone, right? Without VC capital is statistically irrelevant. It's so small that they can't track it.
00:11:22
Speaker
So that's always been the goal to like break through these glass ceilings and we're doing it, which is super fun. So you are in a business where you have a partner who has a different personality type thing, yeah right? And yeah is a little more chill, let's call it um it. Tell everyone the history of that relationship and how you guys make that relationship work.
Partnership with Will Haraway
00:11:46
Speaker
I'm very curious. Yeah, I wish Will were here with us. He could probably give you... He'd he'd be chuckling in the background and letting you talk. they talk about
00:11:53
Speaker
So my business partner is Will Haraway, who is the yin to my yang. We met actually on a client. We had the same client and got off a call. I called him and I said, hey, I don't want to do what you do and you don't do what I do.
00:12:09
Speaker
So can we just agree to like... work concentrically. This was the first time he and I met. And he would tell you this story. If you were here, he said, holy cow, this woman is insane. She's so aggressive, but I really appreciate her push. Right.
00:12:24
Speaker
And he calms me down. We actually call him the calming goat sometimes. So I run really hot. I run really fast. And Will is oftentimes the peacemaker behind the scenes, the person that can kind of calm me down and I think he would tell you that I also have probably pushed him, right? That I push, he pulls, the company moves forward. I push more, he pulls back, the company moves forward.
00:12:51
Speaker
It's been a wonderful partnership. He's an absolutely terrific human being. And think more importantly, maybe it's not more important than being a terrific human, but he is best at supply chain PR and analyst relations.
00:13:06
Speaker
He is absolutely the best of the job. And I'm so grateful to have found him when I found him and to partner with him. And he's also someone that i trust implicitly.
00:13:18
Speaker
We always have the best interests of the company, the whole company between the two of us. It's really special. Most business partnerships fail, right? And so for us to be together for almost 10 years and continue to grow, and the business has been growing 40% year over year.
00:13:34
Speaker
And so to have that kind of partnership, I'm just super, super fortunate. He's great. Yeah. And it it brings up an interesting point that I think some people might miss, which i just want to put a finer point on, which is don't have to have a co-founder on the first day, right?
00:13:53
Speaker
That you guys built businesses and then brought them together. Yeah, thank you for mentioning that. yes So Will had Backbeat Marketing and I had Smith Brown Marketing and we did a bunch of stuff together.
00:14:05
Speaker
And so he was doing PR for my clients. I was doing Demand Gen for his clients. We were cutting each other checks for... probably four years until we were like, this is administratively nightmare, right? Like we should stop cutting each other checks and we should just do this together because we are more powerful together than we are, you know, alone.
00:14:27
Speaker
And also I think, you know, there's a lot of trust built in those years, a ton of trust, a lot of hard conversations, challenges we had to overcome together finding each other's strengths and weaknesses and learning each other so that now in 2025, the team can run because he and I are kind of the glue at the top.
00:14:48
Speaker
It's sort of an analogous situation in our business. And it happened yesterday where we have a lot of software companies that approach us and they want to do very complicated partnerships. They want to have their software in their network. They want to do co-marketing. They want to do this, that, and the other.
00:15:03
Speaker
And when we have those conversations in a theory, they're very complicated and they take a lot of time. And I met one yesterday who had that, oh, we could do this and that and this and that and the other thing.
00:15:17
Speaker
And it's very hard. When we get a common customer and then a second customer, and then we say, okay, now let's apply those patterns that we've already established to the third and the fourth and the fifth one. It's very easy and it's natural.
00:15:36
Speaker
And I think that's interesting
Organic Partnerships in Business
00:15:37
Speaker
in what you guys did. It's that same kind of thing that if you do things with people and you don't get in your own way with all this, like let's get the lawyers in the middle and let's make a whole business plan. Let's just go do one.
00:15:49
Speaker
The net inefficiency of the first one being inefficient is so much less than the inefficiency of trying to start in front of a blank whiteboard and figure out out how the hell this is all going to work. And you're going to be wrong anyway.
00:16:02
Speaker
always so yeah And I think you and I are a really good example of that. right You and I have tried to partner. We're a HubSpot implementer. right so we have tried a couple of times to find a customer to work on together.
00:16:16
Speaker
i think we may have one pretty soon. your like is We have tried a couple times and it hasn't happened yet. And so we don't have paper that manages the partnership because it hasn't happened yet.
00:16:27
Speaker
And so I feel really good about when it happens, you and I will partner, figure out the paper and it'll be great. So I think, yes, partnerships also, think when they're like forced, when it's, hey, this makes sense on paper, but may not make sense in person. It's almost like getting married.
00:16:45
Speaker
You don't meet someone at a bar and then like decide to get married. You have to- You definitely don't write the prenup at the bar. Exactly. Right. You need to spend time together and meet the family and decide if you like the way they brush their teeth. Right. Like there's there's pieces of partnership, I think, that are really personality driven, too. And frankly, Will Haraway had to decide if he wanted to deal with this every day all day. There's a lot coming at you. Right. So I'm blessed that he did, that he decided yes.
00:17:14
Speaker
So I think it's been a phenomenal partnership for us. it's And I think more importantly, actually, more than anything else, is it's been so good for our clients. Like the combination of Will's absolute mastery of PR and AR,
00:17:29
Speaker
my ability to kind of pull the business together. I'm really moved into kind of like the business role. And then we hired Crawford McCarty, who is an absolute dynamo at getting the demand gen work done. And Courtney Hurta came in to run paid. And so just built this great team.
00:17:45
Speaker
And that in serving our customers and driving hundreds of millions of dollars in leads for them is only because, you know, Will and work together so well.
00:17:56
Speaker
So I'm gonna shift topics for a second. 2016, the notable thing that happened is the Cubs won the World Series. And after the Cubs won the World Series, hell froze over.
00:18:08
Speaker
And since that time, it's been an interesting time to be doing content in supply chain marketing.
Logistics Companies' Advisory Role
00:18:14
Speaker
This the only thing I can think of that connects those things together. Since the Cubs won the World Series, which is right around when you were getting going with all of this, and right around when I was getting going with Chain,
00:18:25
Speaker
It's been an interesting time and you've had to guide your customers through
00:18:33
Speaker
things, and maybe this is more of a will conversation, but still, when you think about how to get your customers talking about what's going on in the world, regardless of what particular crisis or issue, how do you think about logistics companies' role in advisory, in content marketing, and how do you think about messaging for companies that move things for a living?
00:18:57
Speaker
So I think about advising your shipper customers. So we are in 2025, we have three and a half years of, I'll be apolitical and say, things are going to change coming out of Washington, right? Like we are going have three and a half years of changes. There's three and a half years of news coming out of Washington.
00:19:20
Speaker
Your shipper customers or your broker customers, whoever it is, are going to need to react to what's happening out Washington, whether it's to their customers, to the end consumer, reshuffling supply chains, thinking about you know inventory control, et cetera.
00:19:40
Speaker
As a vendor in this space, as an expert at the thing that we do, moving goods, you have to have a position. And the position doesn't have to be political. It's just your expert view on the marketplace because your customers really do want it.
00:20:01
Speaker
I'll give you examples of clients are doing it really well. And then I will not mention clients aren't doing it well, but we do have some that have extra challenges. And what I see is kind of the difference between the two. So we'll use Redwood as an example of...
00:20:14
Speaker
a broker slash 3PL, 4PL, who's doing a really, really good job. They were early to the conversation about cross-border. They have been in the news for a really long time because they were never shy about sharing their point of view with the press.
00:20:28
Speaker
And they kind of punched above their weight, if you will, when it came to PR because they were willing to have a point of view, right? So early, we're talking 2020, 2021, they started sharing a cross-border index,
00:20:42
Speaker
like just sharing it, publishing it, which allowed them to be really on the front edge of what was happening in the news on cross-border, which turned into a CNBC mini documentary on cross-border freight, which does exist, which happened at the Redwood location, right, in Mexico.
00:21:02
Speaker
contrast with another client we have that will remain nameless, that has a very specific um set of clients in let's just say, ah let's say forestry, because I don't want to make anybody feel uncomfortable.
00:21:17
Speaker
So let's just say forestry. And this particular client with a real deep understanding of this marketplace has been hesitant to share that point of view with the marketplace.
00:21:31
Speaker
So, it's not working for them, right? Like they are not seeing the sort of growth and pickup that we would hope for them because they are not willing to plant the flag and say, we are the best at this.
00:21:45
Speaker
We have math on this. We have data on this. And it doesn't really, what what we tell clients is it is it doesn't really matter if you're right or wrong, but if you have a position, when something comes out of you can impact you can impact the narrative in the larger economy, right?
00:22:06
Speaker
and if But if you're not if you don't have a point of view, then you are left out of the conversation. And so we guide clients a lot towards have a point of view. And it may not be like the thing that you're known for. Redwood doesn't only do cross-border freight. They do everything. there're They are the definition of the moderate 4PL. They have an incredible technology, like they've all kinds of things.
00:22:27
Speaker
But this is a thing that they went out first and they won. So plant the flag, choose the thing, and get out there and own it. Because when the press does come knocking, you have to have a point of view.
00:22:39
Speaker
So I want to double click on point of view there, because I think what you're talking about and what I'm thinking about are actually different things.
Guiding Future Changes with Clear Viewpoints
00:22:47
Speaker
well um You're what I think when most people say you have a point of view, it's an opinion that may be charged. Right. and And I think what you were. but But I think what I'm hearing from you is a point of view may just be a way of looking at the facts that leads to a conclusion, right? Like this will happen, right? As opposed to this is right or wrong, which is a little bit more charged.
00:23:21
Speaker
I really appreciate this. And I'm probably going to turn this into a LinkedIn post. So you. All right, fun. These are the reflections that have on LinkedIn. The difference between a charged point of view, which is like combative and like maybe like, you know, you want to create a controversy and your point of view on what this means for the future.
00:23:45
Speaker
Right? Like, yes, what I am saying, you're hearing me correctly. What I'm saying is your customers want you to tell them what this means in three, six, nine, 12 months.
00:23:57
Speaker
I'll give you my kind of way that we do this. So we build HubSpots. We build HubSpots every day, all day. It's about 15% of our broker business. We do a lot of broker HubSpots, right? Here's a very specific example of how this works.
00:24:08
Speaker
When you hire me to build your broker HubSpot or fix your broker HubSpot, I will ask you one question that no other HubSpot shop will ask you, right? This is broke this is brokers or forwarders, right? Here's the question we ask.
00:24:21
Speaker
What are you going to do with your carriers? Okay. in the HubSpot. And inevitably i get blank stares and I'm like, okay, well, if you're humans, if the people that work for you are tracking every single email, inevitably you will end up with carriers inside of your database where you really just want shippers.
00:24:37
Speaker
What are you gonna do with all those records? And they look at me like, I don't know. And so I tell them, this is my point of view. Here are three solutions for this. But in three, six, nine months, if you don't think about this problem, here are the problems that are going to come from that. bright Too many records in your CRM, big messy database, etc.
00:24:56
Speaker
So this is a very granular example of what your shipper customers, what... what your customer shipper customers are asking. They're saying, okay, if this is happening and in the marketplace today, it's tariffs.
00:25:07
Speaker
If there's ah another IWLA strike, if there's another key bridge collapse, tell me what this does to my supply chain in three, six, nine months. And what's your point of view on how to circumvent those issues that you see in front of me? And that's your point of view. It doesn't have to be. Yeah.
00:25:25
Speaker
contentious. and i And I can share, and i don't know we're just workshopping at this point, but I can share one that i that we're working on that we're working on in our business, right? So the look, there's a lot going on in tech around AI.
00:25:38
Speaker
ah I don't think Chain.io has a particular point of view that's interesting or valid about which large language model is better than the other one or, you know, we don't have a lot of data scientists, but what we do know is data, how data moves around organizations.
00:25:56
Speaker
And so the very strong point of view that we are Figuring out how to express to the marketplace is if you don't figure out how you're going to govern all these bots you're building in three years, you're going to have 14,000 things with unsecured access to your TMS.
00:26:11
Speaker
And so you need to put governance on your roadmap this year. Yes. Right. Like that's a point of view. And it's not contentious. Like no one is going to say, oh Brian, you're so dumb. and We should not have governance over these AI bots. It's not a contentious point. Like, yes, we probably should be.
00:26:27
Speaker
You're really saying to people, hey, the downstream effects could be that you have bots doing weird things inside your system that you don't know about. And this is a piece of the puzzle that you want people to think about.
00:26:41
Speaker
Cool. All right. Well, I guess we saw that then. so Everyone can send your checks to Kara and there's your free consulting for the year. love it. So let let's wrap up um something something optimistic. what What are you excited about?
00:26:56
Speaker
what's ah What's got you excited for the future?
Workshops on Intent Data
00:27:00
Speaker
I am really excited about the book tour we're doing. is ah We're not calling it a book tour. A book tour feels like all about me, and it's not. It's about prospects, and it's about just of intent data in front of as many humans as I can.
00:27:12
Speaker
So I'm really excited about doing these workshops. So we're doing two-hour workshops all over the country um ah through the end of 2025.
00:27:21
Speaker
I am bringing the intent data message to as many humans in supply chain as I can, because I believe that what is happening in the SaaS space, and this is EdTech, FinTech, Martech that are way ahead of us in full transparency. Like we all kind of know that supply chain are a little laggard when it comes to marketing technology.
00:27:42
Speaker
I am trying to bring it to supply chain as much as I can. And I'm a little bummed because intent data, AI, and agentic AI, like clay, are all kind of showing up at the same time.
00:27:59
Speaker
And I'm seeing some confusion in the marketplace about what these things are. And I think people are kind of lumping them together. And so i'm I'm really excited about carving out this intent data opportunity that all of our prospects, all of our clients have, or all of our all of the anyone in our supply chain kind of ecosystem has to use intent data opportunities.
00:28:21
Speaker
to get in front of a very specific ideal customer profile that's perfect for them. And most importantly, to cut down on the opportunity cost in every single funnel.
00:28:33
Speaker
Like that is the real goal for me is for everyone who listens to your podcast, everyone at supply chain to stop trying to sell to people who can't buy from you or don't want to buy from you and just get in front of the people that you can help.
00:28:46
Speaker
You are such a nerd. Some people are excited for football season. I appreciate how much of a nerd you are. That's actually another reason why i love Will Haraway so much is he is my sports guy. So we get on calls and he talks about sports and then i just get there. And then eventually on leadership calls, I'll go,
00:29:10
Speaker
Sports, which is everyone's cue to stop talking about sports. i I do literally happened yesterday on an internal chain call. People are getting and they're talking about pets or something. I will sit there politely and sometimes I can make it about 40, 45 seconds. I'd be like, okay, so we're going to do the meeting now, right? Exactly. So yes, but it is very important to have people in your business who don't do that. Otherwise, all of your employees will
Dynamic with Will Haraway
00:29:34
Speaker
quit. Yes. So yeah s Will Harrow softens the blow and he comes out of these, you know, talking about sports and the final four and sweet 16. And I have no idea what's going on. And then I go sports and that is the cue to turn it off.
00:29:47
Speaker
Well, we're going to do the thing that since neither of us knows how to do a social interaction that isn't talking about work, and we've established that we're going to do the Craig Ferguson closing thing that he used to do, where we're just going to make a very awkward, very formal closing here.
00:30:02
Speaker
And then we'll know that we're done talking. So we're going to do a moment of awkward silence, and then we'll cut to the outro. So we're ready to do an awkward silence. I'm ready. And it's even better when there's no video because everyone can just listen to that air.
00:30:15
Speaker
so three, two, one. to one
00:30:34
Speaker
Huge thanks to Kara for just spending the time. So much fun to chat with someone else who's as passionate about their business as I am about mine. We'll have links in the show notes to Kara's book, as well as to lead coverage and all the other things we talked about.
00:30:52
Speaker
And make sure we'll also get a link in there to the Revenue Engine Workshop, which is the series of onsite events that Kara mentioned. Hope you enjoyed the episode and we will look forward to talking to you soon.
00:31:04
Speaker
you