Gross sales Pipeline Radio, Episode 348: Q & A with Phil Bokan | Heinz Advertising and marketing Get hold of US

By Matt Heinz, President of Heinz Advertising and marketing

In the event you’re not already subscribed to Sales Pipeline Radio or listening reside Thursdays at 11:30 am PT on LinkedIn (additionally on demand) yow will discover the transcription and recording right here on the weblog each Monday morning.  The present is lower than half-hour, fast-paced and stuffed with actionable recommendation, finest practices and extra for B2B gross sales and advertising and marketing professionals.

We cowl a variety of subjects, with a give attention to gross sales improvement and inside gross sales priorities. You may subscribe proper at Sales Pipeline Radio and/or take heed to full recordings of previous reveals all over the place you take heed to podcasts! Spotify,  iTunes, Blubrry, Google Play, iHeartRADIO, Stitcher and now on Amazon music.  You may even ask Siri, Alexa and Google or search on Audible!

This week’s present is entitled, “Lessons from the SaaS Sales Trenches“ and my visitor is Phil Bokan, Area Gross sales Government at Aviso AI. 

Tune in to be taught:

• The significance of customized communication and the position of AI in gross sales.
• Methods for standing out and constructing relationships in a enterprise panorama more and more saturated by AI-generated messaging.
• The significance of the enduring worth of human to human gross sales interactions, significantly for complicated purchases.
• Matt & Phil’s predictions on baseball and the world collection

Watch the video, pay attention in under and/or learn the transcript under.

Matt: All proper. Welcome all people to a different episode of Gross sales Pipeline Radio. I’m your host, Matt Heinz. Very excited to have you ever all right here for one more episode. It’s per week earlier than Thanksgiving as we document this right this moment, should you have been watching and listening to us reside, two issues, one, I hope you may have reserved your Turkey.

In the event you haven’t like there’s loads on the market. However should you have been attempting to order a farm raised, pasture raised Turkey, they’re in all probability all gone. You bought per week, so get on the market and deal with enterprise. Additionally, should you’re watching reside, on YouTube or LinkedIn, we’d like to make you a part of the present.

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I’m actually excited for this episode right this moment. This is perhaps one of many extra unpredictable episodes. Phil Bokan, who I’ve identified for a very long time. In the event you’re in SaaS, you in all probability have purchased one thing from Phil previously, has bought for lots of the extra model names in B2B SaaS and, excited to have him right here with us.

We’re going to speak a bit of about recommendation from a sage, a profitable, vendor. I’m glad you bought the beard. You bought a bit of grey in it. You kind of enjoying the half.

Phil: You already know, folks take heed to you extra. And likewise on the subject of Thanksgiving, get your offers in earlier than Thanksgiving folks, you’re going to sit, should you wait.

Matt: We’re this near “let’s circle again in January” territory.

Phil: Will get worse, proper? By no means wait, by no means postpone for tomorrow. What you are able to do right this moment.

Matt: Let’s get it instantly. I keep in mind somebody instructed me as soon as they mentioned, particularly should you’re getting in the direction of the month or finish of the quarter and also you’re like, Oh, let’s simply use this deal as a strategy to kind of kickstart the subsequent month, subsequent quarter. No ebook it. Now it’s higher to be, it’s higher to stare at a decrease quantity. It’s going to inspire you. It’s going to maintain the hearth burning to get out and go do it once more.

Phil: There’s no worse behavior to get into than bringing a deal in on the second or third day of a month as a result of your management will get mad at you about that continually as a result of it ought to have been in three or 4 days earlier. Completely.

Matt: Yeah, that’s proper. Phil. For those who don’t know you or haven’t purchased from you earlier than, stroll via the place you’ve been and the place you’re at now.

Phil: I’ve a protracted story historical past of SaaS , I began at Webex pre IPO. I used to be there on the tail finish. I’m not old-fashioned Webex by any means, however I used to be there earlier than Cisco purchased us. I used to be paid in Cisco inventory, not Webex inventory. It’s nonetheless type of a burning sensation. Anyway, I stayed within the Valley. I checked out tech as Hewlett Packard–it was, it was within the storage and I all the time type of felt that the Silicon Valley was Hollywood when it got here right down to it.

So I up and moved to the Silicon Valley, good names like Marketo, Outreach, et cetera, all the time been earlier stage. Began doing analysis a number of months in the past. There’s so many like wrapper merchandise and good to haves. I chilly referred to as my present CEO, Trevor Rodrigues-Templar at Aviso Ai and we hit it off very well.

Nice group of individuals; loving it. We’re doing actually, nicely having a good time. I’ll say this. I’m in AI presently in forecasting. We’re a pacesetter within the forecasting area. However what introduced me right here was…There’s no sentient being in AI proper now. There’s simply not. All skilled, mounted, realized outcomes.

And actually I’ve been in conversational intelligence earlier than on the very entrance finish. We’ve acquired a, how do I put it? A singular functionality of sentiment evaluation in each audio and written phrase. And since we take care of forecasting, I imply, you concentrate on what that may add by way of colour and telling you ways issues actually are.

So loving the place I’m at. Trevor’s been featured in NASDAQ and New York Inventory Change just lately. So we’re fairly stoked.

Matt: That’s superior. Once we have been speaking the opposite day, you’re like, Hey, we will speak no matter you need. I’m simply sitting right here prospecting. You’re a senior man who has bought massive offers and after all of the frothiness of all of the ways in which AI and intent indicators are going to simply hand ship us offers, you’re nonetheless selecting up the telephone and calling and what number of years later, that’s nonetheless a part of your playbook.

Phil: Yeah, I’ve all the time mentioned, and I mentioned this to you a lot instances, personalization at scale comes out of your voice. We began entering into it again within the day in like 2011 and I shared with you about Twitter at first. It was like, they’re gifting away all of the performs. Like, all people was gifting away all their performs and it’s not about giving your performs away, however like, simply telegraphing who they’re speaking to. We get into the social sellers the place they’re saying, I personally have by no means seen an order kind come via LinkedIn.

Have you ever heard of any order kind come via LinkedIn but? No, no, by no means. It’s about constructing relationship and like getting in there proper when it comes right down to it. However I take a look at right this moment and I take a look at the plagiarism machine that’s on the market and when persons are receiving the very same formatted sort of message and so they’re simply scrolling it, you need to do one thing completely different to face out and I firmly consider that your voice is the best way to do it.

You follow your pitch. I go away a message each single time I make a telephone name and it resonates; they textual content the voice. It goes proper to the day. It’s one other hit for them, , so. One other factor, folks aren’t leaving messages these days and that simply blows my thoughts.

Matt: I needed to cowl that as a result of a number of the youngsters listening to this right this moment could also be, a bit of shocked that you just’re truly utilizing the telephone and additional doubled down on that shock once they mentioned you truly spend time leaving a message? Clarify to the folks at dwelling, you and I are on the factor on the identical web page on this, why that’s nonetheless, so essential?

Phil: You follow your pitch each single time. What are you going to do once you get anyone reside, should you don’t go away messages? We’ve gotten into this facet the place the SDRs are like in any respect prices, get that assembly, proper. When it comes right down to it and it could actually’t be in any respect prices, get that assembly.

It needs to be, there needs to be some hooks in it. And the connection actually issues greater than ever. Now, should you ask me, it actually does.

Matt: Yeah, I’d agree with that. Speaking right this moment, with Phil Bokan. Speaking right this moment’s, classes from the SaaS gross sales trenches. Say that 5 instances quick.

Look, I come from a spot the place I believe advertising and marketing has a accountability to drive certified, predictable pipeline to the gross sales group. That’s nicely which means, however advertising and marketing is difficult. Gross sales is difficult. And on the finish of the day, you’ll be able to’t simply sit and hope advertising and marketing helps you make your quota.

The very best sellers I do know are nonetheless totally within the trenches simply doing what it takes. Discuss to people who have by no means carried a bag. We’ve acquired we acquired gross sales professionals right here. We acquired advertising and marketing professionals right here. So lots of people haven’t truly needed to promote. We have been joking the opposite day that typically folks which are promoting for the primary time should take a while to get used to the excessive quantity of no’s, the excessive quantity of doorways being closed in your face and that you just see the ring the bell notices and assume, oh man, they only are closing offers. Discuss concerning the carnage behind that if for those that don’t understand how gross sales truly will get accomplished.

Phil: I all the time make jokes that folks see us at Morton’s after huge offers shut, we’re excessive fiving, however they by no means see us once we’re below our desk within the fetal place and no person will name you again. Proper? And its name reluctance is the one factor I believe that everyone actually faces on the finish of the day. There’s all the time an excuse to not decide up the telephone. Proper? But it surely’s like, that’s one thing that simply needs to be accomplished on a continuing. It’s muscle reminiscence. it’s one other channel. You attain folks the place they’re.

I believe the most important drawback we’ve proper now could be the chances are all down of join charge when it comes right down to it. So that you gotta be prepared once you seize anyone and you’ve got the time with them. Yesterday, I made 46 calls. I linked with two folks. I left 44 messages, however one was a no and the opposite one stretched right into a five-minute primary discovery name the place I used to be led down the trail and you need to be on, you need to be constructive each single time. And that’s a part of that, leaving that message, working in your tone additionally.

Matt: There’s a handful of gross sales influencers on the market that also evangelize what you’re speaking about. I consider the Jeb Blount, I consider the Anthony Iannarino’s. Jeb Blount, his tagline is only one extra name, simply to maintain going. Discuss a bit of extra about name reluctance. Trigger I believe it’s fascinating to me that you just speak to so many individuals of their career, the issues that they do are the issues that they hate essentially the most, you speak to a number of the most well-known writers, , and they’re going to let you know about how a lot they hate writing. Like Ann Handley was the primary particular person I’ve heard use the phrase, procrasti-baking.

She’s like, each time I’ve to write down, I’ve to first go bake a bunch of shit first so I don’t have to write down. Name reluctance is actual, even for essentially the most profitable rep. What causes that? Is it the worry of reaching somebody reside? The worry of truly performing when that occurs? What drives that? And the way do you mentally, fight that?

Phil: There’s all the time an excuse. Your thoughts, it’s busy work on the finish of the day and it’s a grind. It’s not enjoyable on a regular basis, nevertheless it’s, it’s how issues get accomplished. Proper? And you need to placed on a go well with of armor each day once you get right here. It’s important to actually anticipate to listen to “no”. The beatings will proceed till morale improves. That’s principally dialing when it comes right down to it. ? You catch anyone and also you speak to them and a bit of little bit of magic occurs and the most effective time to maintain going is true after that occurs as a result of you may have that feeling. I imply, in addition to I do, you’ll be able to really feel it via the telephone when anyone’s having a nasty day or they’re not approaching it appropriately. it’s our greatest device there may be by far.

Matt: When you may get to the purpose the place you truly get somebody onto a video name, I do know we don’t like observing ourselves and it’s a really completely different perform. We’re social animals that used to not know what we regarded like in any respect.

Now, rapidly we stared one another for hours a day. You used to have the ability to stroll into somebody’s workplace and you’ll on the 4 partitions and also you get to know who they’re. In the event you’re watching me, you’re like, okay, I believe that’s a piano. I believe that’s a typewriter. I believe that’s a Husky helmet. You’ve some issues you’ll be able to reference. Like I may speak to you about baseball clearly from issues behind you there.

Somebody made a ketchup joke in a chilly e mail to me the opposite day, so like they’re attempting.

Identical to I may say, Hey, is that truly Willy Mays signature on that factor behind you? That’s phenomenal. How and when can you utilize that as a strategy to both construct rapport or simply get somebody’s consideration?

Phil: So when you get a bit of hook, I believe you’ve earned the suitable to be extra private, proper?

I cannot be disclosing what I do particularly, however I’ll construct memes round particular use circumstances for the shoppers as soon as I get to know them. And after I get that response, it’s every part proper? I’m on the lookout for a smile or fun after I try this.

However I’m not sending chilly textual content. I’m not sending a chilly something off model there. I wish to make it possible for I’ve a bit of engagement earlier than I’m ready to do this. And it’s all about utilizing all of your accessible instruments to analysis and discover out any nook and cranny. It’s not about like, Hey, the Pittsburgh Steelers, . My God, it’s the identical case with intent information, proper?

It’s like intent information will let you know what they’re doing. You assume there’s a undertaking or something? No, it’s a sport. It’s important to create inside your self that they’re a lead and it is advisable hit the suitable personas with the suitable message round no matter that’s. And if it’s fascinating to them, or there’s a undertaking there, they’ll speak to you.

So it’s about personalizing primarily based on the particular person you’re speaking to, the relevance, et cetera. I believe that performs all the best way out to once you get tremendous private and may make jokes and issues like that, ?

Matt: I believe it’s additionally essential once you word these issues to actually write them down, like whether or not you’re in CRM or whether or not you’re utilizing LinkedIn, like LinkedIn gross sales navigator has a spot to place notes.

Salesforce does as nicely. Issues like, what are they like, for example, like I do know you went to Oregon and Arizona. We’re not going to speak about Oregon. We simply, the very last thing we’re eventually time, we’re going to make use of that title on this present. However you’re a wildcat. And I initially introduced it up. I mentioned like, Hey, trigger I’m a school soccer fan. I’m like, Hey, your Wildcats are doing fairly nicely. You instantly pivoted to basketball. Proper. And so, okay. Like I would like to recollect, like, if I wish to have interaction you in simply small speak shifting ahead, I ought to give attention to basketball as a substitute of soccer.

I’ve discovered over time, like typically should you’re not getting a response from somebody that you really want on the contract or like, Hey, what did you consider that proposal? That doesn’t work, however, Hey, how about that huge win in opposition to Duke? You’ll get a response instantly.

Phil: It’s all about discovering out what’s essential to them on the finish of the day, and nothing that’s essential to me issues.

That’s the reality of it, proper? Yeah, there’s a give and take, however I’m right here actually at your service with my shoppers. That’s my job. You already know, I wish to make it possible for I get them the suitable data. I wish to ensure I’m giving them correct worth within the conversations. It could possibly’t be superfluous and brevity, I believe is vital in every part that we do as salespeople as a result of there’s such an inundation within the land.

I imply, take a look at the discover that got here out from the set gamers about how the foundations are altering on Google. Nicely, that additional emphasizes the truth that we’ve to personalize and the messages matter.

Matt: What that claims too, is the place persons are apprehensive about, isn’t that Google isn’t going to ship your messages is that you need to have your spam alerts below a sure quantity.

So when you have relationships with folks in your checklist, if they’re anticipating your e mail, when you have gotten to the purpose the place your interplay is irresistible, not interruptive the place they’re like, I really like speaking to Phil. It’s all the time enjoyable. I all the time be taught one thing new. You bought nothing to fret about. In the event you’re skirting the foundations, should you’re shopping for chilly lists, should you’re sending unhealthy emails, that lastly goes to, I believe, begin to expire and it’s been gone within the media for some time and it’s coming right here. For these which are doing good, genuine promoting and advertising and marketing, you’re simply gonna stand out that rather more.

Phil: Yeah. You already know, in addition to I do, they’ll choose out, but when it’s a personalised precise message to them, there’s nothing mistaken with sending it to them. And should you make it rely, it counts and so they may let you know, Hey, not wherever it’s, however nonetheless enjoying inside the guidelines and also you’re doing what you’re purported to do to get their consideration.

Matt: 100%, 100%. Individuals on this present in all probability heard me speaking about this earlier than, prospecting, even advertising and marketing, it’s like driving by somebody’s home at 35 miles an hour, you’re attempting to toss stuff within the mailbox. Most of its gonna miss, proper?

A few of these voicemails are going to get deleted earlier than they take a look at the transcript. That’s okay. You retain going. And if the subsequent time they see one thing from you, it’s your title misspelled or a nasty joke about condiments, is that basically what’s going to get somebody’s consideration and compel the response you need?

We simply have a number of extra minutes, Phil, earlier than we wrap up right here. Unfiltered, what do you want from advertising and marketing to achieve success?

Phil: Air cowl, and this goes again to John Miller after I was with him at Marketo. Advertising and marketing’s job is to make the eyebrow go up once we name.

In order that’s all I would like from them. In the event that they try this and there’s data on the market for folks to self-shop, they try this, clearly that occurs– I wish to make it possible for there’s data for them to analysis accessible on the market. That’s all I ask. Get me in there coach.

Matt: Okay, I’m going to comply with up and poke the bear. You don’t need leads.

Phil: Oh, I really like leads. I really like I’ll chase down something that’s handed over to me. Completely. And also you go to the individual that it’s handed to you after which if there’s no response, you go round and also you begin asking questions concerning the inbound lead that got here in, et cetera. So there’s no stopping. You simply preserve going till you get a response. I really like leads. Don’t get me mistaken.

Matt: I do too. I type of anticipate you to go to the place that even a well-meaning advertising and marketing crew is producing actually crappy, unqualified leads and nonetheless taking credit score for them and anticipating me to do one thing with them and it doesn’t, it’s not all the time the case.

Phil: Hey, no, I like it. As I mentioned, intent information. I really like intent information as a result of I deal with it as if they’re leads. And I take a look at it objectively about how the personas I’m going to go after. And it’s a fantastic sport for me to attempt to get enterprise going. I like it.

Matt: I wish to reiterate that for the folks within the again that won’t have heard that you just don’t want a kind crammed out to have a lead. The truth that they really fill the shape out to get a white paper is an arbitrary sign. The truth that they really have exhibited an actual ache level or want of their group is actual and doesn’t matter what their conduct is to that time.

Phil: It’s your job to ask the questions across the worth your product delivers. And should you ask these questions, you hit a nerve otherwise you don’t, one of many two.

Matt: What are some advertising and marketing pet peeves?

Phil: Advertising and marketing pet peeves? I really like my entrepreneurs. I consider that there’s advertising and marketing gross sales and alignment on a regular basis and each group. I’m teasing. I do love my entrepreneurs. They tried so arduous. I do know the trouble they put forth. We meet regularly. Each group I’m with, I meet with my entrepreneurs to make it possible for I’m giving them indicators on what we’re seeing on the bottom and that, and provides them good suggestions for getting great things again. Completely.

Matt: Yeah, yeah, precisely. The idea of gross sales enablement has been a giant deal within the final couple of years. Typically which means expertise. Typically which means course of. Typically which means content material. What are a number of the finest examples of gross sales enablement you’ve seen which have actually helped you be a greater vendor?

Phil: Arms on has been the most effective that I’ve handled. There’s particular idea that goes on. Lots of it isn’t the rubber that hits the street. I believe the most effective enablement comes from the operators that I do know. I’m gonna drop some names right here. Such as you, for example, I really like listening to you. I’m not simply saying that trigger I’m right here, however Corey Bray’s of the world, Craig Rosenfeld’s of the world. I be taught issues from folks. Let’s face it. You go on LinkedIn, you may have your, me twos, take a look at me, take a look at me, however the actual operators are telling you ways you need to be behaving with out supplying you with away the place and I take such worth for that went from that, ?

Matt: Yeah. A part of what I’m listening to you say is you’re sticking with fundamentals, like making the decision, , that to achieve success, you bought to place within the work and preserve grinding and I put your arduous hat on regularly.

And regardless of what you may have realized over time, you’re persevering with to [00:16:00] be taught from these round you and saying, look, I believe I’ve developed a set of information that’s transformed into knowledge right here that may assist me promote.

How do you separate, of the brand new concepts and a brand new belongings you be taught, new belongings you see, how do you attempt to separate out good concepts from the charlatans? Trigger there’s numerous snake oil on the market. There could be snake oil marketed or bought by folks which are very slick and excellent at how they current themselves. How do you continue to separate the great from the crap?

Phil: We each have met numerous the folks which are concerned within the social promoting realm. And backdoor references is how I do know folks if I’ve not met them. I’m going to drop Corey yet another time after I say this. My relationship with Corey Bray was primarily based on the truth that I confronted him about one thing he mentioned like 4 months earlier than I noticed him. I didn’t come from the peanut gallery and soar in on LinkedIn.

I needed to speak to him about it. And we had a fantastic dialog. We differed in opinion, however he earned my respect proper on the spot due to the very fact he had a legitimate opinion and was in a position to again it up on the dialogue, proper? And people are the kind of folks, you included, the place you’ll be able to have a great dialogue about if it’s working, if it’s not, what’s the idea of this, what’s the worth, why ought to I be doing it, et cetera.

And if there’s legitimate factors, run proper into the constructing and do it. Completely. Pay attention, I’ve been round some time. I’ve seen numerous issues. It’s like working. Everyone tells you what to do and you’re taking what you’ll be able to. However once you see folks which have been profitable, not simply the take a look at me crowd on LinkedIn which are regurgitating issues again and again over time. I imply, there’s some recent concepts out of there. Individuals which are actual good.

Matt: Last item I might type of return to one thing you talked about earlier, the elevated use of AI and B2B gross sales and advertising and marketing channels. You mentioned one thing about all these completely different corporations are asking the identical robotic to write down their emails, proper? Some corporations are beginning to practice their robots. Right here’s how we wish to sound. Right here’s how we wish to write and are getting distinctive stuff. However the majority are simply going straight up and simply saying, write me an e mail. So you find yourself with the identical stuff.

Typically we are saying when robots promote the robots, I believe there’s all the time going to be a human aspect. There are robots promoting right this moment. It’s referred to as e-commerce, proper? In the event you’re shopping for or promoting one thing that’s that easy and actually is a commodity, then we’re not wanted, but when it’s a fancy sale, if it’s a fancy determination, if there’s numerous layers of understanding, the human to human aspect, I don’t see that going away anytime quickly, and I believe AI can help in elements of that. However I believe to look somebody within the eye and to shake their hand and to have faith within the determination you’re making due to one other particular person’s affect on serving to you construct that confidence– I don’t know. I’ve a tough time seeing that going away. Whenever you’ve acquired these huge thought of purchases.

Phil: It’s important to watch out with the openness of this as a result of it’ll steal your IP. That’s the issue, proper? It’ll steal your IP and it goes into the massive plagiarism machine. So the open facet is terrifying to me.

After which how every part appears to be like the identical. It’s a sample on the finish of the day. You’re not going to face out in any respect. And you need to be a pilot, not a passenger. Now you need to, as a result of should you’re a passenger, you’ll be handed by. And it’s not a lot concerning the comfort should you ask me. It isn’t concerning the comfort as a result of you need to personalize what you’re doing.

I believe that AI presents such a possibility for organizational optics in actual constructive methods and steering that we have to benefit from it. Completely.

Matt: Two remaining questions for, earlier than we allow you to go, who’s going to win the world collection subsequent 12 months and why?

Phil: It won’t be the San Francisco Giants as a result of Farhan Zaidi must lose his job.

That’s one. That’s the one tea I’ve spilled.

Matt: This morning’s headline is that they’re going to signal Ohtani and commerce for Trout.

Phil: They aren’t going to do something. They preserve saying it’s a waste. I would love the Texas Rangers of my new dwelling state to win once more, if potential. And what was the opposite query? Agnostic. I really like baseball. I’m joyful to see you.

Matt: The primary query was who’s profitable the world collection and why, so you bought Texas going again and again. After which associated to Ohtani, like, the place’s he going to land?

Phil: Dodgers. Most sensible rationalization is Dodgers. Cash, West Coast, they’ve every part. I might love for him to go someplace else. I believe it’d be fascinating.

Matt: He’s been talked about with no less than 15 groups now, proper? And I believe numerous that’s wishful pondering on behalf of a few of these groups that simply aren’t going to have the ability to put up the cheddar to get them or get them to go to a location that’s not in all probability what he needs both.

Phil: Half a billion {dollars} is that if he’s pitching nonetheless. Half one million {dollars} isn’t if he’s pitching nonetheless so I believe he takes a brief time period deal, perhaps one or two years after which we see a giant boy after that.

Matt: I noticed a headline this morning that mentioned, Hey, pay attention, should you’re going to signal Craig Counsell to eight million a 12 months, that’s simply the beginning.

Go get Shohei. Get Shohei, re-sign Bellinger, I don’t know, commerce for trout, simply construct a brilliant crew and see what occurs. It could possibly be enjoyable. Anyway. Alright. Phil Bokan, thanks a lot. At all times numerous enjoyable to hang around with you. Thanks to your information and knowledge. Thanks everybody for listening and watching.

We’ll not be right here subsequent week, subsequent Thursday, it’s turkey time. Sizzling take Phil, I’m not doing turkey this 12 months. I wish to prepare dinner, I love to do meat, I wish to smoke meat, I do rotisserie, I do spatchcock, I’ve accomplished smoked turkey. Not doing a turkey. We’re gonna can we’re gonna do a ham. We’re gonna do a recent ham not the spiral ham. We’re doing recent ham to get the crackling. It’s gonna be phenomenal.

Phil: Barbecued turkey. 5 and a half hours. Barbecue turkey oblique warmth.

Matt: I’ve by no means fried a turkey and a few people who simply swear by the fried turkey.

Phil: You bought to fret about grease fires. I imply, like water is concerned with fireplace and grease. It’s a nasty thought. Not in favor of the deep-fried turkey.

Matt: I’m not in favor of grease fires both. All proper, nicely now we’ll let all people go. We gained’t be right here subsequent week. We can be right here the final day of November, the week after. Thanks a lot for becoming a member of us right this moment, guys. Thanks once more to Phil. We’ll see y’all subsequent time. Take care.

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