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Predictable Prospecting's Podcast

Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.
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Dec 3, 2019

Is selling just a job, or is it a lifestyle? Is it possible that people normally seen as innovators are really just masters of sales? These are some of the topics addressed by today’s guest. Michael Hageloh is the author of the book Live from Cupertino. Michael spent 22 years working with Apple, then turned his attention to working with entrepreneurial startups. Listen to today’s episode to hear what Michael has to say about applying strategy to process, the importance of practice, and how practice applies to the concepts that Michael explains in his book. 

Episode Highlights:

  • Where Michael’s work fits in along the pipeline
  • Applying strategy to process
  • How practice applies to the concepts in Michael’s book
  • How to put together a conversation to practice the conversation
  • Selling as a lifestyle
  • Disruptive revolution
  • Building connections that lead to relationships
  • Understanding the outlier
  • How goals are one part of a system 

Resources: 

Live from Cupertino

Oct 29, 2019

How are C-Suite buyers different from the typical inbound lead buyers? How is the conversation different with these different types of buyers? Today’s guest is Skip Miller, sales training expert, President of M3 Learning, and author. In today’s episode, Skip discusses ideas from his new book Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale. Listen in to learn more about the difference between above the line and below the lines sales, tools you can use to create an above the line narrative, and what to focus in in above the line conversations. 

Episode Highlights: 

  • Whether an SDR is naturally inclined to prefer inbound
  • The different languages above and below the line
  • Different value propositions for buyers above and below the line
  • Tools to create an above the line narrative
  • Whether inbounds are typically above or below the line
  • Use cases where getting people to go above shortens the lag of time
  • What above the line conversations focus on
  • When to discuss what the new normal will look like
  • Understanding above the line energy
  • The ratio of questions in above the line conversations
  • Call planning
  • Importance of understanding both above the line and below the line conversations 

Resources: 

Skip Miller

M3 Learning

Selling Above and Below the Line

Oct 15, 2019

Can daily meditations help you develop your brand or find your purpose? To talk about that, John Jantsch of Duct Tape Marketing joins the podcast today. Listen in to hear what John has to say about his new book, why he was interested in putting out a book on daily meditations, and what John learned while he worked on putting the book together.  

Episode Highlights: 

  • How long John has been running Duct Tape Marketing
  • John’s new book
  • What got John interested in putting out a book on daily meditations
  • The self-reliant part of John’s meditation book
  • Similarities between this and previous cycles in history
  • How John’s book could help entrepreneurs develop their brand or purpose
  • What John learned while putting his book together
  • John’s thoughts on the human condition
  • How recent college grads could benefit from John’s book
  • The daily rhythm of John’s book
  • What a passage from John’s book is like 

Resources: 

Duct Tape Marketing

The Self-Reliant Entrepreneur: 366 Daily Meditations to Feed Your Soul and Grow Your Business

Sep 24, 2019

Podcasting is still a new and growing medium, but it has a lot of exciting potential as a sales tool, among other things. Today’s guest, Matt Johnson, is the founder of a podcasting production agency and he has explored some interesting ways to use the medium that may be valuable to sales professionals. Listen in to hear about Matt’s LinkedIn script, his strategy using podcasting, and the results rates that he’s seen from his methods.  

Episode Highlights: 

  • What Matt does and who he serves
  • How Matt’s LinkedIn script works
  • Matt’s response rates, and how they compare to the average
  • The overall reaction to Matt’s lead generation
  • Matt’s overall strategy
  • Developing relationships with people in different parts of the sales process
  • How podcasting relates to problem solving and expertise
  • Where to start in podcasting
  • Where to look for podcasts that are a potential fit
  • Goals for beginning podcast hosts and guests 

Resources: 

Pursuing Results

How to Get Featured

Aug 20, 2019

While the importance of diversity is stressed in many industries today, other fields are still known for being “old boys clubs” – and sales is one of those fields. Today’s guest is here to talk about diversity in the sales and marketing industry and what has and hasn’t changed for women in those fields. 

Natalie Severino is the Vice President of Marketing at Chorus.ai. Listen to the conversation to hear what Natalie has to say about the research studying differences between men and women in sales, how men and women respond differently to job descriptions and requirements, and what people in leadership can do to bring in more women. 

Episode Highlights: 

  • What’s changing for women in sales and marketing
  • What the research says about the difference between the ways men and women sell
  • Reasons why women might outperform men in sales
  • Building rapport and establishing status
  • How the language in job descriptions affects female candidates
  • The difference between how men and women respond to job requirements
  • How marketing and sales differ in terms of diversity
  • What leadership can do to bring in more women
  • Women’s groups that listeners can attend 

Resources: 

Natalie Severino

Women Sales Pros

Girls Club

Aug 13, 2019

Who is the right person to talk to when you want to advance a prospect through the pipeline? When is the right time to talk to that person, and how should you do it? Today’s guest has some ideas. 

Joining the podcast today is Tukan Das, CEO of a company called LeadSift. Tukan is here to talk about whether or not you really can predict who is ready to buy, what a good work flow is, and how you work those leads so that you can increase the yield and lower the time it takes to get from the initial conversation to close. 

Episode Highlights: 

  • The statistics mentioned on LeadSift’s website
  • Why Tuakan started the LeadSift tool
  • Gauging intent data
  • Hyper personalizing sales conversations
  • Building an ideal signal profile
  • The steps toward scaling
  • How soon to jump into the middle term
  • What comes after the middle term
  • An exciting customer story
  • How the audience can connect with Tukan 

Resources: 

Tukan Das

Email: tdas@leadsift.com

Free Tool to Automate Research for prospecting

LeadSift HomePage

Google Alerts

Twitter Search

LinkedInSales Navigator

BuiltWith

BuiltWith Toolbar

Alexa Ranking

SEMRush

Aug 6, 2019

Should you consider podcasting as part of your multi-touch campaigns? Can podcasting improve your sales numbers, and can you use your sales skills to make a quality podcast – or use podcasting to hone your sales skills? Today’s guest is here to discuss how sales professionals could be using podcasts. 

Michael Greenberg is the CEO of Call for Content, a podcasting agency that makes it easy for businesses and organizations to develop podcasts. Listen to the interview to hear what Michael has to say about strategies for using podcasts to drive sales, routines and duration options for beginning podcasters, and the importance of consistency in podcasting. 

Episode Highlights: 

  • Whether podcasting is on the radar for sales executives
  • Success rates using podcasting strategies
  • Inviting prospects onto the podcast as experts
  • What sales executives can talk about on a podcast
  • Typical rhythms of salespeople starting a podcast
  • Building camaraderie through podcasts
  • Coordinating guest posts with your social media
  • Using podcast agencies
  • Podcast duration guidelines
  • What kind of research goes into a 30-minute podcast
  • Consistency in podcasting
  • Next steps for salespeople who are interested in podcasting
  • Podcasts as an opportunity for role-playing 

Resources: 

Michael Greenberg

Call for Content

The B2B Podcast Playbook

Jul 30, 2019

Is the funnel model fundamentally flawed? If so, how do salespeople approach that problem in a new and different way? Today’s guest will help explain why it may be helpful to think about the funnel in a different way.

Carman Pirie is the Co-Founder of Kula Partners, which is currently handling mostly manufacturing clients. Carman is working on turning the funnel sideways – but what does that mean? Listen in to find out, as Carman discusses why he’s excited about his work, how to get companies to think in a way that emphasizes personalization, and how to get past resistance to sales’ involvement in building campaigns. 

Episode Highlights:

  • Why Carman got excited about the work that he does
  • How Carman is turning the funnel sideways
  • Carman’s process for starting conversations
  • How to get companies to think in a more personalized way
  • How to get past resistance to letting sales build campaigns
  • What changes in marketing when dealing with a smaller number of accounts
  • Starting the engagement process
  • Direct mail segmentation
  • How firms get started with Kula Partners

Resources:

Carman Pirie

Kula Partners

Jul 16, 2019

How do you set up a pipeline that leverages all types of channels and technology, but also keeps that human spirit alive? Today’s guest will help answer that question and others. 

Joining the podcast today is Jonathan Soares. Jonathan is the founder and CEO of Agency Labs and has a background in both technology and consumer sales. He’s been at this for 15 years and he covers the entire pipeline. Listen in to hear. 

Episode Highlights: 

  • Jonathan’s background and how he got to his current position
  • How to leverage cold calling with newer technology and how that can advance prospects through the pipeline
  • What a typical warm introduction looks like and what technologies to use
  • How many opportunities can be generated from Jonathan’s process
  • Different roles within the funnel
  • Influencer mapping
  • How the GDPR affects Jonathan’s work
  • How to get started leveraging LinkedIn 

Resources: 

Jonathan Soares

Email: jonathan@agencylabs.com

Jul 12, 2019

Can you get better performance from your team just by asking questions? Asking the right questions can build and strengthen your management coaching skills and allow your team to perform at their highest levels. Today’s guest will explain how the ability to ask the right questions can help you tap into the human potential of your team. 

Chick Herbert is a Des Moines executive who’s come up with a process that he calls question-centric coaching. Listen in to hear what Chick has to say about pinpointing where people on your team are struggling, asking the right questions, and motivating your team. 

Episode Highlights: 

  • Chick’s background
  • Chick’s working relationship with Brad Williams
  • Pinpointing where people are struggling
  • Asking questions that get people to contemplate their own struggles and behavior
  • The frustration of witnessing ineffective leaders
  • What about Chick’s process motivates people
  • Tracking progress
  • Whether styles of coaching differ based on sales roles
  • Extending knowledge to other team members
  • What to do when you’re not used to asking questions
  • How to use silence
  • The value of preparation
  • Truth and ground truth 

Resources: 

Chick Herbert

It Begs the Question

Chick on Twitter

Email Chick: Chick.Herbert2@gmail.com

Jun 4, 2019

How does trust between team members translate to better communication and higher performance? And how can you translate your trust-building skills to your sales calls in order to build rapport quickly?

To explore these questions and more, Jason Treu joins today’s podcast episode. Jason is an executive coach who works with teams to help them build trust and communication skills and increase performance. He’s also the author of the book Social Wealth. Listen in to hear what Jason has to say about the top issues in the sales industry today, how to turn a team into a cohesive unit, and how to build rapport in the first few minutes of a phone call.

Episode Highlights:

  • The top issues Jason sees in the industry today
  • The importance of hiring
  • Whether any type of team can be turned into a cohesive team
  • Where to start in building a trust mindset
  • The trust-building process
  • Building rapport in the first few minutes of a call
  • Jason’s book, Social Wealth: How to Build Extraordinary Relationships By Transforming the Way We Live, Love, Lead and Network
  • What can be done to start getting teams to high performance

Resources:

Jason Treu

Social Wealth: How to Build Extraordinary Relationships By Transforming the Way We Live, Love, Lead and Network

 

May 28, 2019

How are you using technology to boost your sales prowess? Is there more that you could be doing? Do you like your CRM, and if not, how would you improve it? Today’s interview may give you some ideas. 

Today’s guest is Jordan Stupar, the founder and CEO of Sales Domination. Sales Domination is a company that provides CRM and technology tools to individuals as well as small, medium, and large companies. Listen in as Jordan talks about his company, his background, and how he thinks technology is affecting the sales landscape.   

Episode Highlights: 

  • What Jordan’s company does
  • Jordan’s background
  • Which areas of technology Jordan focuses on
  • Technological enhancements that can be used to improve meaningful sales conversations
  • Using data to improve workflow
  • How technology is improving analytics
  • How analytics can suggest next steps 

Resources: 

Jordan Stupar

Sales Domination

Jordan on Instagram

May 21, 2019

What do you do when you connect with a warm lead, but they don’t seem receptive? What’s the difference between adding value for a prospect and actually helping that prospect? These are some of the questions that today’s guest will help answer.

Joining the podcast today is Michael Pedone from SalesBuzz. Michael is an advocate for sales skills and SalesBuzz is an online sales training site that provides helpful information for sales professionals that can help take you from the top of the funnel all the way to the close. Listen to today’s episode to hear what Michael has to say about common mistakes people make with important sales skills, the definition of a cold call, and connecting through LinkedIn.

Episode Highlights:

  • The most impactful sales skill that Michael sees people bungle
  • The definition of a cold call
  • Throwing out the “easy” button
  • Why you shouldn’t remind a warm lead that they filled out a form
  • Approaching leads with the intent to help
  • The difference between adding value and helping
  • The cadence that works best in a selling situation and how to blend it with different modalities
  • Connecting through LinkedIn
  • How often you should be prospecting
  • Why people should really want to be in sales

Resources:

SalesBuzz

Michael Pedone

May 14, 2019

Just the idea of prospecting can be stressful. Calling strangers can take a real toll on you, and it’s easy to get discouraged and believe that prospecting isn’t right for you. But within a predictable framework, prospecting doesn’t have to be so difficult. That’s part of what today’s guest is here to talk about.

Joining the podcast today is Jason Bay. He is the Co-Founder and Chief Founding Officer of Blissful Prospecting, a company that works with clients to create a predictable prospecting system. Listen in to hear what Jason has to say about how he got into prospecting, his approach to creating personas, and how to address common errors in messaging.

Episode Highlights:

  • What prompted Jason’s interest in prospecting
  • Mixing modalities
  • How much time Jason spends in the planning stages with clients to develop messaging
  • Jason’s approach to personas
  • The ideal client profile identifier
  • Applying the research to one-person consulting businesses
  • Errors in messaging that Jason sees frequently
  • Jason’s REPLY method
  • Incorporating personalization in messaging

Resources:

Jason Bay

Blissful Prospecting

Selling Above and Below the Line

Free Guide to Getting Started with Video Prospecting

Apr 16, 2019

The experience of being a customer has changed rapidly just over the past few decades. But while the customer experience has changed, has it improved? Is there room for further improvement?

Today’s guest is Ian Moyse of Natterbox. He joins the podcast today to talk about disruptions in the customer experience, how customer experience is changing, and why it matters. Listen in to hear what Ian has to say about where this kind of disruption has the biggest impact, how buyer personas can improve the customer experience, and how customer experience impacts revenue and customer loyalty.

Episode Highlights:

  • How disruptors are changing the customer experience
  • Where disruption is having the biggest impact
  • When consumers prefer to interact with a human rather than a machine
  • Using buyer personas to optimize the customer experience
  • When it’s important to communicate via phone rather than email or chat
  • Analyzing how customer experience impacts loyalty and revenue

Resources:

Ian Moyse

Ian on Twitter

Natterbox

Apr 9, 2019

You may recognize today’s guest from previous episodes of this podcast. Max Altschuler is the CEO and Founder of SalesHacker Inc. and the VP of Marketing at Outreach.io. Max is also one of the co-authors of a new book, Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale 1st Edition

In today’s conversation, Max talks about his new book, what inspired him to get involved with it, and what teachings in the book are most useful for sales professionals. Listen in to hear Max’s ideas on how sales and marketing to work together, how to use sales engagement strategies in closing, and what Max sees changing in the near future.

Episode Highlights:

  • What made Max decide to get involved with this new book
  • What teachings in the book are most impactful for sales professionals trying to start and close conversations with people they don’t know
  • Max’s definition of sales engagement
  • Which channels sales can use to better coordinate with marketing
  • How do sales methods of advancing prospects in the pipeline align with marketing
  • How sales engagement principles can be applicable to closing
  • Changes in how CRMs are being used
  • What Max sees changing in 2020

Resources:

Max Altschuler

SalesHacker Inc.

Outreach

Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale

Feb 26, 2019

Today’s guest comes from the marketing side of the business. And while that may be an unusual choice for this podcast, what Chris Dayley has to say about digital marketing can be useful for prospectors as well.

Chris is a digital marketing entrepreneur, speaker, and neuromarketer. He is also the VP of testing and site optimization at Disruptive Advertising in Utah. He’s skilled at helping people understand the impact of website landing pages, testing, analytics, and psychology. Listen to the episode to hear what Chris has to say about how his work related to outbound sales and different ways to use data, metrics, and testing.

Episode Highlights:

  • How Chris’s work fits into an outbound, targeted approach
  • What Chris is doing with analytics
  • Using data to refine the pitch
  • Metrics that can help prepare for contacting prospects
  • How Chris uses testing
  • Technology used for testing in sales
  • How best practices can vary from company to company, even within the same industry

Resources:

Chris Dayley

Chris on Twitter

Disruptive Advertising Blog

Feb 19, 2019

Even with all of the social media and automated sales tools available, a one-on-one conversation over the telephone can still be a powerful selling tool, especially among consumers that value authenticity. The resurgence of the telephone call is one of the things that today’s guest talks about in this episode.

Mark Hunter is an author, speaker, coach, and consultant, as well as the Co-Founder of the Outbound Conference. Listen to the episode to hear what Mark has to say about what’s new in prospecting, the difference between informed calling and col calling, and how to get into the prospecting mindset.

Episode Highlights:

  • What’s new in prospecting
  • Why the telephone is making a resurgence and what Millennials have to do with it
  • Informed calling vs. cold calling
  • The place of automated follow-up systems in prospecting
  • Positive feedback that Mark has gotten about his book
  • Using social media for prep work
  • How to get into the prospecting mindset
  • The Outbound Conference

Resources:

Mark Hunter

The Sales Hunter

High-Profit Prospecting

Outbound Conference

Feb 5, 2019

In any field, one thing that you can be sure of is that things will eventually change. This is as true in sales as it is in any other industry, and it’s important to be able to keep up with the changes as the come. That leads to the question: can the ability to change be taught? Today’s guest thinks that the answer is yes.

Brian Keller is the Director of Sales Training at McKesson. He joins the podcast today to talk about his sales training workshops and the importance of learning about change in the sales field. Listen to the episode to hear what Brian has to say about why change matters for sales executives, how to connect data with the real life experience of salespeople on the ground, and how Brian’s students apply what he teaches.

Episode Highlights:

  • Why change is important for sales executives
  • Whether change can be taught
  • How to connect the data to real life experiences in the sales field
  • Whether tenure has an impact on whether or not to engage in change
  • Tools Brian uses to get students to apply what he teaches
  • What goes into planning a training workshop
  • How the salespeople that Brian trains share their success stories
  • The motivation for formalized training at McKesson

Resources:

Brian Keller

Jan 29, 2019

Your prospects encounter many salespeople in all areas of their lives. It’s easy for salespeople and their products and services to begin to blend together. In order to make your sale, you’ll need to convince them that there are reasons why they should choose what you’re selling over what other people are selling. How can you do that? By making sure that you can stand out from the others. You have to differentiate yourself and your product.

Today’s guest has written a book that can help you understand sales differentiation and how to use differentiation to make your sales. Lee Salz is a sales management strategist and the CEO of Sales Architects. He’s also a keynote speaker, author, and consultant. Lee joins the podcast today to talk about his most recent bestselling book, Sales Differentiation. Listen in to hear what Lee has to say about why describing your product as “the best” is ineffective, how to help buyers make informed buying decisions, and how to identify the things that differentiate your product from others.

Episode Highlights:

  • What happens when you describe your service, product, or company as “the best”
  • Why saying that your product is the best doesn’t help to differentiate you from other salespeople
  • Whether buyers are really as educated as you may think
  • Helping buyers make informed decisions
  • Two parts to sales differentiation
  • Five steps to profiling your sales differentiation
  • Exercises that can help you identify your sales differentiation
  • Your biggest competitor
  • Customer service and account management
  • Pre-call research
  • Why the way you sell is also a differentiator

Resources:

Lee Salz

Sales Architects

Sales Differentation

Visit this page to register for the Sales Differentiation Minute video series

Jan 22, 2019

Do you know what the four levels of value are, or how you can win clients over from your competitors by creating more value for your clients? Today’s guest didn’t just write the book on that subject, he actually wrote three books on the subject.

Anthony Iannarino is the author of The Only Sales Guide You’ll Ever Need, The Lost Art of Closing, and his latest book, Eat Their Lunch. These books are a trilogy of useful information for salespeople. Listen to the episode to hear how Anthony suggests using these books, why he believes it’s important to separate service and product, and how to apply his four levels of value to different stakeholders.

Episode Highlights:

  • Anthony’s books
  • Separating service and product
  • Winning clients by creating greater value than competitors
  • The four levels of value
  • How the four levels of value apply to the different stakeholders
  • Winning with the intangibles

Resources:

Anthony Iannarino

The Only Sales Guide You’ll Ever Need

The Lost Art of Closing

Eat Their Lunch

Jan 15, 2019

The way that we utilize data can make all of the difference when it comes to sales. It’s more important to make quality connections and have meaningful conversations with prospects than to contact a large quantity of prospects on a superficial level. Utilizing data in the right way can help you make those quality connections.

Today’s guest is Matt Amundson, the VP of marketing for EverString. Listen to today’s episode to learn more about what EverString does and what Matt has to say about how data can be used to help prospectors learn more about their prospects and make conversations more meaningful.

Episode Highlights:

  • What EverString does
  • How EverString’s processes work
  • How companies that engage with EverString have their data together
  • How EverString handles different parts of the pipeline
  • Whether EverString improves forecasting
  • Why a meeting may not turn into an opportunity
  • Using technology as an aid rather than a replacement

Resources:

Matt Amundson

EverString

Email Matt at: matt@everstring.com

Jan 8, 2019

Content creators know that video is a powerful tool for delivering a message, and that means that it can also be a powerful tool in the world of sales. Learning how to use video effectively can be a helpful skill in all parts of the funnel.

Today’s guest is Daniel Crouch, Enterprise Account Executive at Videolicious. In today’s episode, Daniel will talk about using video, not just at the top of the funnel, but also after you get your foot in the door. Listen to the episode to hear what Daniel has to say about how and why he started using video, how to use videos for pre- and post-meeting contacts, and how to get started learning to use video effectively in your own sales process.

Episode Highlights:

  • Daniel’s background in sales
  • How Daniel got started using video in prospecting
  • How Daniel uses pre-meeting videos
  • How Daniel’s videos are structured
  • Avoiding excess words and keeping videos short
  • Using a script or teleprompter to stay on point
  • How to write copy to use as a video script
  • Post-meeting videos
  • The main purpose of using video for closing
  • Getting started learning how to use video

Resources:

Daniel Crouch

Videolicious

Dec 11, 2018

If you work the top of the funnel, it’s easy to believe that you don’t need to build a deep rapport with your prospects. Once you get your foot in the door, your job is to hand them off to another representative, so building more than a superficial relationship may seem unnecessary. However, today’s guest believes that sales is all about the human connection, no matter where you are in the sales process.

David Fisher is a coach, speaker, and the author of a number of books. In today’s episode, David is discussing his book called Hyper-Connected Selling: Winning More Business by Leveraging Digital Influence and Creating Human Connection. Listen to the conversation to hear about why David believes that human connection matters at all parts of the funnel, how to build rapport in just a minute or two, and why face-to-face communication matters so much.

Episode Highlights:

  • Whether the human connection is necessary at all stages of the pipeline
  • Why the human connection matters even at the top of the funnel
  • How you can build rapport in just one or two minutes
  • How you can build on your own natural traits
  • The importance of face-to-face communication
  • How to get started practicing the concepts in David’s book

Resources:

David Fisher's Predictable Prospecting Landing Page

Hyper-Connected Selling

David on LinkedIn

David on Twitter

Nov 20, 2018

The goal of the prospector is to generate good leads and close sales, and sometimes it’s worth seeking out options from someone who operates differently than the way that you do in order to improve your techniques.

Today’s guest is Peter Lang, CEO and founder of the Uhuru Network Uhuru is a company that drives client success by increasing monthly leads, generating site visitors and more. Listen to the episode to hear more about how Peter’s company works, what the onboarding process looks like for Uhuru’s clients, and how the GDPR affects Peter’s business.

Episode Highlights:

  • Why Peter was interested in offering agency instead of in-house
  • The typical onboarding process for Peter’s clients
  • How the selection of accounts works
  • How to add value while disqualifying at the same time
  • Why providing value by giving away something that other companies charge for is a way to stay competitive
  • How the GDPR affects Peter’s model in other countries
  • The steps it takes to close the data range

Resources:

Peter Lang

Uhuru Network

Peter’s Email: plang@uhurunetwork.com

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