From Babies to Bosses
Victoria and Delilah welcome video legend, Melissa Gaglione to talk about video outbound, standing out from the noise, going from SDR to head of sales, and more.
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All right guys, let's huddle up.
On today's episode, we have the famous, the beautiful,
our dear friend Melissa Gaglione.
Woo!
The girl, our back, we are back together.
Quick background, we're gonna jump into it,
but if you don't know who Melissa is,
she is now the head of sales at Sens Park,
but she was formally a fellow SDR
with me reporting under Victoria at Live Person.
So we have come such a long way,
we are going to dive into her whole story,
but we're so excited to have you with us.
If you wanna take it away.
- This is definitely out of any podcast I've ever done.
Like this is so like warm and fuzzy in a weird way,
just 'cause one, just seeing how far we've all come.
- Obviously, Delilah and I started SDR on the very first day.
Like we were actual first day starters.
- I remember.
- Victoria was there to kind of help us through that.
So it's so crazy to see how my SDR and tech journey
started with you girls, and it's really cool
to see how much we've all grown,
and it's gonna be even cooler in like a few years,
and it's just, I'm just so proud of everyone.
So it's wild.
It is honestly so wild.
Melissa, I remember one time,
like when you were on the team
and you really wanted to be an AE at the time,
and we were already doing like the promotion paperwork
or whatever, and you did not wanna leave me at the time hanging.
You're like, I'm still gonna hit quota,
and I'm like, no, you're not.
It's the last week of the month.
You're sitting at zero.
Before I knew it, as we get to Friday,
and at the time the quota was like eight or something,
and you were at like nine.
Do you remember that?
- Yeah, I do.
And I think I was visiting home, I think,
at the time as well.
But there was a lot that needed to get done for me to get it
to like the AE transition, and I remember it took a lot of time.
That was a cool win.
That was a crazy week, and let it be known.
You could still hit quota, even if you're behind.
- That story does live on forever here.
I want you to know that on my one-to-ones,
I speak on that story often,
'cause with like the reps that are kind of a little bit
behind and we're towards the end of the month, I'm like, look,
I once worked with someone, she was at zero,
till the last week, and she got to like six plus,
or maybe her goal was eight at the time.
You're right, eight plus a year.
- You're right, yeah.
- And now that's like, everyone's like, you're right,
I got this, I got this, and it's you.
- But Melissa had already signed her paperwork to be in AE.
So she was like, still like, nope, I'm still gonna do this,
I'm still gonna hit my quota,
till the very, very end.
So it's just like one of my favorite things
that anytime we're promoting someone,
I tell them that story where I'm like, listen,
you're on this team till the very end,
until you step on the other side.
And so I think that sets the tone with like,
how your success has translated over the few years
because I feel like you've put your mind to things
and you just get shit done.
- You're a proud mom.
- Oh, yeah, she is.
It's so cute.
(laughing)
- Yeah, I remember that week so much
because I kept kind of checking in and being,
and kind of just saying out loud,
I was like, nope, we're gonna figure it out.
Just gonna hit, don't know how, just gonna hit.
Like, when I remember at the time
because I was visiting my dad,
and he had like the worst wifi in the world,
but it, for some reason, was better outside.
So I remember just sitting outside
and like just, I don't know, just working from there
that week, just to like make it work.
But yeah, it was definitely a very positive mindset
of like, yeah, I know the odds are against me,
but we're just gonna figure it out.
Just gonna hit, gotta hit.
- I love it.
So, Melissa, and for those who don't know,
we're using this morso as like a catch up
because there's so much that's gone down
since clearly we last spoke.
So maybe talk to people who you are,
what your background is,
and kind of where, where you are today.
- So, I joined live person in 2020,
which was not that long ago,
and it was my first tech sales role
before that I was selling event sales,
and like obviously events were disappearing.
So I had to jump ship.
And there was someone that I knew who was at live person,
that I, you know, was, went to college with,
and he gave me an interview,
and that's how I got into live person.
And on my very first day,
I meet this girl, Delilah,
who is so happy and nice,
and I was so scared to talk to her
because I had gone through experiences in my prior careers,
but the job, the sales job before that,
and news before that.
Like, it was just pretty toxic,
and just not like girlpowery.
So the fact that Delilah, my first day,
was so friendly, so excited to chat,
so ready to be a girls girl,
and I was so terrified to like open up that.
I was a lot though, I remember pinging her,
and being like, "Hi, do you want to be friends?"
And she's like, "You girl."
But it's always better to start with a buddy.
Yeah, exactly.
It is, it is.
And so Delilah knew Victoria,
and was like, "Look, she's part of the girls."
Like this is kind of building out
our little girl game sort of thing.
And it was pretty quickly into that,
after just a few months, we had a lot of changes,
and then Victoria became our team lead,
and then shot your way up so quickly,
did you, like, to director, right?
- I was team lead, then manager, senior director.
Yeah, so--
- Yes, and then you are literally running the SDR function.
And it was an interesting time too,
because COVID was like kind of,
and not that it was like ending,
it was just like this weird time of COVID,
but like sales was definitely changing,
like the outbound motion, having to be really strategic,
like that was definitely evolving.
And it wasn't just like throwing spaghetti at the walls,
like prior years before that.
So like, I feel like the three of us,
and a few others were really just trying to revamp,
like, what is outbound, and like, how do we outreach?
And we were testing literally everything,
like we were just trying whatever it was that worked.
Like Victoria came in with,
doing a lot of voice notes, doing a lot of voice notes,
and then Delilah, you were doing some voice notes,
and then I remember thinking to myself,
let me try sending a video, because I like video.
Turns out, Delilah also, fantastic on video.
Like Delilah is made for this, like, yes.
- Follow her personal TikTok.
- Yes, I like the pacing.
- Really?
Yes, exactly.
Like so many ports.
So it was nice that we were very much encouraging each other
with our, you know, sending videos, giving it a try.
Like, it's not weird, just do it, like, let's just go.
And it was cute, 'cause it was like this little blonde
for a net five.
- Yeah, yeah.
- Yeah.
- Yeah.
- I do have to say, like Melissa said,
we started on the same day,
and we had Victoria there, thank God, for like guidance,
because if you know, being an SDR is impossible in itself,
especially when you have no experience,
and me and Melissa, like, pretty much
didn't really have that much experience.
- That's not like, but there were times
where we were like crying through the pain,
like crashing and burning, we're like,
how are we going to do this?
We would shadow Victoria, and she would help us.
And then Melissa's like, screw it.
We gotta do, we gotta do something different.
We gotta do something big.
Like, I came from being a broadcaster,
like, I'm gonna make this video in blah blah,
and she made this like TV production,
and it looked stunning.
And she was booking these crazy meetings,
and I'm like, teach me.
So she taught me, and I'm like, just trying my best
to keep up, so that shout out was amazing,
'cause all I wanted to do was try to get it as good as yours.
- I will say, I think you guys did start the video trend.
Like, when I was an SDR, I never did a video.
So kudos to you guys.
Like, I probably would send like selfies of the product
that I'm reaching out to them with.
Like, once I was like,
- Yes, crazy.
- What's the Pierre?
What's the sparkling water?
- Perier. - Perier, I think.
- Yeah. - I never really like,
- Perier, yeah. - Yeah.
- Whatever.
Anyways, just sending like a selfie or whatever.
Hey, look, I'm drinking it.
They probably were like, what the fuck are you saying?
- Okay.
But you guys are like actually like editing an iMovie,
and like, you have this whole,
like, you have your camera, the ring light,
and all this whole setup.
So you guys like, jump started the video.
- We had video days.
- Yeah.
- The days that we would actually like look nice.
So we could record all of our videos
and just like get it done.
So we could do multiple prospects at once
because you didn't always have to do your makeup
every day as an SDR.
And I remember I was like, I just like, some days,
I just, I just,
- Moast days.
- I'm gonna work in a sweatshirt.
Like, I just, I just need to.
And I'm not, who am I gonna see that day?
And like, making video days,
so that way we could bust out our videos
and then send them out was definitely helpful.
But it was, yeah, it was definitely experimenting
with a buddy the whole time.
- Sure.
- And figuring out what it was working.
But also like, we had a lot of moments that were low,
that were tough for sure.
Some months are easier than others
or you know, some months are harder than others.
Like, it just can be tough to like stay so positive sometimes.
And I remember when Delilah and I started counting
the fuck yous.
(laughing)
- Yeah. - Where we didn't get on a call or like,
anytime we got denied,
we would literally count how many people told us to f off.
- The fuck?
- And we were getting closer and we would literally talk
like how many f used did you get today?
Like, oh my god.
- Yeah. - Three.
Like, oh my god, congratulations.
So close to that.
Yes, like getting there.
- Yeah. - Let those f you through.
- No, no, no.
- But then on the other hand,
we also had a doc labeled shit that works.
- Yeah.
- I remember that. - I actually like
and shit on and then shit that was working.
- Oh yeah.
- Balancing it out.
Oh my god, those were the days.
- That's why I feel like it's so important to have a buddy.
I expect, or like even like a small cohort
and not just starting on your own at a company.
Granted, it's a lot different
because people aren't hiring in masks.
So I like, even if you are hiring,
at least set someone that you're,
you know, if you're bringing one person on
with a buddy from the team so that they feel like
they could just like go to them.
Like you're go to and talk about shit that works essentially
and count the, count the fuck you's together essentially.
- Amen.
Amen.
- So you were an SDR then got promoted to AE at Live Person.
You honestly, I think you're the queen of videos.
When people say Melissa Gaglione, they think,
oh, the girl who does the videos.
- Yeah, I feel like I record so many videos.
But it was really great, especially in the beginning
to like really figure out and test like what works
and what doesn't and to have my leadership Victoria included
to be like, yes, do it because anyone could have just said,
no, like you're wasting time.
We don't have the data, like all that stuff
and I had that trust.
But then I went over to deal as a global payroll account
executive, which was special because Michael Ardomey
to post about looking for a specific type of AE
that was gonna be building out the sales motion
for this specific product.
And I really liked him.
I liked what he posted about.
Like I was looking for a leader that I felt
that I aligned with their values.
And like I immediately just clicked with him.
I had another offer on the table for another company.
Both of them, like we're giving me jobs at the same time.
It was like a very fast interview process,
but ultimately like I was like, Mike,
I just want to work for you.
And I'm so glad that I did because what had started off
was a product that I needed to first test out an SMB.
And it really wasn't an SMB product.
Like the way that global payroll works,
it just means that you have entities established
all over the world.
Odds of you having an entity established
in an international location means that you have
a lot of employees there.
Not many small businesses have a lot of employees
in multiple places.
So we tested it out.
It obviously was not SMB.
I had to go and prove that and do a lot of research
and go through that process.
And we started up skillet to mid market and enterprise,
which was exciting.
And then what started happening was that I was getting past
all the leads.
And it was not going to be best for the business
if it was just all being routed to me.
So how do we get the most amount of money as quickly
as possible while still selling the product?
So I pitched a way that we were doing it at live person,
which was what Shauna and Carlos were doing.
So I was like, I want to be the Shauna here.
And if you guys know this, like at live person there,
I'm not sure if that position is,
I don't know, you guys tell me if that's still a thing.
It was so, I thought it was helpful for sure.
And maybe it's not like a forever position either.
But the way that it worked was a specific AE
helping other AE sell a complicated product.
It wouldn't be like split.
It was like double quote a payout.
It was really working together sort of thing.
But it really helped ease the transition for new AE's
or any AE to start selling a newer, more complicated product.
So to do that at scale, I just started
making a bunch of videos.
So that way the reps could start sharing videos
to their prospects.
And then they can also learn and educate on like,
what is this feature?
What does this do?
Why is this important?
What is price they made up of?
And just started recording as many videos
and sending them out.
So that way I can start educating at scale,
but then also they could start selling at scale.
So then video became like an internal deal progression
when I was so used to it being fully external.
And now I'm like, okay, now I'm working on it
in a different way, not 100% outbound anymore.
Now it's, how do I progress deals asynchronously?
- Honestly, that's amazing.
I don't think we've done that internally here
where we're like progressing deals async through video.
I think we'd probably also save so much time
if everyone just used video internally
because then we wouldn't have to hop on a call.
- Yeah, I was just gonna ask you what video tool
do you use internally?
'Cause like right now we found it's easier,
like that call we just got off of Victoria,
someone's gonna make a loom to teach us something.
Instead of having everyone hop on a call
at a specific time and get everyone's calendars in order,
there's gonna record themselves on loom.
Do you guys use loom or are you guys to use something else?
- Dude, then far.
- Yeah, I was gonna say, she's literally
like you far out of the deal.
- And then a deal.
And did you sense where I got deal?
- I used it for outbound and things like that.
Right now deal, they're just,
they're looking at their options.
There have been a lot of changes when it comes to that.
But yes, I use SenseBark as an individual user
and there's a lot of SenseBark users at deal,
which is exciting because they were using loom
and now they're no longer using loom internally.
And there's a lot of people using SenseBark there.
So.
- Okay, well, if you live person is to jump on the bandwagon.
- How big did you grow the team at deal?
- So I hired a few people that one was working directly
with me and then we expanded the international team.
So I was the first and then now the team is up to,
I believe it's over 11 to 12 globally,
which was pretty exciting.
But also keeping in mind that the product,
it was becoming more and more focused on global for sure.
So even though there was a now market for it,
it is a little bit more of a international product.
- I think it's so cool, Melissa,
that you pretty much like jump started your career with video
and now you're running a sales team
over at a tech company that essentially sells video tools, right?
Or it's like a loom.
- It's way better than loom.
It's the new wave of video for sure,
which is why I was so excited about it
'cause I was originally, they came to me
as a strategic advisor about like a year and a half ago
or maybe more actually.
And so I started working with them where,
they gave me the product, I started to use it
and I was like, holy shit, like this shit rocks.
And I would kind of talk to them about where I think
they should go with the product,
what could be adapted, like things like that.
So like, remember Delilah, like all the custom thumbnails?
- Yeah, exactly.
That's how I was bringing that up because we started,
we didn't have loom, we didn't have Sensvark,
we used iMovie and our iPhones and stuff
and just edit it together and like a teleprompter up.
Exactly.
So this is just full circle.
- Yes, so it's becoming like more easier to edit
your videos in Sensvark.
It's like just, it's really exciting to see where it's going
where it's already at is cool,
but like where it's going to go is really exciting.
All the things that's stuck about video is like,
it just takes a long time.
- Right.
- And it's hard to, you can't do it at scale
and that's literally what Sensvark is fixing
is speed and scale.
- Okay, let's say I'm an SDR, I'm, you know,
four months in ramp or what have you
and I really just want to stand out from the noise.
Like, what's your process from A to Z
in terms of sending a prospect the video?
Before I started using Sensvark,
it used to be just focus on your high priority contacts
because it takes so long to make a video.
Now, like, it's part of your sequence.
So, you know, when you think about like,
you build out a sequence for an SDR team
and like step two or like step four is like, make a video.
- Yeah, yeah.
- Most of the time, those reps would get you that step
and either try to find time to make that video
or they would just pull in a generic one
or they would literally just skip the step to avoid it
or it would just literally sit there for like three days
and then they would make a video for it.
So instead, Sensvark, you just paste a link.
You take that link that you've pasted
in any person that's in that sequence.
We auto generate an auto clone your voice to say their name.
We change backgrounds.
- The whole video is personalized through that sequence.
So previously, I would say do a lot of research
and do all of these things
and start making these personalized videos
and all of these thumbnails and all that stuff.
But instead, I'm gonna tell you to be strategic
with your sequences.
So that way your sequences are highly relevant
and then the video does the personalization on its own.
So like, if you're doing trigger based outreach,
which is you identifying the reasons
why you're reaching out to that prospect.
So that could be one that's like maybe someone checking
on your website, right?
That's a different type of outbound
that you're gonna be doing.
But if you're also looking at job changes
and they have, you know, you're seeing
that they are hiring in a certain location
or you see a trigger where maybe they've been mentioned
in the news or something like that.
There's a lot of new AI tools that are doing all that for you.
So if you're able to start building out sequences
based off of multiple triggers
and you're able to say new job plus hiring
in XYZ locations or hiring internationally,
that's enough for me to start to sequence.
These 15 accounts where it's still gonna be hyper relevant
to them because of these two triggers.
And now I'm gonna input a video that's gonna just auto clone
and say their name so that way.
They know that it's specifically for them
and it's relevant to them because of the research
that we've done prior.
So I would say start to finish, start planning out
and bucketing your accounts based off of triggers
and then building out sequences around those triggers
that you're gonna auto send those sequences to
and then replacing some of those touch points
of email with a video.
- And how long do you suggest SDRs
send out a video for 30 seconds, 45?
- Oh my god, yeah, so short.
I feel like we used to be able to hold attention longer.
It used to be like 90 seconds.
I wanna keep it closer to a minute
if you can keep it under that, that's even better.
And also keeping in mind,
just like your sequences, right?
You can't give them everything in the first email.
Totally. - You grow their intelligence,
you grow their knowledge throughout the sequence.
That's the beauty of a sequence.
So it's the same thing with the video.
You might not be able to get through everything
in that first video, but in, you know,
maybe step two is a video and then step six or five
is another video adding to it.
You know, it starts adding their understanding
of what it is, your drip campaigning,
you're dripping the information to them,
but they're quickly reading or quickly watching
and learning about your product,
rather than getting an entire email that's like super long
and they're like, they're not gonna read that, you know?
- Did I hear this right?
You can like film one video and then use that
and it changes the name of the person you're speaking to.
The next time, like, does it look like my lips are saying
their names?
- I'm gonna ask that.
I was gonna say, does it sound like a bot being like Melissa?
- Yeah. - It's actually funny.
So I'm obviously super American and sometimes
there are names that are not American
that I will probably say super Americanized, right?
Because naturally, I don't know how to say certain names.
So even that, well, even the AI will even pick up on
how freaking American I am.
- Oh my God.
It will say the prospect's name, super American.
But if I am, you know, a Spanish speaker
and I have, you know, that type of accent, that nice flare
and I'm saying a Spanish name, it's gonna say it the right way.
It's gonna say it with a Spanish accent.
So it picks up on that as well.
- They're gonna make me sound like a Kardashian
or something.
- Howling, girl.
- I'm gonna say, "Sensefarks sales going way up after this."
- Yeah, right.
- Can we see a demo on this?
- Yeah. - Yeah.
- Sure.
- Wait, no, that's honestly, that's like really, really sick.
So you're building out the sales team right now.
- Yes, which is super exciting.
- So are you currently hiring AEs?
- We are starting to look, which is great.
- You heard it here?
- It's really exciting for sure.
I've been talking to literally anyone and everyone.
Like even if it's just one person,
that's like, "I want one user just for me."
Like, sure, like, let's shit chat.
Because I want to know what like their experiences,
what they're thinking about it to.
Made a lot of changes, made a lot of adjustments.
We have new pricing, new pilot information,
new educational resources.
We're doing a lot because just like with Lavender,
right with email, people needed to learn
how to write better emails.
It's coaching them on those better emails.
And then now when I think of email,
I think of Lavender because I get better with Lavender.
So I want that same mindset with SenseBark.
I want people to know that they get better at video
with SenseBark.
So how do we adjust the sales?
How do we adjust our marketing?
How do we adjust with what is SenseBark?
So that way reps go.
I get better with this.
- I love that.
- That's what we're building out.
It's really exciting.
And it's gonna be cool to start really hiring people
and then ramping them up.
The first thing I did was I bought Kevin Dorsey's sales.
- Love him.
- Shout out KD.
- I know.
I forgot what the course it is.
- Yeah, KD, if you're watching this,
we'd love to have you come on, but.
(laughing)
Talk.
- What are you keeping them for a live person once, right?
- Yeah, a long time ago.
- Yeah.
- Melissa, one thing too that I love about SenseBark
is that your CEO's a badass female.
- Yes, I love that.
- I know.
- I know.
- I met her at a networking event a few months ago.
I think it was a POLLOWS event.
And I just went up to her.
I'm like, it is so cool that you're a female CEO
'cause we don't know many of them to be completely on it.
I was like, that's so badass.
I'm like, hopefully one day I'll have my own company,
probably not, but one can dream.
- Really thick.
- I don't know what I would make my company though.
- It will come.
It will come.
- Maybe ice coffee.
Just yeah, it will just come.
- Did you just hear her?
She goes, maybe you'll make it ice coffee.
- You drink a nice coffee and just the ideas are flowing.
- Actually, you know what's really disgusting
about this coffee?
- It's barely anything in here.
(laughing)
- What's your coffee order?
- Oh, it is, it's always ice coffee
even when it's cold outside.
- It's black.
- Get off.
- It's not, but there's no, I don't put any,
just she's, there's no sweetener, isn't it?
I just do a little bit of almond milk.
It's like the slightest step up from--
- Black ice coffee.
- Melissa, I'm actually starting to become gluten free
and I know that you're gluten free,
so we definitely need to chat because,
I think I'm gonna say myself out.
- Yeah, okay.
(laughing)
This coffee that I got was an ice coffee,
one pump caramel and a splash of almond milk.
- That's good.
- Yeah, it was really good.
Delilah, what's yours?
- About three heaping tablespoons of brown sugar oatmeal
in my, in my double shot espresso each morning.
- Honestly, your coffee's pretty fire.
- Yeah, that sounds so good.
- Melissa, yet again, we interrupted at some point.
It's so bad.
We had will on last week and I was like,
"Well, just saying you know, we're like really ADD."
And he's like, "No, it's okay, me too."
I'm really, it was worse for him though
because he was like 9 a.m.
- You at least got a chapter lunch.
- But yeah, so I think it's really bad ass.
You have a female seat.
Do you report directly to her?
- Yes, I do, I do, which was really exciting.
'Cause I agree.
When I, the first time I met her in person,
I was like immediately obsessed with her
because like, yes, female founder.
Also, it's like 2% of female founders
actually get funded by VCs.
It is 2% - 2%
- Wow.
- Yes.
- Yes.
Yeah, it's a challenge for women to get funded.
What, it's a whole different set of challenges.
It's already hard to get funded in general.
And then to be a female trying to get funded,
like VCs don't typically fund women.
- Wait, and my mind was blown right now.
I didn't know that.
- So Lila, let's start a company
just so challenge accepted
so that we can get some funding for whatever it is
that we wanna start.
- What do you think of that?
Challenge accepted.
- Yeah, we'll talk.
I don't know, I keep saying it.
I just think it's so awesome, Melissa,
that you have made this video prospecting
into your whole career.
And don't you have a side business too?
- Yeah, a few things going, which is exciting.
Don't know why I did that to myself, but I did.
- And you just got married.
- You're a thriving girl.
- Congratulations, by the way.
How was the wedding?
- It was really good.
I raged.
It was really fun.
It worked out really well.
I was excited about it.
I planned the whole thing myself.
I was quite proud of it.
If anything, my Nona accidentally got way too drunk
because she didn't know the espresso
that I sent out were espresso martinis.
So now she makes them, she loves them.
And if that's any indication of how the wedding went,
that's how it went.
So.
- We all know how she likes her coffee now.
- I'm sure Nona had a fabulous time.
So you do all these things.
I remember you were super, super organized
and you have a routine.
Maybe talk to us a little bit about
what your routine looks like today.
How do you have time for yourself
with all these different things that you got going on?
- Honestly, my routine has definitely evolved
mostly because I torn both of my meniscuses
like a year ago, which is totally,
yeah, I don't know how.
- Totally.
- I know.
So sad.
- I'm like, I need your active, but I didn't know
you were in. - Yeah, I know that.
I messed it up.
I couldn't even wear heels on my wedding
because I haven't worn heels in over a year, which is--
- I mean, they're pretty tall.
You don't need them.
- Yeah, it worked out for my husband
because if I wore heels on our wedding day,
it would be kind of close to the same height.
But.
(laughs)
Yeah, so I don't know.
I tore my meniscuses.
So I haven't been doing my,
I used to do spin in the mornings and I'm not so much.
I've actually kind of flipped in.
I've been doing like my regular mornings
of like, I do my kitchen clean, I clean up my stuff.
Like, I listen to my podcasts,
I do what it is that I want to do.
And then from like eight to nine is when I do
a lot of my like extra curricular stuff.
So anything that I have going on when it comes to like,
you know, different content or like,
if I'm working on a course or a community
or if there's an event,
I try to get that stuff done then.
And then I've been working out after work,
which is sometimes hard to do.
'Cause sometimes it's hard to like stop working.
You know what I mean?
Like, it's hard to be like,
I got to like stop and like, like leave and like do anything else,
you know?
- Or if you're just like drained at the end of the day
and then you don't have energy for the workout,
that's my problem.
- So I was so good with her morning routines.
Like every single day has a strict morning routine
of she gets up, she goes for her walk,
she goes on the treadmill, she goes to plot like,
all before like 8 a.m. and she'll like FaceTime me.
I'll be like still in bed like opening up my eyes.
I'm like, how the fuck did you go for her walk?
- I'm like the human version of a golden retriever, I feel like.
- Yes, you are.
(laughs)
- But yeah, it was so important, like work life,
balance to just clear your head.
I was talking to an SDR about this yesterday.
To me, that morning routine and that morning workout
is just as important as like drinking coffee
and like someone having caffeine in the morning
before they start doing it.
- Okay, Melissa, we like to get into,
we always say we get into fun rapid questions
and then we tell the guests that they're not that like rapid.
They're fun.
- They're fun.
- They're fun.
- The first one I wanna start with is
what's the last photo that you took on your phone?
- That I took of me or that I just took it in the general.
- The last photo on your phone.
- Oh my god, you're gonna die.
It's a screenshot of kitchens.
- What is that?
(laughs)
- Are you reading your kitchen?
You know what you're moving?
- Yeah.
- Did you already move?
- No, yeah, I closed tomorrow.
I just like this back splash.
So I took a scrape,
let me see if that will come through.
It's hard to see.
- You just heard my youth,
your luck reset from here.
- And it's hard to see there, whatever.
Anyway, I just, that.
- Where are you moving to?
- I am moving still in Tampa,
but a little bit more north of Tampa.
So about like 25 minutes from downtown,
which I mean, I guess now I am 25 minutes from downtown,
but I'm moving closer to my parents
and my husband's parents.
- Nice.
- We'll be like literally 10 minutes away from them,
which is nice and I'm very excited.
I can't believe I've been in the same room.
Like you guys know this room.
Like I'm gonna miss it.
- Yeah, I'm gonna miss it.
- Yeah, it's coming to an end.
It's all cleaned up.
I have to take down my painting and stuff,
but yeah, we closed tomorrow
and then we move on the 4th of July.
So.
Not gonna lie, like when you popped up on here
and I saw your painting the background,
it felt a bit nostalgic.
I was like, I remember that one.
Oh, congratulations, that's awesome.
Are you gonna part in?
I thought you were about to just ask her,
are you gonna have a kid?
- I'll ask you that offline, we'll tell you.
- Yeah.
- Okay, if you could make a law
that everybody had to follow, what would it be?
- A law that everyone had to follow.
Probably be a driving law.
Like people in a stop being so slow in the left lane.
- I think that one.
- I know that literally is a law,
but if you won't listen to it,
I'm just moving.
- I go, that's a good one, as if I had no idea that was a law.
- Actually, in Portugal,
me and my friend were just in Portugal
and we're driving in the left lane
and we're going like more than the speed limit
and everyone there flashes their brights behind you
and we're like, they'll literally come up right behind you
and like tailgate you
and they'll flash lights if you're not going like
30 above the speed limit
or like if you're not racing down like crazy
and we're like, what the,
like it was actually petrifying.
- That's like that road in Germany,
what's it called where there's no speed limit?
- I don't know.
Comment below if you know what I'm trying to.
- So the left lane is a passing lane,
just so you guys know.
So if you're just like laudie dying in the left lane,
like you're not supposed to be laudie dying in the left lane.
So like you're only in the left lane
if you are literally going past someone else
and then you're getting over.
But the people that just drive 60 miles per hour
in the left lane when people are supposed to be passing,
like that's where people get road rage
and people get angry and all that stuff.
- Yeah, road rage?
- No, no, I don't.
It's just causing more problems.
And then nobody's moving sort of thing.
Like everyone's going the same pace
and like no one's getting past,
it just causes issues.
So we're in a lot of put in place.
- I actually once remember I was like driving six.
I'm going to get canceled.
I was driving 60 in the express lane.
Like have you ever driven in South Florida
and you know the express lane that like you take
from Boca to Miami.
You went 60 in that lane.
- It was so bad.
It was my friend, Nikolai was in the car
and he's like, he's like speed it up.
Oh my God, I'm scared.
(laughing)
- Oh my God, okay wait.
The German street is called the Otto von
and there's no speed limit.
I worked with him more of like the freeway in California.
- That's like a shit show.
And I just think of the scene in Clueless
of when she's like her boyfriend's yelling at her
and she's trying to drive.
I just pull over on the phone and start moving out.
(laughing)
And then Cher sitting in the back like, I'm Cher.
Okay.
(laughing)
- What's your favorite quote or mantra to live by?
I feel like this is such a you question.
- I do have one up there that I got
from when I graduated from high school
and then I hold on to it.
And it's just about like manifesting your life.
But one that I really like from Justin's Pelotonum,
so annoying is I do anything the way I do everything.
So it's like anything that you do,
like you should be doing it with like everything that you have.
Like any or I think that's what it is.
- Like putting all your effort in essentially.
- Yes, so like whatever it is that you do,
like put your effort into it, like don't have to ask it.
Like get it.
- Oh, I love that.
- Yes.
- That's from an instructor or?
- Yeah, I love instructors.
I literally, the Peloton people just make me so happy.
- I love that.
- So happy.
There was one time when this was before I got my bike
because I got a regular bike and then I got the Peloton app
to see if I really used it a lot.
Doilie, you might remember this,
but there was this really rough day.
This was before Victoria moved up into manager,
but we had another manager at the time who lived overseas.
And he was really mean to me that day.
And that morning I like literally fell over my stationary bike
that fell on top of me and I have all these craps on my legs.
Like I was all messed up and so like you were like,
you literally fell off of your bike today
and you got yelled at and you still got up.
And I was like, yeah, you're right.
- I'm yelling at you.
- I'm yelling at you.
- Oh yeah, I don't remember that,
but I'm so glad I said that.
- I do, I remember.
- Oh my God.
- That's so funny, so you're just talking about
who she'll not be named.
Good times with that one.
What's something people often get wrong about you?
Like what's a common misconception you would say?
- I love this question.
- It's tough.
- If you ever read Reddit,
- Are you on Reddit?
- You want?
- It's pretty brutal.
- Oh, are you on the link?
- Wait, are you on LinkedIn Lunatic?
- If you ever want a good laugh, like truthfully,
like I've gone through and I've literally really have laughed.
Truthfully, I really have because like you have to laugh
with those things.
Also, back when I was a news reporter,
I used to get jail mail and people used to tell me
how ugly I was all the time.
So I'm like, nothing can take me to out of it.
So like-- - I didn't know that.
- Yeah, you're thriving.
The haters are hating.
- Yeah.
- Also, if you made it on Reddit, you made it.
- Oh wow.
- Like I'm like kind of jealous.
I feel like if we're killing it, we're on Reddit.
- I hope people are crawling us on Reddit right now
'cause of our podcast.
- So cool.
- So sweet.
- Holy me.
- People are wild, but I think a lot of people
think that I'm like a drill sergeant, I think sort of thing.
Like that sort of vibe.
Like if I'm just like--
- Like strict.
- Yeah, like super robotic.
I don't know, something like that.
But I'm pretty, I think I'm pretty easy going.
I'm pretty like flowy, I think.
I mean, I do a lot of yoga, like I'm pretty chill.
- Wait, that's slow, interesting.
I don't get that at all.
- Yeah, I would.
- I would never have done that.
- I was just going to say, I do not see you as drill sergeant
at all.
Like if anything, you'd be like Kelly Cadet,
who's the girl in that movie?
- Oh my god, Kelly.
- Kelly Cadet.
- Cadet Kelly.
- Is that a man of fines?
- No, Hilary Duff, don't try.
- Hilary Duff, I buy.
(laughs)
But that's so funny.
- I kind of see as the exact opposite.
Like someone very like happy butterflies.
- Reals.
- Reals.
- Reals, spirit, but like people don't like people
who are happy, so.
- Yeah, I think that's it, but if you ever want to laugh,
it is you will fucking laugh.
- Well, I think we should.
- It's brutal.
- Wait, is it on LinkedIn lunatics that you looked at?
- Yeah.
- Yeah.
My sister went down a whole spiraling rabbit home.
Like, I'm like Stephanie.
- Oh yeah, you can't.
- Stop looking at it.
Like who the fuck cares?
You don't know these people.
Like your organization all the time.
This is a question we like to end with.
What's the best piece of advice you've ever received?
- To bet on yourself.
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