Join Ryan for part 1 of 2 as he speaks with Brendan Kamm, founder and CEO of Thnks. Kamm shares insights on leveraging gratitude in business, discussing his company's innovative platform for expressing appreciation in professional contexts. The conversation explores the human element in sales, revealing top use cases for connecting with people authentically. Kamm's approach to scaling a business without losing sight of personal relationships offers valuable tips for closing revenue and building successful companies.

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KEY TAKEAWAYS

• Thnks is a gratitude expression platform targeting large distributed sales teams, allowing for easy sending of small appreciation gestures.
• The company has grown to $30-40 million in ARR since 2016, with a team of about 50 people and under $15 million in total funding.
• Thnks relies heavily on network effects and product-led growth, with recent expansion into paid advertising and enterprise-level deals.
• Brendan emphasizes the importance of authenticity and relationship-building in sales, moving beyond mere tactics to focus on long-term connections.
• The company has observed measurable business outcomes from gratitude gestures, such as faster rescheduling of cancelled meetings.
• Brendan suggests focusing on thoughtful, personalized gestures rather than relying solely on traditional gifting occasions like birthdays or holidays.
• Ryan and Brendan highlight the balance between leveraging technology and maintaining human connection in modern business relationships.

BEST MOMENTS

"We call it a gratitude expression platform. Basically, it's a way to send a small gesture of appreciation in a business context.”

"Our philosophy is people like to do business with people they like. I think that's always been the case and everyone likes someone who appreciates them."

"It's easy to fall a little bit into the trap of tactics, right? And it's not that you write, you need tactics and you need to get your numbers, but it's, it's too easy to kind of let go of the end result, what you're really looking for."

"We want to focus on that sort of authenticity and that idea that these things take time. It's not just, I sent a thing. Did I get what I want back? It's gotta be less transactional than that over time."

"You can have hard business outcomes and track how these things affect even not in something as simple as that."

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io