Product Update: Personalize and Schedule your Sales Campaign

We know putting a prospect on a Sales Campaign is a big deal – it’s your one shot to catch your prospect’s eye and drive enough value to get to the next stage in the Sales process. And, once you have a campaign running, you will find yourself adding people to that campaign over time.

It’s nerve-wracking and you want to make sure everything is *perfect*.

Before now, adding touches of personalization and scheduling a Tout Sales Campaign took some serious sales juju, a dance move from Antonio Brown’s playbook and a wish. Not exactly the reassurance you expect when you’re pressing the big bad ‘Launch Campaign’ button.

But don’t worry – we’ve just made it so. much. easier. for you.

Check it out:

Personalize and Schedule Campaigns

Now, whenever you are launching a Campaign – you have the ability to:

  • Personalize and preview the messaging you are sending to each individual on your Campaign
  • Schedule your personalized Campaign or send it right away

And best of all, you can do this from wherever you work – in, Outlook, OWA, Gmail or from Salesforce – right from an individual record or even in a listview.

Looking to become a Tout Pro? Visit Tout University for more tips and tricks.

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Sell like it’s 2014 not 1994.

Throwback Thursday: It’s 1994 and you’re a salesperson at an indistinguishable company. You’ve got your Rolodex of leads and a printed out spreadsheet of numbers to call, or even better, the Yellow Pages. You’re living in an age of pre-Google, pre-LinkedIn, and when the only Internet option was AOL.

Sales in 1994 was all about you: the salesperson. The elevator pitch was about you and the big solution. Cold calling was your go-to approach for the connection, the pitch, and the sale. Maybe your office was something straight out of Glengarry Glen Ross? Yikes.

Thankfully, it’s 2014.

Sales has changed. If you’re having a hard time getting into 2014-sales-mode, here are some pointers:

Personalize Emails

The inbox is a personal fortress. The keeper knows who’s visiting and they only want the important people inside. Unexpected visitors—or emails—are typically not welcome.

Instead, personalize your emails before sending out that cold email:

1. Take the time to research, connect, and engage with your prospect. It’s 2014, if they’re anybody they have a presence somewhere on the Internet.
2. Check out their Twitter to see if you share similar tastes and distastes.
3. LinkedIn’s InMail feature is an invaluable way to make an instantaneous pitch.
4. Keep it short.

If you want prospects to read your emails—take the time to read about them. Don’t be afraid to exhaust all your resources. After all, you’re a stranger invading their fortress.

It’s All About Timing

A good sale is all about great timing. Time is precious—we only have 24 hours in a day, that’s 86,400 seconds a day. Make all those seconds count.

Use these approaches:
1. If you’re sending out a cold pitch—put everything right where they expect it to be. There’s no room for surprises.
2. If a company has just hired a new Executive, reach out.
3. If there’s a recent product launch, reach out.
4. Show prospects how your product can benefit their business. Show them exactly how you can help and outline your specific course of action.

Seconds are literally ticking away, what are you waiting for?

Focus Your Time

Like your prospects, as a salesperson, your time is likewise valuable. You’ve got those same 86,400 seconds in your day. Use those seconds wisely.

Here’s how to focus your time:
1. Your job description as a salesperson holds the same purpose as the business: create and keep customers. Direct your efforts to doing that every single day.
2. Make a “to research” list for prospects, a “to contact” list for those you’ve researched and are ready to reach out, and a “to follow-up” list to maintain relationships.

Above all, be yourself

A salesperson is a human—not a wolf. A salesperson wants to help, solve a problem and improve workflows. If you’re going to create and win opportunities, you must be yourself.

People want to buy from people. In 1994, you might have read from a script. It’s 2014, be a person. Everyone has a personality and a sense of humor. Use your human skills to create a relationship instead of a cold transaction.


5 Things I Learned at the Sales Hacker Conference: Part 2

I was lucky enough to attend my second Sales Hacker Conference. The first time around, I learned some of the most valuable “sales hacks” in my career.

This time around, I learned a few more! As our CEO TK always says, “Don’t be lazy. You’re in Sales.” Here are my notes so you can hack be a Sales Hacker yourself:

1. What type of emails do executives respond to?

John Barrows breaks it down best…

2. Always use humor

No joke. Carolyn Betts (CEO from Betts Recruiting) got 250 salespeople laughing with this video: S*** Not to Say In an Interview.


3. Do your research and keep it personal.

I try to always have a personal “talking point” with each customer. Whether that’s knowing where they’re from, which school they went to, or their favorite sports team.

3 personal hacks that will cut down your time:

  1. Setup LinkedIn saved searches to catch trigger events right away
  2. Feedly will aggregate all your news
  3. Use Gagein for instant company alerts

4. Collaborate

I loved Sales Hacker New York, but one of my top takeaways from Sales Hacker San Francisco remains true.  Post-it advice from Doug Landis.

5. Become a Superhuman

Be personal on a large scale. How? TK’s 5×5: Personalizing Relationships at Scale.

Quick tip for sales emails:

*Bonus Hack: Love your team and customers

Stay tuned for Customer Success Hacks at the GainSight Pulse Conference!


Taken by Tout: Why I hopped on the Tout Bus

Change is afoot. Disruption is brewing. Investment and consolidation are the buzzwords of the day. Cloud computing – specifically marketing technology – is one hot target: speculation around IBM’s Silverpop take-over,

Oracle’s 1.5B Responsys acquisition and SFDC nabbing ExactTarget for a cool 2.5B. This is a trend, not a flash in the pan. The “Marketing Cloud” is proving itself to be not just a catchphrase – but a corporate necessity.

The real question is where will the capital flow next? Analysts are talking about the evolution of the CDO, and the impending battle of the CMO vs. CIO. While I agree that marketing is earning more seats at the table, and organizations need the right leaders to architect strategy in the age of the customer – but what about the sales organization? The organization that’s tasked with executing the growth plan and building brand relationships beyond the scope of marketing.

What about the sales person?

How has sales changed in the last 20 years? How has the process evolved for a rep at Pfizer? Before you respond with – think about the audience Salesforce serves. caters to one stakeholder within the sales organization: the manager. While does allow the sales person to create Activities and Opportunities, both are used primarily to provide better transparency for management – forecast pipeline and assess win rates.

Salespeople matter. These teams drive revenue, take the hard beatings and thrive on challenge. They’re hungry. They need and want anything that ensures success. They’re ready for a “Sales Cloud”. How do we begin addressing this thirsty desire? ToutApp is ready and waiting with some hydration — and I’m thrilled to be on this thirst quenching train.

In just over twelve months, we’ve seen VC’s begin to address the disruption of sales: 50M C-round for ClearSlide, 40M C-round for RelateIQ, and 35M B-round for The revolution in sales began with the social selling movement via Jill Rowley, Koka Sexton, and others; but, will gain momentum around the empowerment of the sales person through the effective use of technology.

Sales leaders educate, engage, and leverage social networks to deliver relevant insight that creates relationships. The problem? How do you know what’s working? That’s where ToutApp fits in – exposing engagement data, thus, empowering the sales person to make effective decisions. ToutApp is centered on the sales person, and provides the ability to test and optimize content delivery at the individual and collaborative level. Management can finally answer the $64M dollar question: what messaging generates more Opportunities.

Why I hopped on the bus? ToutApp has a kick-ass team with a vision of changing the face of sales.


New Feature: Personalized Dynamic Fields

What are Dynamic Fields?

Dynamic Fields: Those magical AND time saving {[brackets}} that automatically put information into your emails (name, address, company name, etc.) without having to type them out!

They’re our form of mail merge. You can use them to personalize your email templates with predefined attributes like {{first_name}} or {{company}} and they’ll automatically be filled in with the correct info (great for group emails)! It’s a big time saver and keeps you from having to type in separate information for the same template!

Where is it located?

To add a dynamic field to a template, just select the one you’d like to use from the Tout Dynamic Fields button:

Our new feature: Sender Information

Get excited, because we’ve gone ALL TOUT and created a new feature that will help make templates and dynamic fields even more valuable!

  • You can now pick “Sender Information” and then choose a set of fields that will refer to the person sending the email vs receiving.
  • This will come in handy for templates being created and sent from the team for friendly signoffs like “Thanks! {{my_name}}”.
  • It will also help when you’re sharing templates with your team. Each person can make the same template more personalized!

Learn more about Dynamic Fields here.


Be more productive and close more deals in 2014

I decided to get a new little gadget called a FitBit to help motivate a healthier lifestyle. The coolest part was seeing how many steps I took each day. The saddest part was when I realized I had spent an entire 12 hours sitting at my desk only taking 25 steps the entire day. From that point on I made it a goal of mine to make sure I get out and move. The lesson that I learned this month is you still have time to get ahead. No matter if it is lifestyle changes, career goals or sales aspirations, don’t hold off on all your resolutions till after the New Year.

Have you ever walked into a gym in January? It’s a giant cluster of chaos and adrenaline with your workout time spent waiting online for a machine. Come March the crowds trickle down as people either stick with it or move their “get healthy, workout more” resolution to the bottom of the list.

My biggest piece of advice is to get a jump start so you can be ahead of the game and have your routine down come January.

Now, let’s apply this same concept to a career related resolution.

I want to be more productive and close more deals in 2014.

Koka Sexton hits this spot on in A story of two sales experts [infographic], “One of best pieces of advice I got as I grew up was to always find ways to work smarter and not harder. By leveraging people, technology and other resources in a smarter way you have the opportunity to have a much larger impact than if you just worked harder in a vacuume.”

Put a simple plan in place and evaluate where you're wasting most of your time.

For example, “This past year I wasted a ton of time manually creating proposals, agreements and invoices. So my team and I found an awesome tool DocuSign to alleviate the pain, automate and give us back more time in the day to focus on selling.”

While I won’t be using DocuSign Christmas Eve, I’m armed with the right tools to go into 2014.

On the flip side, there are a ton of small tasks you can check off your list to tackle resolutions before the official kick off date, Jan 1, 2014.

Here are a few actionable tips to do right now so you can be more productive and close more deals in 2014:1. Prospect, research, get introductions and knock out some of the sales activities that will take up most of your time come January.

  1. If you get ahead of your prospecting you’ll be way ahead of the crowds and more likely to score meetings come Jan.
  2. Or if you’re REALLY ahead of the game forge relationships NOW and confirm meetings on your calendar in January 
  3. Rest up, sleep and recharge. Don’t wait till Jan 1 to do this.
  4. Make a list or multiple lists. When you return to  the office Jan 2 it is going to be pretty tough to remember everything that happened pre 2014. If you jot down reminders for yourself, to dos and goals now, it will be an easy way to get back up to speed quickly post holiday madness.

Most importantly, Happy Holidays and sending some cheer your way from the ToutApp Team… 


How I met my top prospect in the bathroom line and other tricks to figuring out who’s worth it at Dreamforce

The best way to conceptualize Dreamforce is a Vegas for SaaS. Just like a casino, Moscone Center blasts the A/C to keep it nice and cool. Time is irrelevant and there is no sign of a clock anywhere in the building.

Here are three tips to surviving at a conference, in everyday sales or anytime you’re in a crowd of people:

1. Put down the darn scanner

Photo Courtesy of

Dreamforce felt like an extreme game of laser tag. Free you say? Do you want want a nifty pair of headphones, a water bottle, a little trinket? You’ll have to pay with getting scanned.

I faced two options. I could enjoy the competitive game of laser tag and scan away or spend four whole days networking, building relationships and having meaningful conversations to actually sell.

Thank you John Barrows for this tip. Get cards, take out your phone and set up a meeting right then and there.

2. Don’t let the time wasters suck you in

How long does it take you to figure out if someone is qualified? I surveyed a handful of sales reps and the consensus was about 10 seconds.

Let me take you back to our booth so you can get the gist:

Time waster: Points to a Macaroon “What is this? Is it good? Is it gluten-free? Do you have any other options for food?  What do I have to do to get one?”
Me: Do you work in sales?
Time waster: No. So… tell me EVERYTHING.
Me: Do you use email?
Time waster: Nope. Can I have another Macaron?

Politely finish up a conversation with a time waster  as fast as possible whether you’re at Dreamforce, on a call or in a meeting. Seriously, don’t waste your time. There’s plenty of qualified fish in the sea.

3. Get outside

Always have your game face on. Waiting on a long line for a coffee, at the bar or even the bathroom line can be prime places to network. You never know where you’ll meet a qualified prospect or an active buyer.

Go and party. I’m serious. Make someone laugh and engage in a genuine conversation while still maintaining professionalism is the best way to build relationships and close deals.

The people you meet “outside” are worth it.

Four days later, too many hours to count, a few new “prizes” (I admit I’m a sucker for the free water bottles), a stack of business cards and a handful of calendar meetings, Dreamforce ended.

Now what? Follow up! Here’s s few email tips to follow up with your stack of business cards


What are the guidelines to follow when sending outbound sales email campaigns within the Predictable Revenue model?

Here are 5 tips to get you started.  This assumes you’ve already read the parts of Predictable Revenue which go over why I’ve always liked the “referral” approach rather than cold calling.  

(If you haven’t read the book, there’s a sample of the right chapters at the bottom of this article: “Why Sales People shouldn’t Prospect – An interview with Aaron Ross“)

1) Keep it SHORT & SWEET
Make it easy to read on a smartphone.  Short.  Sweet.  To The Point.  Ruthlessly cut out any words that are jargonish, confusing.  Examples: words meaningless words like “leading”, “leverage”,”platform” or any TLA (three letter acronym).  Cut out anything that’s not useful or polite.

Tip: reading your emails out loud helps you hear where you’ve written bullshit.  Your email should sound like a natural conversation.

2) Manners
Say “please”, “thank you” or whatever your version of being polite is.  You can be to the point, but with a friendly feel.  Manners are important.

Tip: You can’t say or write ‘please’ too many times.

3) One simple call-to-action / no more than one question
This is similar to the short-and-sweet rule, which is make it easy for people to understand why you’re emailing, and make it easy for them to take action.  Ask no more than one SIMPLE question per email.  “What are your top ___ pains?” is not a simple question to answer.   “Who’s in charge of ___”  or “Are you free on Wed at ___?” are examples of simple.

Tip: You can ask questions in friendly, non-salesy ways: “what’s the best way to get 10 minutes on your calendar” is friendlier & less salesy than “when can we talk for 10 minutes?”

4) Don’t “sell”
Educate.  Inform.  Intrigue.  If you’re salesy at all, your emails will bomb. If you include anything about your company, one sentence may be enough, or a a short paragraph at the most.  Less is more – don’t go on and on about how great you and your products are.  Remember, if you’re using a referral approach, the people you’re often emailing won’t care about what you do, they’re just trying to decide if and to whom they will send you on to.

Tip: People care about what the results you create, not about how you create them.  “We’re sales consultants” (so what?) vs. “We help companies double or triple new sales growth” (hmm that’s interesting, how?)

5) Don’t send too many emails
Per full-time prospecting rep, 1000-2000 emails per month should be PLENTY.  If you are sending many more than that, it most likely means that a) your email templates aren’t getting the response rate you want (at least 5%), or b) you too many responses falling through the cracks, and your organization system needs improving.

Tip: Writing emails that get responses is just the first step of a multi-step prospecting process.  Don’t lose sight of the fact that to make this predictable and scalable, you need systems in place.  The most common mistake: executives too focused on demanding lots of activity & results, and ignoring the quality of them.

6) Find a great app for emailing
There are a million emailing apps for salespeople and marketers today, because the functionality built into, gmail or other sales systems is usually pretty simple.  For example, emails sent from are rumored to be more likely to be caught in spam filters and their tracking is rudimentary (or non-existent).

Tip: My favorite for prospectors and salespeople, and what I recommend to all our consulting clients is ToutApp.  They’ve just designed it to do exactly the kinds of prospecting and emailing we teach.  Setting up an auto-series of prospecting emails, innovative tracking features, the best integration to that I’ve seen (though you don’t need to use it), and neat reporting features are a few reasons I love it and why I’m excited to create some neat stuff with them, like a forthcoming Predictable Revenue Edition of Tout.

More on all of this: 

Guide: Triple Your Pipeline (v1.0) – Predictable Revenue

Book: Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of

Tip from the ToutApp team: We highly recommend reading Predictable Revenue to anyone from an entrepreneur, a fresh sales rep or a VP of sales. The book reads as if Aaron Ross is having a direct conversation with you. He gets to the point quickly leaving you with actionable steps and kickass takeaways.  

Aaron Ross is the #1 best-selling author of Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of  His consulting company, Predictable Revenue Inc., helps companies with sales teams double or triple their growth.  Before Predictable Revenue, Aaron worked at, where he created a revolutionary Cold Calling 2.0 inside sales process and team that helped increase’s revenues by $100 million.  Aaron graduated from Stanford University. He lives in Los Angeles with his wife and four children (with two more coming the way via adoption), loves motorcycles, and he keeps his work to 25 hours a week.


20 things you can do to shake up your workday

Since it’s Wednesday we figured you need a break. Hump Daaay!

Here are 20 things you can do to take a break from email:

1. Buy and train a puppy

Image Courtesy of @pugsofinstagram

2. Start happy hour an hour earlier

Image Courtesy of Movie Fan Central

3. Take a nap

4. Close more deals than Chuck Norris (Let’s face it…not possible but give it a try)

5. Have time to wait in the Starbucks line at 8am

Image Courtesy of The Dark Room

6. Get in shape, take up a new sport, or try prancercise

7. Take a two hour lunch break… and just not come back

8. Call the people that actually care– like your grandma (just kidding.. people on your Live Feed)

9. Rent a tiger (yes this is a real thing)

10. Spend more time prospecting at bars

11. Join a skeeball league

12. Watch Game of Thrones. Challenge yourself. 1 whole season in only 1 day.

Image Courtesy of UPROXX

13. Re-read Harry Potter

Image Courtesy of The Huffington Post

14. Get a confidence boost. Check out the “who’s viewed my profile on LinkedIn.”

15. Learn to code. Thank you Atlassian for the spooning tips

16. Take the muni to work.. not Uber, Lyft or Sidecar

17. What the heck – Get on the wrong line bus line. (hop on the Google bus and try to use your muni card)

Image Courtesy of SFGate

18. Rent a scooter or if you live on the wild side… splurge on a segway

19. Take a break from email.. send a fax

Image Courtesy of

20. Watch this Hump Day video! 

Now get to it. ToutApp actually saves you time on email.

Don’t believe us? Check it out here


Solid Sales Email Tips from Mark Kosoglow

We have all heard one, if not many, of Aesop’s Fables. Core lessons of life crammed into engaging stories like the Hare and the Tortoise and The Wolf in Sheep’s Clothing.

Did you know that Aesop was a slave who lived 600 years before Christ? I’ve always found that compelling. Think about it…how many ancient Greeks’ names are remembered 2600 years after they die? How many continue to directly influence the upbringing of thousands of kids each day as their tales are heard in classrooms by teachers and in bedrooms from books read by parents before bed? Aesop’s legacy is a true testament to the eternity of a good story.

Do you want to be remembered? Do you want to have influence? Do you want people to be re-telling others what they heard (and learned) from you? Answers those questions from a sales perspective. Do you want your features and benefits to be remembered? Do you want your pitch to be influential? Do you want someone at the presentation to go tell others about your solutions?

If you do, you need to figure out how to tell a good story. There are many sites and experts on story-telling to learn how to craft a good story. So instead of helping you write your story, I want to show you how to break down your story into an email conversation…Aesop’s Emails, if you will, so that your sales pitch will be remembered, have influence, and be retold by C-Suiters the world over.

Know The Rules

I know that you know that everyone knows the email rules, but I am going to state them again, just so we have a framework to build from:

  1. Don’t go long – Be concise (5 sentences or less — that’s all they are going to read anyway)
  2. Don’t sell – Entice (sell during the sales presentation when you can actually respond to questions and objections)
  3. Don’t be a taker – Provide value (if you don’t give something in the email, you are taking. Every email needs value attached to it via an article, a potential networking connection, a research study, etc.)

Internalize these rules for a second:  If you were to get a 5 sentence email with an enticing answer to a problem you have containing a link to an article which proved the emailer truly understands your problem, wouldn’t you read it? Skimming is out of the question since you can’t really skim only 5 sentences, right?. You would read it. I would. Shot! If the whole email fits on the screen of my phone, I read it out of respect for the sender’s being mindful of my time.

Build the Timeline

Ask yourself the following questions:

  • How many times am I willing to email (without getting any contact back) a prospect before I give up?
  • How many days/weeks am I willing to contact someone every 3-5 days (without getting any contact back) before I give up?

Those 2 answers will be able to help you give you a timeline. I, recently, asked a co-worker of mine these 2 questions, and he answered 9 times to the first and a month to the second. By defining those 2 variables, he was able to draw a line, put 9 ticks on it representing the 9 email “story” he wanted to tell, and determine how many days in between each touch there would be, whose sum equaled 30 – total days in the month. I included a picture of our whiteboard during that meeting.

Break the Story Down

You know how many emails you want to send. You have your story ready to tell. Be bold; chop it up. Write each email so that it contains part of the longer “story” you want to tell.

I already know what your first temptation will be. You are going to say, “My story is too long to break up into X number of emails that are only 5 sentences long.” That’s a weak temptation to give in to which leads to the continued sin of horrible emails with poor results. If your email is longer than 5 sentences, they won’t read it anyway, so does it really matter what you put in a longer-than-5-sentence email? No! If you keep writing long emails, though, because it just doesn’t “feel” right or because you just aren’t able to make the point you just knoooooow will get them to email or call your back, then you’ll keep having open days on your calendar.

You need to come to grips with the fact that it isn’t one magical email that gets you the appointment, call back, etc. Sure, your third email seems to be the sweet spot, but I doubt that would continue to be the case if you started sending it out first. Multiple touches (in multiple mediums) linked together with a storyline, are short, don’t sell, and have something of value attached to them are the key. A thorough, thoughtful, replicable process is the only way to deliver sustainable, predictable results. No one can guarantee success, but you can wake up each morning and tirelessly work a process whose end result is known to produce desired outcomes.

[…stepping off soapbox now…]

Here’s a tip…a template for you to use for your 5 sentences:

  1. State the problem
  2. Identify with the problem and/or let them know you get it and they aren’t crazy for thinking it’s a problem
  3. Share an enticing solution
  4. Validate the proposed solution with your piece of value (this is where Toutapp shines because you can see who actually opens these “gifts” up…those are HOT leads, by the way, time to call them).
  5. Ask for the meeting and preview the next email you are sending

Need an example. This is one from a company that sells education products to school districts:

Hey {{first_name}},

It’s not just at {{company}}, educators are having a tough time finding a reading program based on Virginia’s SOLs. When they do find one, oftentimes they are forced to discard the curriculum that they have invested in.

XYZ Corp has a fun and engaging solution that supplements what you are already doing!  Everyday Learning Fun immerses each child in the SOL reading progression making your current reading curriculum more effective; check out the attached Scope and Sequence outlining E.L.F.s alignment to the Virginai SOLs.

Contact me about setting an appointment in early October to discuss how E.L.F. can help improve your SOL scores (and enable teachers to create effective learning centers in their classrooms).

Make Your Battle Plans

Once you have all the emails written, you need to create an email campaign that personalizes each and allows you to schedule when each part of your Aesop’s Emails is sent. You need to find the right tool to get this job done.

I’m not getting paid or a perk for writing this (am I? Should I? Can I? I wish I was. Can we work that out?), but there are tools that make this last part easy…and ones that make it hard.

Toutapp is a tool that makes this easy. Once you have the emails written and the groups figured out, you can easily schedule a chain of emails to go out over a certain period of time. I recently had a sales rep send out 823 emails in 7 days…it took him about 30 minutes per day…and he could see who was opening them…and he could see who was clicking on links…and he started using all the time he was saving to plan his phone calls and in-person cold calls around actual data rather than just his gut…and he got some huge appointments…and he is still getting huge appointments.


Aesop is remembered. Aesop gets results. And, Aesop would be a failure if he sent his “sales fables” to prospects today. Those fables would still be valuable, impactful, and timeless, but nobody would read them, so nobody would buy from Aesop. He’d end up being a nameless, faceless ancient Greek sales guy because of his long emails.

But if he broke down his stories, followed the email rules, and found a tool that could automate his process, Aesop’s Emails would be just as valuable, impactful, and timeless…and Aesop wouldn’t have been a mere “slave” of a salesman for long b/c his commissions would have done blowed up, y’all!!

About the Author


Mark Kosoglow’s is one heck of a salesman, teacher, coach and thought leader.

His motto is grounded on a few simple principles. “Effort + Curiosity + Ability to Make Connections = Get It Done Selling.”

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