Stop Selling SEO: The New Way to Win $6M Deals

Neil's team won a $6M, three-year SEO contract without talking about SEO: they pitched the business problem, the board's numbers and the ROI. Eric reads the September jobs report, 29,000 jobs against a 90,000 forecast, and they agree that without AI growth the economy would be in recession. Neil shares a grocery bill and a moment at Target, and his plan to stop taxing people under $100K. Then agents: Latin America's biggest retailer, optimizing for LLMs to choose you, and Eric's Meta agent haggling 40% off an order from On. Eric covers OpenAI's Dots and its new distribution channels to 1 billion monthly users, and they close on X Money's 6% offer. A grounded episode on selling in hard times. Key takeaways ◾Pitch the business outcome, not rankings or links ◾Optimize for AI agents to choose you, not just list you ◾A great offer still beats a clever pitch Chapters 00:00 Neil's team won a $6M SEO deal without talking SEO 01:28 Sell the business case, not features 03:23 September jobs report: no AI, recession 04:26 Neil's grocery bill and the grandma at Target 06:47 Bridging the gap to abundance 07:26 Neil's tax plan for people under $100K 08:49 How to win any deal: solve their problem 09:35 Latin America's biggest retailer and AI agents 10:35 Optimize for LLMs to choose you 12:28 Eric's Meta agent haggles 40% off at On 14:01 Neil won't let AI near his travel 14:47 OpenAI's Dots spots errors in your email 15:36 Dot.com is owned by SpaceX 16:08 OpenAI's 1B MAU distribution channels 17:21 Microsoft and Google will undercut the labs 18:23 X Money: 6% on cash, 3% back 20:36 Neil wants his cash back in SpaceX stock Growth Newsletter: https://levelingup.beehiiv.com/subscribe Need marketing help? Visit: https://www.singlegrain.com/ and https://npdigital.com/

• 0:00Speaker 00

  Finding customer information shouldn't mean digging through emails, call notes and spreadsheets. HubSpot Starter Plan brings all of those details together, so it's easier to track what's happening with every deal and what to do next. It pulls information from calls and emails. Then it gets to work, logging and summarizing them. Right after your call ends, HubSpot pulls next steps from your call notes and drafts suggested follow-ups. And it stays up to date for you, so you can build demand, win more deals and spend less time on repetitive work. Your records, insights and next steps are ready for you to act on. And you don't have to miss a beat searching for any of it. Try the Starter Plan for $10 a month. Learn more at hubspot.com. All right, you can pick something, Neil, because you just came back. Where'd you come back from?

• 0:37Speaker 01

  I came back from uh Brazil and I had some-

• 0:43Speaker 00

  A long flight.

• 0:44Speaker 01

  Yeah, a long flight. I had some good meetings. You know, and I was talking to one of my team members when I was in Brazil, and I think marketers have something that's really wrong. So, one of my team members had experience pitching a really large company. All right, it's everyone's in the United States at least knows this company. And they won a contract for SEO, uh call it for a few million bucks, multi-year contract, let's say three years. Uh so call it $6 million total over three years.

• 1:16Speaker 01

  And do you know what was in their SEO presentation? You want to know what they focused on?

• 1:21Speaker 00

  Regular SEO?

• 1:23Speaker 01

  They focus on almost nothing related to SEO. They focus on the business problem. You're this company. You need to move these metrics for your stock price. This is what the board wants. This is what's been happening. This is your budget. You need to produce ROI. We're gonna produce ROI and here's the overall strategy. It wasn't about rankings or clicks. It was, this is how we're gonna achieve these numbers. It wasn't, we're gonna build X amount of links. Look at these on-page errors. And they won the pitch, uh or he won the pitch because he focused on the business outcomes. And we were talking about how to stand out in the age of AI.

• 2:08Speaker 01

  And this could be for B2B or B2C. And and the big thing that we're discussing is, is too many people focus on features and benefits. It's just like, we should go back to, you got a problem. We can help you solve the problem. And here's the unique solution that makes this uh worth you choosing. And here are the economics behind it and just focus more on the business case. And everyone says they do this and they understand this, but when you actually look at people's presentations or marketing material, it is very different from what they actually claim they know uh and what they are talking about, right? It's two different things.

• 2:48Speaker 01

  Uh and we believe that, you know, the market needs to go back to simplicity in which the world is getting more complex with AI. People crave human um interactions. Businesses are struggling. If you look at the Fortune uh the S and P 500, it is growing, but it's growing only because of AI. If you took stripped out all the AI growth, you would actually have companies declining and the economy not looking as good. So just going back to basic business principles and talking about, here's how we're gonna fix this. Here's the KPIs around this. Here's what it means for your business. Here's your profitability broken down per quarter, and here's how this is gonna be achieved. Like, that's the stuff people want to hear.

• 3:30Speaker 01

  They're tired of hearing, look at this cool thing that we're doing with AI. And we're gonna implement this in your company. People are tired of not seeing their numbers grow. And if you can go back to pitching or adjusting your messaging around solving people's problems and explaining in a dead simple way and showing them proof that you can actually do it, I think that's the key to winning in today's world with things becoming more and more complex.

• 3:56Speaker 00

  So I'll I'll come back to the how to win in today's world with the the sales piece, but I'm just looking at the September 2026 uh jobs report, okay? So, the consensus was we're gonna add 90,000 jobs. In the United States, we added just 29,000. Unemployment rate ticked up to 4.2% from 4.1%. Why am I even bringing this up? Oh, prior revisions, July and August totals were revised down by 60,000 jobs combined, right? Wage growth uh earnings slowed, so equities moved higher, right? So, why am I even bringing this up right now? People think it's a really good economy right now. If there's no AI in this economy right now, we're in a recession, right?

• 4:30Speaker 01

  It's a bad recession.

• 4:31Speaker 00

  Yeah, yeah.

• 4:32Speaker 01

  And I know a lot of the technologists would be like, the economy is gonna boom and GDP is gonna boom. The people who are in technology are seeing a lot of the benefits. A lot of normal people outside of technology, which is the majority of the world, are struggling and seeing suffering. I'm not saying Elon or all these VCs are wrong, that eventually everyday people are gonna see, you know, uh abundance and all this kind of stuff, but people are worried about just getting by. Like, I was at the grocery store, my kids start putting whatever in the cart and I see the grocery bill. And I was like, what the heck? This is how much food costs?

• 5:08Speaker 00

  Which grocery store did you go to?

• 5:10Speaker 01

  Uh, the Whole Foods on Crescent in uh Beverly Hills.

• 5:14Speaker 00

  I didn't even know there's a Whole Foods in Beverly Hills.

• 5:16Speaker 01

  Uh huh. Yeah, we tend to go there or Bristol Farms. Now, don't get me wrong, I'm shopping at Whole Foods and I'm shopping at a location where their rent is more, so the cost of goods may be higher. I don't know. I don't really compare. Um I'm not coupon clipping. But I felt the bill. And where I really felt it was, I felt it for the other people

• 5:40Speaker 01

  checking out on how much money this is gonna cost them. And I'm like, how the heck are they gonna afford it, dude? And and we're, I'm seeing this, you know, just general in life. My wife was at Target the other day. Uh, the one on Beverly Center, you know where that is?

• 5:54Speaker 00

  Yeah, yeah, yeah, yeah.

• 5:55Speaker 01

  So, and my wife's buying stuff. The the old, there was a grandma with her granddaughter who was behind my wife. And she's just like, the the the granddaughter's telling her grandma, you know, this blender's really gonna help me lose weight. I really need it. Thank you, grandma. Grandma's like, well, it's expensive, but I just got my check, so, you know, if you really think it's worth it and it's gonna help you out and help you get better and healthier in life, I I guess we can swing it. So my wife doesn't say anything. She pays for her bill. And then she tells the clerk to let her pay for it, and she's like, I can't let you pay for it until I ring it all up. So she's like, but just stand on the side. So then, the the moment she's done ringing up all this stuff,

• 6:39Speaker 01

  my wife quickly taps a credit card and bounces, right? So that way they don't see her or do anything. She doesn't care for someone to say, oh, thank you or whatever. She just, she just felt bad. And what I'm getting at is, yes, in this AI world, there's a lot of people in tech that are doing well, but there's just so many people who are struggling. And I would say we live in a rich area, right? Um Beverly Center isn't the cheapest area. It's close by. I think that's West Hollywood. Uh but still, like, people are struggling and it's it's sad to see. Like, just honestly, it's sad to see these people struggling, and I think that's a bigger problem. And if that keeps going, I think more businesses are gonna suffer, at least in the next few years.

• 7:20Speaker 00

  This is beyond our pay grade. What I would say is the government should, whoever's in office at the time should figure out how to bridge the gap. Because you and I have always said that there is gonna be a period of instability before we get to abundance. I've always believed that since the beginning, which is why I push so hard on this stuff right now. Because like, I don't want to be, I don't want to be part of that, right? Like, I want to be able to help the people that want to help themselves, but also, the government needs to make sure that we help the people bridge the gap um as we go into this new world. Because there's always been periods where there's been massive job destruction, right? Or like, uh, job instability, right? Which is what I think we're going to do or what we're in right now. So anyway, Neil, going back, oh, your your light turned off, but uh-

• 7:55Speaker 01

  Yeah, I know. I'm like, who the heck turned off the light in the office?

• 7:57Speaker 00

  So-

• 7:57Speaker 01

  But but really quick thing on that. There's a win-win solution that no one wants to do, which is very simple. Tax the rich, like, people like, not even just the Jeff Bezos', but people like you and I more money. I'm happy to pay 2%, 3%, 4%, 5% more taxes.

• 8:14Speaker 00

  Oh, 15%.

• 8:16Speaker 01

  15%? They already take 50%, so you want you want to take 65%? There's a point where it's like, you're just, you're just taking too much money. But when I say, let's say 5%, right? Take people under 100 grand and just charge them no federal taxes for it. And if that means that to pay 6% more, 7%, 8% or 9% more, assuming actually the whole money is going to towards it? Okay, if it's 15%, which is a lot and I don't want to pay it, but if people who are actually struggling, 100%, not 98, not 97, 100% of the money actually went in their pockets and life was better for them, I honestly think it's a win-win situation, because businesses would flourish and I also would make more money from that.

• 8:57Speaker 01

  And I think I would actually make more than the 7 to 10 to 15% that I would have to pay.

• 9:03Speaker 00

  I think, you know what? I think, uh, what's his name? Steve Hilton, who's the, who's running for California governor? I think he proposed that anybody making less than 150 grand should not get taxed, right? I I agree with that, right? And so, anyway, I think it's it's, if we're gonna have all this abundance, I think everyone should be taken care of, right? Because we're we're all supposed to feel wealthier than before, right? So, anyway, going back to what we're talking about a second ago, so um in terms of how you can win any deal, how to win any deal, right? In today's day and age, or even from the past, all you have to do is just think about someone else's problems, right? And so, for example, if Neil tore his ACL and I offer him help to repair his elbow, like, he would look at me like a moron, right? And it's like, so it's it's thinking about their problems, it's also thinking about what their incentives are.

• 9:45Speaker 00

  And so if you're talking to a CEO of a Fortune 500 company, he cares about his stock price, right? He cares about his numbers. So if you can speak like that, greater. If you're talking to a marketing manager, maybe you can, you can adjust how you're speaking to what they care about, right? It's constantly what they care about. You're selling to the customer and you're, you need to understand the customer. Most people, most people don't even try to do that. I think 99% of people don't try to do that. So, um, anyway.

• 10:08Speaker 01

  Dude, I'll give you a real-life marketing example. When I was in Brazil, I had lunch with one of the biggest retailers in Latin America. All right, so a really big company. They do really well. Their big thing is not just to grow, they're growing, but their thing is also to still be around ten, twenty, thirty years from now, right? So the question I had at lunch, because we work with them and they're just like, what would you do differently if, if, if you were in our shoes? And I said, we all know agents are coming and agents are going to affect shopping. Their quick response was in Brazil and Latin America, we believe people are going to be slower than the US to just accept agents spending on their behalf.

• 10:48Speaker 01

  And I said, that could be the case, but I also think people in the United States are also slow to letting an agent just go and spend on their behalf. I don't think we're there yet either. But nonetheless, we all agree that agents are going to impact transactions, whether it's three years from now, five years from now, eight years from now, right? Like, yes, and this is an old company that does extremely well. And I was like, the one thing that people in Latin America aren't doing is optimizing for all the L L M's to choose them. I'm not talking about just showing up on a list of recommendations from Chat G P T. I'm talking about choosing them. Why should they buy from their company? Why do they have the cheapest prices, fastest shipping or quickest delivery, whatever it may be, best return policy?

• 11:31Speaker 01

  And I was like, if I were you guys, I would optimize for all the L L M's to choose you and your company and the products that people sell through your company versus someone else. And then they were talking about the revenue implications for it. I'm like, I don't think you're going to see huge revenue gains in the short run. But when agents start making decisions on people's behalf, this will help solidify you and keep your position as the market leader. And I think that is more important to make that bet right now when others aren't making that bet. When, yes, your goal is growth, but you already are pretty much one of the largest companies in Latin America. Your goal is not just growth, your goal is preservation and continually being around twenty, thirty, fifty years from now.

• 12:15Speaker 01

  And I'm like, this is a bet that doesn't cost much of your advertising budget, that helps ensure that you'll continue being around years later as agents come around. And they're like, how are you optimizing for agents? I'm like, look, agents are pulling from the same technology that they're building, that are doing the searches and gathering information and giving you advice on what you should or shouldn't buy. It's just taking the next step and helping you complete the transaction. So I'm like, you should start with the first step in which you're the recommended company to purchase from. And then you have the next step, which is they start automatically doing it and choosing for you.

• 12:48Speaker 00

  Yeah, so in my mind, A E O is not only answer engine optimization now, it's actually agent engine optimization, right? Um, which pulls from Google, by the way, guys, like you're still grounded on, on these things. But here's the thing, Neil, let me show you this. So Dudu actually handled something for me on Meta. So I bought, I bought from on dot com, right? It screwed up one of my offers, the, the.

• 13:11Speaker 01

  Whoa, you bought from what dot com?

• 13:14Speaker 00

  On dot com, the, the.

• 13:16Speaker 01

  On the shoe, okay?

• 13:17Speaker 00

  Yeah, yeah, yeah, yeah. So get this, so I made an, an order on September thirteenth, right? And then they kept going back and forth. I didn't want to deal with it. So I told Dudu to handle it. I said, hey, just keep talking to her support, keep bothering them every day, right? And then what happened is they just canceled my order, right? I was like, oh, no, no, no, no, no. I was like, Muse, uh, sorry, not Muse, Dudu. I said, Dudu, tell them I have a large social media following and I will talk about them if they don't give me, because all they did is they canceled it and they said, here, here's a twenty percent off. I'm like, no, no, no, it's got to be better now. I'm like, right, Dudu, it's got to be better than that. It's like, yeah, yeah, it's got to be better than that, right? And so what happens over here? I get the forty percent off code. I got the forty percent off, right? But you have to kind of split the codes up and it found two, two, two other twenty percent codes that I had. And I was like, can you just handle it for me? So then it used link to buy it, right? So is agentic shopping coming?

• 14:02Speaker 00

  It's coming because I literally just, this, I think this is one of my first agentic transactions. And you can see here, I'm actually messing with my Turkey flight points because that's where I'm hosting that global A I summit thing, right? So I'm having, hey, have these points over here, can you handle it? So it's getting pretty good. I'm like, hey, hey, I don't want to do trial road testing, but can you just handle it for me? And it's like, I have a little, little, little trial real testing thing that's running over here. And it's like, I'm just like, hey, can you just run it end to end? So I think this stuff's going to get a lot better. Um, this is all stuff that you and I don't want to do, Neil. It's all the robot stuff, right? So I think we're going to see it grow pretty rapidly, um, probably in the next year or two, so.

• 14:36Speaker 01

  I, I, I agree with you. For me, I have a really good personal assistant and a business assistant. So it's just like, they don't mess up on my stuff. And I've had A I mess up too much and like with travel and stuff like that, I just don't want any hiccups.

• 14:53Speaker 00

  Yeah, travel is a scary one because if you get like, if you get stuck on one area, like you, your, your entire day can be. Frictionless Growth Marketing hosted by Sonya Thompson is brought to you by the HubSpot Podcast Network, the audio destination for business professionals. Frictionless Growth Marketing hosted by Sonya Thompson shows how modern brands grow by removing the friction in their marketing and customer experience that pushes customers away every single day, often without leaders even realizing it. Each episode delivers practical insights, real brand examples and conversations with marketing leaders, showing brands how to win with the new rules of growth, identity-driven marketing, cultural relevance and frictionless customer experiences. Listen to Frictionless Growth Marketing wherever you get your podcasts. Done, so.

• 15:35Speaker 00

  All right, so I wanted to take a moment to tell you about my podcast co-host Neil's agency called M P Digital. And they work with a whole host of global companies or a global organization. Also, Neil has S E O tools such as Uber Suggest and Answer to Public. All you have to do is go to N P digital dot com to learn more and we'll see you on the other side. Yeah, yeah. Um, but by the way, Neil, like I've, I've been using dots from Open A I, right? So the cool thing about dots is I can insert it into Slack, but the, the, and my, my, I can have it fill in context when other people are talking and I can push my work over there. Um, but the cool thing, and, and I saw Sam Altman talking about this in an interview, right? I'm like, okay, I'm going to try this. But every day it's actually telling me like it's connected to your email all these.

• 16:16Speaker 00

  It's like, hey, Neil, uh, for this transaction over here, you actually have these terms wrong. It seems like you pulled this from maybe another template. So it will spot all those little details and tell you, and then you can forward it over to your team. Or Sam Altman says he has like a living document on, on all the things he cares about in his business every day. And it's filling out the living document, right? And so the more connectors you have, the better. And so I was initially not big on dots, but I think it's going to be a significant deal if you're spending on Open A I infrastructure or, uh, Open A I tokens, I should say, so.

• 16:45Speaker 01

  Doesn't Grok own dots dot com or X?

• 16:50Speaker 00

  No, I don't think so.

• 16:52Speaker 01

  Dot dot com.

• 16:53Speaker 00

  Or you mean bots or bot dot com? Bot or dot?

• 16:57Speaker 01

  Oh, dot is owned by, uh, SpaceX.

• 17:01Speaker 00

  Oh, I didn't even know that.

• 17:02Speaker 01

  Did you know that? Go to dot dot com and go to X dot A I slash bot.

• 17:06Speaker 00

  That's funny, that's funny. I'm sure Elon bought a bunch of domains when he was younger and held one of them, yeah.

• 17:12Speaker 01

  That was a little branding mishap by Open A I. You should double check who owns domains.

• 17:17Speaker 00

  By the way, I mean, so I don't know if you saw this, Neil, but there's a couple of things we should talk about here because Open A I has one billion M A U, so monthly active users. So Open A I just came out with some new distribution channels and I think we should talk about them, right? So one of them is that you can now use your Open A I subscription. You can use those tokens and you can have them distributed to their marketplace, right? So let's say if I'm like Harvey or I'm Rapp or whatever, I can have software in there. You can use your subscription tokens to pay for some of this other software that you might need, right? So I think that's really nice because one, there's a marketplace. Um, and then two, like that's, that's a new distribution channel in my mind. But also the second thing too is whatever you're making right now instead of Chat G P T, you can make it to a Chat G P T website.

• 18:00Speaker 00

  So they'll spin the website up, you can put it out there, you can add, add an M C P to it, but then you can convert it into a plugin. They actually have a plugin ecosystem that they're doubling down on. So that to me is also another distribution channel. So what I'm going to be messing around with when I have time this weekend, um, is I'm going to be messing with this stuff because I'm like, oh, we have, we have like carrot, we have click flow. Like, why don't we just make that into like, uh, make that into a plugin or, or make it so people can just, you know, use their tokens and pay for that. You can do the same thing with Uber Suggest too and Answer to Public, right? I'm like, why wouldn't we do that?

• 18:29Speaker 01

  Yeah, no, I, I agree. Also, it's like, I think that's really wise of Open A I because people spend a lot of money and they have a lot of unused money. So if you can end up getting the most value from it, it just makes them happier.

• 18:43Speaker 00

  I think they're trying to drive more lock-in, that's what it is, so.

• 18:46Speaker 01

  Yes, I'm, I'm telling you, dude, the race is going to be competitive. Like everyone's like, oh, Anthropic's winning or, uh, uh, Open A I is winning. You give it a few years, Microsoft and Google will just come out and be like, ours is ninety-five percent of what you need or ninety-eight percent and it's just included. And I'll be like, okay, sounds good. Our company's switching to this. People may be like, no, I don't want to. Who cares? It's just saved us a crap load of money. We're switching, no one has.

• 19:11Speaker 00

  I think we're, we're already close to there. I think if anything, it happens, the cycle completes in twenty twenty-seven, like the frontier is still going to get smarter. Um, but you know, opening it, they're like, oh, if you want to get in the marketplace, I'm sure they're going to open up for everyone. But right now they're like, enterprise people can get invited, right? It's like enterprise people only. And so they're trying to make sure that you lock yourself into enterprise contract and then they can add you into that, so.

• 19:32Speaker 01

  By the way, this is just a random note, uh, and this is not financial advice. Do you have access to X money?

• 19:40Speaker 00

  Yeah, I do. I have some dough in there.

• 19:41Speaker 01

  Six percent, six percent on your money. And they, uh, I think it's like insured up to ten million dollars. I'm like, oh, this isn't bad. I'm like, I want six percent on my money is better than what I'm getting for a bank.

• 19:54Speaker 00

  Do you put some dough in there?

• 19:55Speaker 01

  Uh, I was in Brazil when I ended up finding out, but now that I'm back, yeah, I'm transferring on Monday.

• 20:01Speaker 00

  Good, I hope you max it out. But, but here's, here's what I'll say, I mean, um, X money is, that's, by the way, six percent on your money is nuts, right? Because what is, uh, what is the interest rate right now?

• 20:12Speaker 01

  Uh, sulfur is, are you talking about the interest rate or sulfur?

• 20:16Speaker 00

  Both.

• 20:17Speaker 01

  Sulfur is call it, um, I think three point seven ish. I'm guessing somewhere around there. Uh, the interest rate, if you put your money in a bank account, it's usually below four percent from what I see. You can get above three percent. You have good relationships, it's not that hard. Uh, X is giving you good amount of money, maybe you can find four percent from somewhere. But they're also, their credit card fees on cash back is three percent. You know, like I have an Amex Centurion card. You know, I've spent good money in the past. I think I still spend decent money on a monthly basis, at least on the personal business, we went away from it. But even on the personal end, right? I don't know what I spend on an annual basis, but I'd rather have three percent cash back than points. Just give me the three percent, I'll take that all day long.

• 21:03Speaker 00

  The lesson here is the offer matters. It's a damn good offer. You get six percent on your money and then you get three percent and they give you a nice card as well, which doesn't matter as much. But also X money, like they want you to be able to transfer to, to each other. Um, your creator payouts that you get on X, I think I have like twelve hundred dollars sitting in my X account right now, Neil. Like the, the more you share your Grok bots, by the way, you get like five hundred bucks for sharing your Grok bots, right? I think the, the, you have to share at least twice or whatever. So there, there, it show, so there's a couple of things here. A, a really good offer matters, right? And also show me the incentive and I'll show you the outcome. Now everybody's just kind of trying to make a bunch of bots and, um, you know, they're going to just try to generate more, uh, more buzz around it, so.

• 21:40Speaker 01

  I tweeted this one time, but I wish they would do this and I don't think they're going to. In my ideal world, I wanted three percent and, uh, SpaceX stock. So it would be really cool for every time my family swipes a credit card.

• 21:55Speaker 00

  Yeah.

• 21:55Speaker 01

  I would get more SpaceX shares.

• 21:57Speaker 00

  I bet you, you know who I think would do that? Robin Hood would try to come out with a product like that.

• 22:02Speaker 01

  It would be really good. I'm like, yeah, just give me it and, and stock. I, I don't have the cash back, just give me the stock.

• 22:07Speaker 00

  That's why, that's why I like the Coinbase card because it just keeps giving you more Bitcoin, so.

• 22:11Speaker 01

  Oh, okay, I never tried the Coinbase card.

• 22:13Speaker 00

  Four percent back for Bitcoin.

• 22:16Speaker 01

  Four percent on everything?

• 22:18Speaker 00

  There's a limit on it, but yeah.

• 22:21Speaker 01

  Yeah, I, I like the X and give me the SpaceX stock instead.

• 22:24Speaker 00

  It's four percent up to like a certain amount and then it's, then it's, then it stays at one percent, I think, so.

• 22:29Speaker 01

  No, one percent, I'm, I'm happy with three percent and for my total spend. I'll switch my corporate cards to it as well.

• 22:35Speaker 00

  Yeah, well, so guys, the power of the offer, right? Well, anyway, guys, that's it for today. We hope you enjoyed it and we will catch you tomorrow.