45: The Myth of the European Summer Holidays w/ Operatix International Team

June 19, 2019 00:25:55
45: The Myth of the European Summer Holidays w/ Operatix International Team
B2B Revenue Acceleration
45: The Myth of the European Summer Holidays w/ Operatix International Team

Jun 19 2019 | 00:25:55

/

Show Notes

Business in Europe basically just shuts down during the summer.

Not.

It’s the worst-kept secret in B2B that you can actually make a ton of great connections with Europeans during summertime--if you know the right way to handle it.

Today, we’re chatting with the Operatix International Team: Ada Amato, Head of International, Ikram Yousfi, Head of France, and Allen Bossman, Inside Sales.

The team has all the insider tips about how to have a productive summer and keep your team from being idle in September.

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Episode Transcript

WEBVTT 1 00:00:02.560 --> 00:00:08.349 You were listening to bb revenue acceleration, a podcast dedicated helping software executive stay 2 00:00:08.390 --> 00:00:12.189 on the cutting edge of sales and marketing in their industry. Let's give into 3 00:00:12.230 --> 00:00:16.989 the show. Hi, welcome to be to be a revenue acceleration. My 4 00:00:17.070 --> 00:00:21.390 name is Lanui, and today have some very special guests on the show which 5 00:00:21.390 --> 00:00:25.179 are part of your products team. Actually, we've got Adam at all out 6 00:00:25.219 --> 00:00:29.539 of international e crime, US fee out of France, and Allen Bostment and 7 00:00:29.739 --> 00:00:33.060 of insight sales at operatic. So first of all, welcome to the show, 8 00:00:33.100 --> 00:00:37.409 guys. Thank yeah, so today the topic of the conversation, which 9 00:00:37.409 --> 00:00:43.210 is quite seasonal, is around the misconception of all the myth of the European 10 00:00:43.329 --> 00:00:47.450 sum holiday and the fact that people do believe that in Europe we tend to 11 00:00:47.570 --> 00:00:51.200 shut down when the summer come. So I wanted to start with you, 12 00:00:51.320 --> 00:00:57.200 a crime. You are obviously a French speaking lady. You cover the French 13 00:00:57.320 --> 00:01:02.320 market, the Belgium markets with Zerland, and I hear often, being French, 14 00:01:02.479 --> 00:01:06.269 that the French do stop walking for approximityly two months during the summer. 15 00:01:06.390 --> 00:01:10.150 So if you could share a bit of your experience around that, but also 16 00:01:10.790 --> 00:01:14.109 I do believe that last summer was actually got successful for you. So if 17 00:01:14.109 --> 00:01:17.269 you could share some of the the tips and the learning that you developed over 18 00:01:17.430 --> 00:01:21.060 time to be successful about the summer, that would be absolutely wonderful. Of 19 00:01:21.140 --> 00:01:25.700 course. I mean the majority think that summer holidays at that period were engaging 20 00:01:25.819 --> 00:01:30.420 with process. I generally had the common feedback from clients questioning that one would 21 00:01:30.420 --> 00:01:34.769 be the point and why bothering? Because it's summer holiday in laying people are 22 00:01:34.769 --> 00:01:41.090 away enjoying the great weather. But I completely disagree, because I'm a great 23 00:01:41.129 --> 00:01:44.890 fan of this period of the good weather. But also we can do some 24 00:01:45.049 --> 00:01:51.560 good opportunities because in generally, in France actually, people can split this period 25 00:01:51.680 --> 00:01:55.319 by two period of the year. I mean they can have a winter holiday 26 00:01:55.680 --> 00:02:00.079 for winter sports and then they can have another holiday during summer, and that's 27 00:02:00.319 --> 00:02:06.189 that can be like two weeks maximum. So there is no chance that everyone 28 00:02:06.230 --> 00:02:10.270 will be out or off during two months. Okay. So, and also 29 00:02:10.710 --> 00:02:15.389 I want, of course, you will have a lot of answer and answered 30 00:02:15.550 --> 00:02:19.419 call, a lot of I mean out of obvious emails. But on the 31 00:02:19.580 --> 00:02:24.699 flip side, there will be a whole heat of prospect who decided to stay 32 00:02:24.860 --> 00:02:30.250 behind and so the prospect that stayed behind are of the obvious targets. Okay. 33 00:02:30.810 --> 00:02:35.449 And so if they answer the call, they are generally less busy, 34 00:02:35.610 --> 00:02:39.210 less stressed and have more time to engage, more relax physically. Exactly. 35 00:02:39.490 --> 00:02:44.520 Okay, and we can say that's the concept. Engineer, while engaging with 36 00:02:44.719 --> 00:02:49.120 prospect is generally you have in during the year, the period of the year 37 00:02:49.639 --> 00:02:53.000 is thirty two, forty five seconds that you can have the sniffer conversation with 38 00:02:53.120 --> 00:02:57.520 a caustic Sarty, two sorcifie staging. For the rest of the year, 39 00:02:57.879 --> 00:03:01.550 you find them giving you more time, more tess can increase indeed for the 40 00:03:01.830 --> 00:03:06.710 period of time, and the positive thing here is that you got more time 41 00:03:06.789 --> 00:03:12.229 to have a cracking conversation with the prospect, generate interest and also also to 42 00:03:12.389 --> 00:03:17.099 qualify opportunity. So two things in mind here. It make a smart plan, 43 00:03:17.219 --> 00:03:22.020 prepare for it, prepared this period of time, summer time, and 44 00:03:22.180 --> 00:03:25.099 also increase the level of activities. And if you do, you do this 45 00:03:25.340 --> 00:03:30.930 two points, you will have a great and fantastic outcomes. Okay, what 46 00:03:31.009 --> 00:03:35.330 I will come back to the level of activity in a minute. I'm very 47 00:03:35.330 --> 00:03:38.490 interested by one of the points, as you mentioned about people taking actually not 48 00:03:38.569 --> 00:03:42.319 taking two months off. So yes, if I was to ask you, 49 00:03:42.439 --> 00:03:46.159 and that's probably a per section of amersking you to to to describe you, 50 00:03:46.840 --> 00:03:51.919 what would be the average volume of fully days or the number of days that 51 00:03:52.080 --> 00:03:55.789 she would say, an executive contact or an executive out of one of the 52 00:03:55.909 --> 00:04:00.990 top under and fifty accounts in Belgium, front swit Zeland would take in time 53 00:04:00.030 --> 00:04:02.949 of three days? Would you expect that to be one week, two weeks, 54 00:04:02.990 --> 00:04:06.750 three weeks? What will always not more than two weeks? Maximum is 55 00:04:06.830 --> 00:04:10.780 two weeks. But in general you've got if they are on holiday, they 56 00:04:10.819 --> 00:04:14.020 will refer you to the operation team. Yeah, and they are more aware 57 00:04:14.060 --> 00:04:16.220 about the pain that they have in the departments. So you can have a 58 00:04:16.300 --> 00:04:20.259 very good conversation with them and you can potentially have a great outcome of face 59 00:04:20.379 --> 00:04:25.089 conversation. Because so, but then she bounced from other conversational dement person. 60 00:04:25.209 --> 00:04:27.529 Isn't it yet? Okay, that makes that make sense. So, coming 61 00:04:27.569 --> 00:04:30.449 back to the increasing time of activity and them, I'm turning to you. 62 00:04:30.649 --> 00:04:34.250 And then so I len is Ahid of off insight CERSIA operatics and being with 63 00:04:34.329 --> 00:04:38.639 us for quad to whid and being enough its site sales. Obviously you are 64 00:04:38.680 --> 00:04:43.600 targetting on eating your number and we don't fully make a difference if it's December, 65 00:04:43.600 --> 00:04:46.879 July, August. We want the number and our clients from the number 66 00:04:46.959 --> 00:04:50.920 to be attained or all the time. So you know, I think you 67 00:04:51.000 --> 00:04:57.389 have a quite interesting theory about the people going on a lea day and increasing 68 00:04:57.430 --> 00:05:01.310 level of activities during the summers. woould you mind just technologience through how you 69 00:05:01.389 --> 00:05:05.029 go about it with your team? So it's quite interesting. Way A bit 70 00:05:05.110 --> 00:05:10.939 a bit of research before this. That's an article about tells people not really 71 00:05:11.019 --> 00:05:14.540 believe in in prospects in journal Summer Months, okay, which which are found 72 00:05:14.540 --> 00:05:17.500 quite amazing because some of the excuses that were given where you know, you 73 00:05:17.540 --> 00:05:20.569 know get hold of anywhere. That's a waste of time. People are hold 74 00:05:20.610 --> 00:05:24.930 that don't know. That's literally this. Yeah, they're giving and we've got 75 00:05:24.970 --> 00:05:29.610 that good to shoot out exactly how. But it's quite interesting because for us 76 00:05:30.529 --> 00:05:33.449 this is an opportunity for us to build relationship. So when we talk about 77 00:05:33.490 --> 00:05:41.120 including increasing level of activity, normally our ratio for contacts around twenty three percent, 78 00:05:41.279 --> 00:05:44.639 okay, join the summer months with dropped to about eleven percent. Okay. 79 00:05:44.639 --> 00:05:46.399 So so when you say you ratio to contact just for Alogians, are 80 00:05:46.439 --> 00:05:51.870 we talking about you trying Valsus, you having a meaningful conversation with the right 81 00:05:51.910 --> 00:05:56.230 problem? Okay, yeah, so from twenty three percent to eleven peri yeah, 82 00:05:56.230 --> 00:05:59.550 almost like a twelve percent dropping just off of exactly. Yes. So 83 00:05:59.670 --> 00:06:02.069 then, literally that's where people give this calls that are not much, not 84 00:06:02.149 --> 00:06:03.860 to one. But for us, what we want to do is, as 85 00:06:03.899 --> 00:06:06.459 an increase the activity. Okay. So let's say, for instance, my 86 00:06:06.620 --> 00:06:11.500 target is, I think maybe I make maybe eighty actions a bay during the 87 00:06:11.500 --> 00:06:14.660 summermount of its. Increase that to maybe a hundred and Tas. Okay. 88 00:06:14.899 --> 00:06:16.939 That increases the chances of me actually again hold of some. So do you 89 00:06:17.060 --> 00:06:21.250 ask your team to increase by twelve percent? What was the sort of Kpas 90 00:06:21.290 --> 00:06:27.129 you wally? Try and aim for twenty percent. Twenty percent, okay, 91 00:06:27.370 --> 00:06:30.329 I think you know that's the best way to increase your pipeline. I guess 92 00:06:30.370 --> 00:06:34.040 if you if you look at it from a from what you crime just mentioned 93 00:06:34.120 --> 00:06:38.680 to us, which is, you know, the real executive, we only 94 00:06:38.800 --> 00:06:42.399 take one week and have two weeks, lady, during the summer. Yeah, 95 00:06:42.600 --> 00:06:45.720 if you consider there is a proximatively ten weeks in the summer. You 96 00:06:45.800 --> 00:06:47.269 know, if you if you take one week in June and when we can 97 00:06:47.310 --> 00:06:50.110 September or people are kind of you know, he is a going or coming 98 00:06:50.189 --> 00:06:54.350 back for Moneiday. That's actually twenty percent of the time ex actually. So 99 00:06:54.750 --> 00:06:58.350 if we look at your twenty percent increase, it's actually, I guess the 100 00:06:58.389 --> 00:07:01.180 way would look at is, I will we'd got twenty percent of the prospect 101 00:07:01.300 --> 00:07:04.980 away at any given point more or less. So let's put twenty percent more 102 00:07:05.060 --> 00:07:10.339 activities and we should see the center of the furs exactly and the amount of 103 00:07:10.379 --> 00:07:15.620 times you would reach out to someone and maybe they're on holiday. That's as 104 00:07:15.699 --> 00:07:17.529 a good opportunity to go to relationship with them. Okay, so friends is 105 00:07:17.610 --> 00:07:21.129 the Times where I've called someone who's on holiday and you know, the first 106 00:07:21.170 --> 00:07:25.170 on things are apologized for that. You know, where are you then? 107 00:07:25.410 --> 00:07:28.089 Am I'm in friends or I'm here. Then I'll make a little jokey, 108 00:07:28.129 --> 00:07:31.199 different country exactly, a prize peace for country. You know what where you 109 00:07:31.279 --> 00:07:33.920 going, what's the course? How I'm going to be there for and then 110 00:07:34.000 --> 00:07:36.839 normally when they're back, you know, I saw reach out to them again 111 00:07:36.839 --> 00:07:41.000 high so I've rememberies, but at this time where you in France, we 112 00:07:41.040 --> 00:07:44.040 were doing this. So I actually have a relationship with them, you know, 113 00:07:44.160 --> 00:07:46.949 rather than just calling them out of the blue and not having anything. 114 00:07:46.029 --> 00:07:49.029 So that's why we believe in the summer months, we think that we can 115 00:07:49.470 --> 00:07:54.069 increase art show. Okay, and you see, do you see it as 116 00:07:54.069 --> 00:07:56.790 an issue to contact people way their way? I mean, obviously we've got 117 00:07:56.949 --> 00:07:59.139 in some extense. We may have more bile for a number. We may 118 00:07:59.180 --> 00:08:03.220 have people responding to emaiage weight our where do you see a lot of people 119 00:08:03.420 --> 00:08:07.660 being offended or on know it, at the faders you are contacting? Well, 120 00:08:07.699 --> 00:08:09.579 do I mean we? Obviously you don't know, I guess. But 121 00:08:09.939 --> 00:08:13.810 what's your feeling in come of the reception you get when the sort of individuals 122 00:08:13.850 --> 00:08:16.329 actually on the beach in the hours of France undering themselves with a kids? 123 00:08:18.089 --> 00:08:20.730 Well, don't normally, and some of these people tend to be in a 124 00:08:20.769 --> 00:08:24.050 good mood. I haven't really having experience where someone was been horrible angry on 125 00:08:24.129 --> 00:08:28.480 the phone. Normally they tend to be quite relaxed. And the first all 126 00:08:28.519 --> 00:08:31.519 about how you speak to them in the first you know if your voices, 127 00:08:31.840 --> 00:08:35.279 if you come across very positive and polite, they tend to respond in the 128 00:08:35.679 --> 00:08:39.440 like manner. So they will tell you on holiday. Yeah, and the 129 00:08:39.840 --> 00:08:43.750 normally tend to appreciate the obviously you do in your job and your prospect and 130 00:08:43.870 --> 00:08:46.230 everything else you can. Yeah, they tend to become might be balance and 131 00:08:46.350 --> 00:08:50.870 with your team, do you see you do you operate to switch in some 132 00:08:50.070 --> 00:08:54.110 of the type of activities? So would you say you do more emails, 133 00:08:54.350 --> 00:08:58.179 you do more more calls, you do more social touches. Is there an 134 00:08:58.179 --> 00:09:03.500 activity that you see taking a better turn, a having a better congression, 135 00:09:03.539 --> 00:09:05.659 ragery or summer months? In terms of some months? Well, we tend 136 00:09:05.700 --> 00:09:09.659 to focus on emails a little bit more, okay, simply because, like 137 00:09:09.820 --> 00:09:13.649 the premention that you get out of opis sometimes response whether have the mable numbers 138 00:09:13.730 --> 00:09:16.289 on there. Okay, I might be a good way to get contact, 139 00:09:16.409 --> 00:09:18.450 UN potentially the name of a no doubt. Yeah, exactly. A normally 140 00:09:18.490 --> 00:09:20.809 at the time to do that as well. So we tend to focus on 141 00:09:22.169 --> 00:09:24.559 email and more, but we're still make a few call every now and then. 142 00:09:24.600 --> 00:09:26.279 You could. You have the mabe number. But against all about how 143 00:09:26.399 --> 00:09:31.559 you approach it. Okay, and coming back to you quickly from before I 144 00:09:31.639 --> 00:09:35.840 move on to other do you see a time in the day we're doing French 145 00:09:37.039 --> 00:09:43.350 prospects, Benjim prospect Swiss prospect are more contactable, I would say during the 146 00:09:43.429 --> 00:09:48.710 summer months or juice is exactly the same as as traditionally. Early in the 147 00:09:48.789 --> 00:09:52.230 morning, late in the evening. I mean the early in the morning, 148 00:09:52.470 --> 00:09:54.620 late in the evening, is the secret for the French market. Okay, 149 00:09:54.620 --> 00:09:58.820 because this is the time when you get picked the right of any time. 150 00:09:58.899 --> 00:10:03.059 You got to go early, all its late. Okay, that's it. 151 00:10:03.299 --> 00:10:07.809 And one good rust with you that I used to follow is to sound like 152 00:10:07.409 --> 00:10:13.450 marketing my emails, and from that you will help response, like a prospect 153 00:10:13.450 --> 00:10:16.169 that they are away or who is the person replacing him, and then you 154 00:10:16.370 --> 00:10:20.960 can start that. We give you like a visibility, yeah, to working 155 00:10:22.039 --> 00:10:26.360 plan successfully for this song for this period of time. Okay, that makes 156 00:10:26.399 --> 00:10:30.919 sense, a strategice. I like it. So moving to you NOWADA. 157 00:10:31.480 --> 00:10:35.389 So you work very closely with the Spanish and detailate market, who actually for 158 00:10:35.509 --> 00:10:39.990 my perspective to change little bit over the summer, and obviously we also know 159 00:10:41.149 --> 00:10:43.870 that the culture on the something the culture of this local of the locals in 160 00:10:43.950 --> 00:10:48.470 Spain or Italy is very important to be successful. What is your perspective in 161 00:10:48.590 --> 00:10:52.500 time of that slowdown over the summer months? I'll do you work with your 162 00:10:52.580 --> 00:10:56.019 team to counter attack. Well, you are covering countries what a truly are 163 00:10:56.179 --> 00:11:00.659 extremely warm during the summer and where we would know there is some sort of 164 00:11:00.700 --> 00:11:03.019 the slowdown from the people anyway. So I'll do you contact. It can 165 00:11:03.059 --> 00:11:07.210 be successful in this regas so write some people. They have the idea that 166 00:11:07.730 --> 00:11:11.769 offices in Spain and Italy Day close during summer time, but actually with the 167 00:11:11.850 --> 00:11:16.490 pain the business and weariness, pain and utility air base, but in fact 168 00:11:16.610 --> 00:11:20.279 taking the horn months as as holidays is not allowing the manority of these companies. 169 00:11:20.679 --> 00:11:26.279 So at least half of the stuff must be working, and company also 170 00:11:26.399 --> 00:11:31.279 encourage the team to take short breaks during the whole year to avoid okay, 171 00:11:31.679 --> 00:11:35.789 but generally speaking, I believe that closing analysis no common thing at all. 172 00:11:35.870 --> 00:11:39.629 Of course, their organization that will be partially closed, especially in the ducation 173 00:11:39.710 --> 00:11:45.789 sector, like university schools. So there will be partially closed during during that 174 00:11:46.029 --> 00:11:50.019 period. But then we need to be clever and planned beforehand on what kind 175 00:11:50.059 --> 00:11:52.580 of companies would will be approaching? Yeah, during that period. So my 176 00:11:52.779 --> 00:11:58.620 suggestion macropomdation, would be to focus more on enterprises, lash organization, manufacturing 177 00:11:58.740 --> 00:12:05.009 companies, banking, retails. will be gudge companies to exactly exactly. But 178 00:12:05.169 --> 00:12:07.769 on the same note, as you say, we can't cover the song with 179 00:12:07.889 --> 00:12:11.570 a finger. Yeah, and there is definitely a challenge during this period there 180 00:12:11.929 --> 00:12:16.600 with their rise strategy. We can overcome that challenge and turning in a great 181 00:12:16.639 --> 00:12:20.080 opportunity. And remember that summer holidays doesn't mean that the whole department will be 182 00:12:20.879 --> 00:12:24.399 on holidays. Yes, so they trust me, they won't go to the 183 00:12:24.480 --> 00:12:28.279 beach all at the same time or during the whole months. That won't be 184 00:12:28.360 --> 00:12:31.429 possible. But but this in mind, there are also a couple of things 185 00:12:31.429 --> 00:12:35.830 that we need to take in consideration when calling Italy and Spain during the summertime. 186 00:12:35.149 --> 00:12:39.110 So the first thing is that many companies around Spain and Italy they are 187 00:12:39.269 --> 00:12:43.740 doing intensive scale, so they're starting are in the morning, sometimes they don't 188 00:12:43.779 --> 00:12:48.419 take breaks and they finish a three PM. Okay, so it is important 189 00:12:48.460 --> 00:12:52.779 if you are calling Spain and Italy during summertime, it's important to call them 190 00:12:52.899 --> 00:12:54.500 early in the more you need to adapt. You need to all that. 191 00:12:54.659 --> 00:12:58.049 You need to call them around the morning to be able to catch the prospects. 192 00:12:58.250 --> 00:13:01.049 They would to catch the right person. Yeah, okay. Also, 193 00:13:01.450 --> 00:13:05.649 people are in general in a good mood. Is, as the guy say, 194 00:13:05.889 --> 00:13:09.250 summer is holiday, is sunny and, as for my experience, Prosper 195 00:13:09.330 --> 00:13:13.519 and more relax and we need to have a conversation with you. There for 196 00:13:13.679 --> 00:13:16.919 more likely to say yes and a second meeting. It's exactly the same as 197 00:13:16.000 --> 00:13:20.279 Friday. So many people think I want border to call because you're right, 198 00:13:20.720 --> 00:13:24.240 but it does a big mistake. I can tell you that actually, Fridays 199 00:13:24.279 --> 00:13:28.470 are one of my best days because people are in a very, very good 200 00:13:28.549 --> 00:13:31.509 much. Another great point of summer holiday is that it is secody have more 201 00:13:31.629 --> 00:13:37.110 time to dedicate US grow new solutions and attending meetings because they are less busy 202 00:13:37.269 --> 00:13:41.220 with daily, you know, request and daily the daily stuff. Also, 203 00:13:41.340 --> 00:13:48.019 another very important point is there is a holiday in Spain and Italy which is 204 00:13:48.059 --> 00:13:52.940 the fifteen of Bogos, which is assumption of Mary in Spain and fair able 205 00:13:52.019 --> 00:13:56.850 stop in in Italy. Is and that will could be particularly challenging, but 206 00:13:56.049 --> 00:14:00.529 it happened to me as year, that they contact a copper prosper during that 207 00:14:00.730 --> 00:14:03.409 week and of course I didn't know that they were on holiday. So I 208 00:14:03.490 --> 00:14:07.730 apologies, but it was actually quite good to establish a first contact with them 209 00:14:07.289 --> 00:14:11.440 and wish them a very holiday and then in a second call and approach them 210 00:14:11.480 --> 00:14:15.639 asking for the holidays, and that lead us to have a great, a 211 00:14:15.720 --> 00:14:18.200 friendly conversation and I managed a tray to book them for September. Say we 212 00:14:18.279 --> 00:14:22.840 depend on how you perceive the things, how you perceive the glass full of 213 00:14:22.919 --> 00:14:28.789 empty or health to remain optimistic during the Suskas ex sense, and we are 214 00:14:28.870 --> 00:14:31.710 here to create a vertunity. Is Not a way for the portunities. Okay, 215 00:14:33.029 --> 00:14:35.149 so I guess what we say and I'm going to address all of you 216 00:14:35.269 --> 00:14:39.419 guys, and you wanted, wanted pit to commend, but if I was 217 00:14:39.500 --> 00:14:43.460 to Bodom the conversation of Vishem in the room, we just I can look 218 00:14:43.460 --> 00:14:46.019 at you Indias with being all excited about the summer coming, which is great. 219 00:14:46.340 --> 00:14:48.899 I guess the way you make me feel like you're looking at it is 220 00:14:48.980 --> 00:14:54.970 that it's almost an opportunity for you, because everyone else don't try, everyone 221 00:14:56.009 --> 00:15:01.210 else doesn't actually try. You just are there is less traffic, there is 222 00:15:01.250 --> 00:15:05.450 less congestion and pot actually gives you a better opportunity to agree reach the right 223 00:15:05.529 --> 00:15:07.840 people. Is that the way you feel or yeah, definitely. I think, 224 00:15:07.960 --> 00:15:11.039 going off from the article that I read and just a few friends that 225 00:15:11.200 --> 00:15:16.320 have that work, the cells been general idea about the summer is that they 226 00:15:16.399 --> 00:15:18.200 tend to take that for the gaps. So for anyone listening to this, 227 00:15:18.399 --> 00:15:24.029 you know is a great opportunity because your conversation at that time they're not workness 228 00:15:24.110 --> 00:15:28.149 heart. So what better opportunity do you have a moment to take advantage of 229 00:15:28.350 --> 00:15:30.669 that. So That's we want the myth to carry on. Yeah, we'll 230 00:15:30.750 --> 00:15:35.980 be there. kind of that right to be. We want people to believe 231 00:15:35.100 --> 00:15:39.779 that the sunlit day we will start in Europe. That's probably better for us. 232 00:15:39.860 --> 00:15:41.860 Yes, okay, that makes sense. And in some of the way 233 00:15:41.940 --> 00:15:48.820 you manage d wells of your respective team or you manage the expectation of your 234 00:15:48.860 --> 00:15:52.210 team because obviously, as you said, you know you are very optimistic, 235 00:15:52.450 --> 00:15:54.889 but you need to manage the expection. Is there any specific teams that you 236 00:15:54.929 --> 00:16:00.049 would give to alogience in regard of, you know, incentive that you could 237 00:16:00.049 --> 00:16:03.730 run during the summer, anything that you could do on top of the of 238 00:16:03.850 --> 00:16:07.320 the ordinary to keep the team excited and not give up because, again, 239 00:16:07.799 --> 00:16:11.799 despite everything was saying, you still my perception from what you're saying, that 240 00:16:11.879 --> 00:16:15.080 you still need to have the mindset that you would have successful you will have 241 00:16:15.120 --> 00:16:18.990 success. So I'll do you drive that and he's there any teams that you 242 00:16:18.990 --> 00:16:22.710 would like to show with a augience on stories of what you can in the 243 00:16:22.789 --> 00:16:26.190 past or you've seen success? Yeah, so, for instance, you could 244 00:16:26.470 --> 00:16:30.590 double the incentive that you normally doing a normal work yeah. So, for 245 00:16:30.629 --> 00:16:33.379 instance, in the summer time, if I understand that. Obviously some of 246 00:16:33.500 --> 00:16:37.899 my team might have a bit of a road up with whether summers all. 247 00:16:38.059 --> 00:16:41.500 They might think a one of them the hole people. Anything else. The 248 00:16:41.580 --> 00:16:42.860 first thing you want to do is just motivate, like you said, get 249 00:16:42.940 --> 00:16:45.500 them in the right mindset. Yeah, and then the second thing you want 250 00:16:45.500 --> 00:16:48.129 to do incenter by them. So, for instance, if you normally can 251 00:16:48.289 --> 00:16:52.610 paid x amount, if you arrange a meeting you can go with that amount, 252 00:16:52.690 --> 00:16:56.210 for instance, or maybe they can have an extra day off on a 253 00:16:56.250 --> 00:16:59.889 Friday if they reach the target for yeah, there's little things that you can 254 00:16:59.929 --> 00:17:03.440 do, but often the most important thing is just preparing your team's mindset for 255 00:17:03.559 --> 00:17:07.759 the summer. Okay, again, I'm in the right mind that this is 256 00:17:07.759 --> 00:17:11.079 a great opportunity. One of the biggest reasons because your competition is asleep, 257 00:17:11.400 --> 00:17:15.710 because they know workness as take advantage of stay asleep competition. Yeah, or 258 00:17:15.750 --> 00:17:18.349 about you, lad isn't anything that you would like to show, anything that 259 00:17:18.430 --> 00:17:22.190 you've done in the best to get your team going during the summer? Yes, 260 00:17:22.269 --> 00:17:23.829 so for the moteling, what team? As I said, because they 261 00:17:23.869 --> 00:17:27.710 will start are in the morning. Also, they will be able to leave 262 00:17:27.829 --> 00:17:32.180 maybe are in their afternoon as well. Yes, so that's a great things 263 00:17:32.259 --> 00:17:34.700 for them. So, as you know, in UK we have long days 264 00:17:34.779 --> 00:17:38.140 during summer tie. So it's great just to be able to leave at three 265 00:17:38.420 --> 00:17:42.099 thirty and then half the whole afternoon to do whatever you want to do. 266 00:17:42.700 --> 00:17:45.970 And also we have a lot of incentive in place. So we have a 267 00:17:47.089 --> 00:17:52.049 Normati much you raffles. So we do try to motivate the team to get 268 00:17:52.210 --> 00:17:56.130 more meeting side during summer time as well. So we have insightingmometing to take 269 00:17:56.210 --> 00:18:00.519 place. You're exactly. Exactly more meeting is to take place during summer time. 270 00:18:02.119 --> 00:18:07.000 We had the survivor Icelet that we did also a month ago, starting 271 00:18:07.079 --> 00:18:08.759 during, you know, this period. It was very, very good, 272 00:18:08.799 --> 00:18:12.750 very successful. When we are trying to do, you know, different kind 273 00:18:12.789 --> 00:18:18.230 of incentive everyone, I'm th are doing that also during summer time, to 274 00:18:18.670 --> 00:18:22.869 increase the activity and to motivate people even more. Okay. Well, what 275 00:18:22.069 --> 00:18:26.309 you clime? You good. Okay, income is good, the same instantive, 276 00:18:26.349 --> 00:18:30.420 actually, sense is right. Okay, the reward war. Your thoughts 277 00:18:30.460 --> 00:18:33.500 on this whole sort topic, and I do think like you guys. Basically, 278 00:18:33.500 --> 00:18:37.059 I and that's one of the reason why we want you to run the 279 00:18:37.619 --> 00:18:41.569 episode of the Podcast, is because there is a misconception from our clients, 280 00:18:41.690 --> 00:18:45.529 even Europe and clients, you know. And and it's funny because I was 281 00:18:45.569 --> 00:18:49.690 actually told by Your French prospects that there is nothing happening in fence during the 282 00:18:49.769 --> 00:18:55.009 summer. So my first question that prospect was, okay, so I'm a 283 00:18:55.049 --> 00:18:57.200 surely they are you taking this amount? And it's what I'm actually that going 284 00:18:57.279 --> 00:19:00.759 this summer. I said, okay, what about yourself steam as well? 285 00:19:00.799 --> 00:19:03.279 We've got one of our selves get. That's three sells people in France. 286 00:19:03.480 --> 00:19:06.279 Now one of these selves get, just took one week in at the end 287 00:19:06.319 --> 00:19:08.640 of focused so as about. So basically, you guys will be there doing 288 00:19:08.720 --> 00:19:11.829 nothing, and she told me, no, no, we won't be doing 289 00:19:11.910 --> 00:19:15.269 nothing. But what I'm saying is that is very difficult and basically through the 290 00:19:15.309 --> 00:19:18.150 conversation, and that company as well was in the same or security space. 291 00:19:18.470 --> 00:19:23.150 Okay, so the main next series of question was around hackles. They take 292 00:19:23.230 --> 00:19:26.579 time off. You think you think the people as will come and try to 293 00:19:26.980 --> 00:19:32.299 attact your organization to take holiday? Do you think they just flect or do 294 00:19:32.339 --> 00:19:33.980 you think they will see it as a weakness because you've got less people to 295 00:19:34.099 --> 00:19:38.009 attack you there? Okay, and I think it's true for absolutely everything you 296 00:19:38.089 --> 00:19:41.849 know. I do believe that there is verticals, while you will have us 297 00:19:41.890 --> 00:19:48.170 flow down and as that could be a governmental and organization, education sector. 298 00:19:48.369 --> 00:19:49.569 You know, obviously the take they take up to take a bit of time 299 00:19:49.650 --> 00:19:52.359 off, but that's the same as Christmas. If you look at Christmas, 300 00:19:52.400 --> 00:19:56.160 you will have retail taking a bit of it. They don't take a time 301 00:19:56.240 --> 00:19:59.000 of but the actually was such a busy Pario that you can do anything with 302 00:19:59.079 --> 00:20:03.799 them. That's so. You know from Black Friday to all the return that 303 00:20:03.799 --> 00:20:06.720 they have to deal with in January. You can't plete to the retail for 304 00:20:06.839 --> 00:20:10.630 two last three months. So I think for me is a question of seasonality 305 00:20:10.750 --> 00:20:14.549 and and and what I like the most in what you guys are saying today 306 00:20:14.750 --> 00:20:18.589 and in the team that you are sharing is the fact that it's it's all 307 00:20:18.589 --> 00:20:22.140 about being prepared. Yes, and it's all about the mindset. And I 308 00:20:22.220 --> 00:20:26.660 think lots of people of the mindset because they've been told rather than actually trying 309 00:20:26.140 --> 00:20:30.619 and discovering that they could be successful. So I'll say, you know, 310 00:20:30.019 --> 00:20:33.819 long would it Bein? Long will it leave? All right, yeah, 311 00:20:33.980 --> 00:20:37.210 because the more people believe that the mode will be able to do a great 312 00:20:37.250 --> 00:20:38.970 job during the summer. Now, but I would like to change is the 313 00:20:40.089 --> 00:20:44.609 main set of some of our clients, obviously, and it's such a critical 314 00:20:44.650 --> 00:20:47.130 time of the year because, if you think about it, if you're working 315 00:20:47.170 --> 00:20:51.240 in a calendar fiscal year, you are getting to your six months kind of 316 00:20:51.319 --> 00:20:55.279 time frame and, as we know, our clients would have cells psychlis will 317 00:20:55.319 --> 00:20:59.880 be minimums three mounts up to six, nine twelve months. So if you 318 00:20:59.920 --> 00:21:03.799 want to get your chances to close the deal during this fiscal year, or 319 00:21:03.839 --> 00:21:07.670 you've got to get actively during the summer and and and don't wait now. 320 00:21:07.269 --> 00:21:10.910 The last thing that I would say is that I think for what we do, 321 00:21:11.190 --> 00:21:15.829 which is prospecting, engaging with prospected, generating the pipeline, finding interest, 322 00:21:15.910 --> 00:21:18.339 etcuter for etc. I think it's a great time. I think it's 323 00:21:18.339 --> 00:21:23.859 a much more changing time when it comes to actually closing business, because we 324 00:21:23.980 --> 00:21:27.900 need to close business. You probably need to engage with lots of people from 325 00:21:29.019 --> 00:21:33.049 procurement to decision make your to budget, and it's a question of having everybody 326 00:21:33.049 --> 00:21:36.450 available. And I think you know, we see a lot of crimes struggling 327 00:21:36.529 --> 00:21:38.410 to get deep close during the summer. So they may have to wait for 328 00:21:38.529 --> 00:21:42.049 symptomber to or to actually get the Bosher's order. But clearly, for what 329 00:21:42.210 --> 00:21:45.329 we do, you don't want to wait because if you wait a minute you 330 00:21:45.369 --> 00:21:48.240 will have absolutely nothing to do in September and then he's going to be panic 331 00:21:48.599 --> 00:21:52.599 and panic is never good itselves. So it's about keeping a consistent level of 332 00:21:53.000 --> 00:21:57.200 I believe it's about keeping a consistent level of bye braine coming in. So 333 00:21:57.279 --> 00:22:00.549 yeah, innocence. I agree with you guys exactly, and even whilst bring 334 00:22:00.750 --> 00:22:04.710 back to you know pretty earlier about people being told things that they tend to 335 00:22:06.109 --> 00:22:10.869 so take up for yeah, is similar things to Christmas, for instance, 336 00:22:10.950 --> 00:22:14.269 where during the Christmas period people are like old people on holiday, you know, 337 00:22:14.549 --> 00:22:18.660 etens realize ability, much better mood exactly. And even with that, 338 00:22:18.259 --> 00:22:22.579 there's two other ways around it. So work what how I lot? It's 339 00:22:22.619 --> 00:22:26.059 okay, so Christmas. Maybe that might be really not the whole people. 340 00:22:26.140 --> 00:22:29.380 So what about the other regions? Happens in the yeah, you can reach 341 00:22:29.420 --> 00:22:32.410 out to them. Be There's always something that you can do. Use always 342 00:22:32.410 --> 00:22:34.210 something to do that and I think one of the thing that a dimensions around 343 00:22:34.289 --> 00:22:37.450 Friday. You know, you to forget Friday is like a ride off. 344 00:22:37.690 --> 00:22:42.170 He's like a mini summer. Yeah, everybody stopped working. What's perfect, 345 00:22:42.289 --> 00:22:45.960 and I think the mindset is that, instead of being very active on Monday 346 00:22:47.000 --> 00:22:49.279 morning, when people are probably coming into yourthe is not in the great wood 347 00:22:49.400 --> 00:22:53.000 with lots of things to do with that's of stressed. Always think that catching 348 00:22:53.000 --> 00:22:56.880 up on Friday afternoon, when that potentially pushing back to next week all the 349 00:22:56.960 --> 00:23:00.789 things that they can do this week, is probably the best time. And 350 00:23:00.869 --> 00:23:04.029 that's when I was doing the job of prospecting for clients on behalf of myself, 351 00:23:04.109 --> 00:23:10.109 by the way, being for protects always been extremely successful on Friday and 352 00:23:10.430 --> 00:23:12.420 for the some reason that you describe about the summer is because no one else 353 00:23:12.500 --> 00:23:17.579 is trying and eple are in a good mood. So it's of njering yourself. 354 00:23:17.940 --> 00:23:19.660 Go and walk a little bit harder and you're going to collect your foot. 355 00:23:19.700 --> 00:23:23.619 Of that. People are in neboold but also do while never astly. 356 00:23:25.059 --> 00:23:29.250 There is a psychologist behind that. So when you are calling, they kind 357 00:23:29.289 --> 00:23:32.210 of feel that as well, and then you will be able to book that 358 00:23:32.329 --> 00:23:37.210 guy. It's about it's about us, about it too. is about how 359 00:23:37.369 --> 00:23:40.329 you approach them, is about how you feel during the coal you have, 360 00:23:40.609 --> 00:23:44.519 is about your intonation, is about a lot of things. So there is 361 00:23:44.519 --> 00:23:47.920 a psychologist. We can behind that as well. Wow, that's what we 362 00:23:48.039 --> 00:23:51.880 love Fridays, we love the summer and we love Christmas. So so, 363 00:23:52.000 --> 00:23:55.950 thank you very much for your telling guys. I mean lots of very interesting 364 00:23:56.029 --> 00:24:00.589 insight, lots of very exotic accents around the table as well. As we 365 00:24:00.910 --> 00:24:04.630 may have we may have to put some subtitle for some of audience here, 366 00:24:06.349 --> 00:24:07.869 but I think it was very useful. It was a bit of a breath 367 00:24:07.910 --> 00:24:11.940 of fresh as well to listen to you, and I'll positive you are about 368 00:24:11.940 --> 00:24:15.779 the summer amounts. Now, Alan, I'm coming back to you. One 369 00:24:15.819 --> 00:24:19.140 of the Videt do aton of the podcast is if people want to take the 370 00:24:19.220 --> 00:24:22.420 conversation away, they may have an insight cell stain their selves. They may 371 00:24:22.500 --> 00:24:27.049 have a sells team theirselves, they may have they maybe yourselves person themselves finding 372 00:24:27.130 --> 00:24:30.609 it. Think you're during the summer. So if do this individual wants to 373 00:24:30.650 --> 00:24:34.049 carry on the conversation with operatics, what is the best way to get rid 374 00:24:34.049 --> 00:24:38.039 of yourself all, to get rid of operatics in general, or to discuss 375 00:24:38.279 --> 00:24:41.920 how to strive in the summer? One of the best ways just too good. 376 00:24:42.000 --> 00:24:48.279 Through the website www dotnet. Yeah, you can follow me on Linkedin 377 00:24:48.359 --> 00:24:52.829 as well, Alan and nomally, people say, and so absolutely to make 378 00:24:52.869 --> 00:24:57.230 that day and then it. Just contact me on Linkedin and I'll be more 379 00:24:57.269 --> 00:25:00.990 than happy to help. See You Allen, and you also name is bus 380 00:25:00.150 --> 00:25:06.990 my double sma and yes, like the bus man. What think? You 381 00:25:06.990 --> 00:25:11.660 very much real time gays today. Thank you. operatics has redefined the meaning 382 00:25:11.740 --> 00:25:18.900 of revenue generation for technology companies worldwide. While the traditional concepts of building and 383 00:25:18.980 --> 00:25:23.490 managing inside sales teams inhouse has existed for many years. Companies are struggling with 384 00:25:23.569 --> 00:25:30.130 a lack of focus, agility and scale required in today's fast and complex world 385 00:25:30.450 --> 00:25:36.880 of enterprise technology sales. See How operatics can help your company accelerate pipeline at 386 00:25:37.000 --> 00:25:41.880 operatics dotnet. You've been listening to be tob revenue acceleration. To ensure that 387 00:25:41.920 --> 00:25:45.799 you never miss an episode, subscribe to the show in your favorite podcast player. 388 00:25:47.400 --> 00:25:48.680 Thank you so much for listening. Until next time,

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