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,
