Episode Transcript
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You were listening to bb revenue acceleration, a podcast dedicated to helping software executives
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stay on the cutting edge of sales
and marketing in their industry. Let's get
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into the show. Hi, welcome
to be tob revenue acceleration. My name
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is Dane Seber. Can I'm here
today with summits, myitch CEO and founder
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at gets accept. How you today
summit? So it's really good. I
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mean end of quarter, Q two
and end up h one, being that
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the half year. So I mean
the stress is total. That is busy
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but fun. A lot of deals
being closed, a lot of hiring and
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a lot of things that needs to
be settled before vacation time coming up now,
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in in July here and here for
us in in the nordics. So
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busy, busy, but fun.
Good to hear and know. Well.
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I appreciate you taking the time to
join us in this in the last week
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of the quart and also, to
your point, there is quite unusual for
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someone in Scandinavia to still be in
the office of this time year. So
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I appreciate that it is through.
No, but July is where everyone takes
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off, so I still have a
couple of days left. Okay, good,
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good stuff. So to me,
the topic that we planning to discuss
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today is around an article that you
put together actually, which was a five
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steps to still the deal with your
prospects. Before we get into that,
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you please give us a bit of
background and yourself and also your company,
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gets accept of course, of course. So, I mean, if we
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go way back, I'm a mechanical
engineer from from the beginning, never worked
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as one. I love people and
not numbers. So I actually started Anna
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as a ceram consultant. So I
was out getting my fair share of sales
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management and project management education. And
when I implemented crms here in the nordics
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and during my time period there,
I got really, really tired of all
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loud sales reps who more or less
sold things that wasn't possible to implement in
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the cerm that we that we were
developing and selling. So actually switched to
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a new role in that company,
becoming the product management product manager there.
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So that's also where I where I
got like in love in in software and
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how develop, how to develop like
simple software and easy to use software.
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So that's where everything started, more
or less, and and through that process
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I was like really into like how
sales reps were doing their job, how
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they were developing and how we could
develop the product connected to the sales process.
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More or less. That was where
I came up with came up with
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get accept, and the main reason
was, like I saw, like you
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have full control of the process,
you're setting the meetings, you're talking with
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with with the buyers, but then
when you when you actually send the quote
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or the contract, you have more
or less no control of what's up next.
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I mean you have giving them the
numbers, you're giving them the solution
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and now it's up to them to
take the decision. And so there was
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a gap there and where our sales
reps and close the deals. So try
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to figure out, like how can
we help in the end of the sales
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cay cycle, and that's where where
get accept comes in, more or less.
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So this is like four years back
in time since since we started that
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journey off get accept more or less
interesting. Yeah, and I think think
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that's probably a problem. You've identified
a lot of organization the facing on a
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day to day basis, and now
what we often see is that sales and
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marketing teams get it very excited when, when a new lead comes in and
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they service a new lead initially and
and take it to a certain point where
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that's up to the proposal and then, and then often get kind of,
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I guess, can place in it
and when the prospect showing a certain amount
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of interesting interaction, often start thinking
that the deals done before for it truly
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is done. Now you, as
we alluded to a couple of minutes ago,
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you've developed five step process to ensure
that deals progress through the funal way
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to close and to purchase order actually
being in hand. So can you please
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jet more detail around those five steps
with with our audience? Yeah, and
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that's these these five steps are actually
like outside of of get except, to
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be honest, it's more like a
five step process of how how we think
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of closing, closing the deal,
where the first thing is super easy and
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everyone talks about it. It's about
like really make clear what is the value.
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I think many, many sales rept
focus on the product, selling the
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features, but everyone knows that you
need to ask the an ended question so
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that you can use that information to
really explain what the value with the features
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is. But very few of us
are listening in and are actually using that
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through the process. I think the
first thing is that you should always make
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sure to not only explain the features
that you that you have or that you
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can provide, but the value that
comes with the feature that you're that you're
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selling. For example, and one
thing that we did that that helped a
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lot was really make a least of
all the features you have and the value
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that they are connected but also the
pain point that this feature or solving.
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So if you're in a call here, okay, I have problem, like
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I'm sending too many, many quotes. I can't like manage to follow up
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on everyone. Okay, what feature
are connected to this and what value should
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you bring up in that kind of
conversation, so that you hit them straight
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on the head with that instead of
are saying, okay, we have an
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automated follow up feature and which which
really really doesn't resignate. Maybe what what
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they're thinking of, so that that's
just like a simple thing of making your
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value more clear in the process.
That makes sense and from your perspective,
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I mean most of our listeners and
most and most of the companies that we
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do business within in general or in
the software space. How do you ensure
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that your sales team move away from
the talking about features and benefits but actually
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hone in on the value of the
of the prospect. To do that based
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on the position of that prospect?
Would that be based on value that you're
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bringing two similar organization, just simple
companies, in a similar vertical? What
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are some tips that you would that
you would typically share with yourselves team?
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Yeah, of course, like if
you're, if you're really nail down on
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a certain certain vertical, you you
most likely know all the paint points and
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then you of course ask the right
questions through that, through that journey,
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and as you get the different answers
of that, you know exactly which features
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the Demo and when you demo a
feature, make sure that you're not saying,
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okay, this is the feature and
then you show off it more saying
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okay, this is the feature,
this is what it will help you with,
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and then stop and then ask,
for example, how do you think
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this could help you in the journey? You just explain to me this pain
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point that you had. Will this
help you, so that you always like
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stop and ask for like small accepts
through that, through that demo. That's
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something that we are educating our sales
reps and it's always get these small acceptance
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through a full demo so that when
you're through the demo you have accepted all
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the check or they all the check
marks, all the needs that has been
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phrased through the through the through the
pain conversation. More or less. That's
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just one simple thing that you can
do that makes sense. Okay, interesting,
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and then in general, obviously get
accepted. Is a technology that's helping
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sales people close more? Yeah,
the old more business. If we look
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at the the widest sort of sales
and marketing technology market, how do you
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see technology helping to make the closing
process smoother and more effective? And do
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you think you think that's replacing parts
of the salesperson's job, or do you
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think it is really augmenting and supporting
them to do more? No, but
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I mean the discussion now is much
about how ai will replace every sales rep
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in the world and there will be
no more sales reps and and I mean
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I don't, I don't believe in
that. It's more about the process itself.
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Is Changing. Of course it's more
online, just like the business to
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consumer has changed. We're do all
business online now. That's that's happening in
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be to be to like and you
only need to adapt. And what we
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really believe in and get accept is
the power of personalization, the power of
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relationship. I think that will still
consist even if it's moving inline. So
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the only thing you need to do
is like, how can I dress that
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in a more online world? And
that's really what we're trying to do with
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get accept. I mean we're just
trying to build an online platform where we
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help businesses do more business, but
in a more online world in the in
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the future. So I mean that's
what is all around. personalization, engagement
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through the process, through the sales
process, more or less. Okay,
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that makes sense now. We spoke, I guess, particularly around the point
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in your five step processor. We
mainly discussed the idea of shuring that you
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make the value. Ali. What
did it? What are the other points?
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I really done that from that sort
of five step process, that the
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really I think the most simple one, is the most scary one, is
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actually just asking for the clothes.
I mean often we walk around and walk
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around the actually accept, but I
mean if you're if you're of checked all
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the needs, you just need to
ask the magical question, like what is
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between us and assigned contract now in
the end. So that's just a super
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simple thing that we implemented in our
organizations. Ay, like, okay,
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if you have all checkmarks, just
ask for it. Sometimes people think that
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is like a little bit too push
pushy. And then then another kind of
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way of doing it is actually just
skip the closing and go for the planning.
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For example, if you are a
consultancy organization, you have consultants and
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maybe they are getting booked and booked. So for now, for for Summer
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Times, where everything everyone is taking
vacation, you need to maybe make clear
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that after vacation everyone is taking decisions. Now, after vacation, everything is
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booked. So if you want to
get started in September, we need to
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get this contract signed, because I
can't, I can't like sell you something
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and that we can't think we can't
provide later on. So you need to
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take this decision now so you make
it more urgent for them to close now,
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for example. That's just just a
simple thing to use. Use it
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like a thing connected to the urgent
and see if you have by thinking.
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I think you need to be aware
of also that don't I hate those calling
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me like her selling ads in papers
and in web pages. So is always
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all you have, this last spot. It's like the last one in the
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paid or on the that certain page
or in this paper, and I can
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only sell it to you right now
and I have a someone else that I
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will I will sell it to if
you don't take it. I mean that
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just feel so teas. It's just
just if you if you want to use
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that technique, you need to really
have something compelling and something that you can
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use as an urgency in the process
of asking for the clothes. That makes
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sense. And do you think that
it is sort of the moment to ask
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for the clothes is varying based on
the complexity of the cell process, of
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the cell cycle. Do you think
that sort of idea that you just describe
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it if you've had all the little
accepts along the way and you you feel
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that actually, all along the way, whether it's a one week or one
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year cell cycle, there's about asking
out the right time. How do you
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know it's the right time to ask
to the globe? Yeah, I mean,
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of course that depends on what you're
selling. I mean, if you're
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selling a nuclear reactor, you can't
ask for it the first meeting. But
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I mean the thing you need to
do is like, of course, check
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off all the needs and all the
musts that that the buyer asking for,
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and when you have that, you
can say like, okay, from from
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from what I've see and what I
have like noted down, we have checked
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off this, this and this.
Is there anything more that we need to
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check off? You to be able
to take a decision and have that as
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as a like more of a check
on the customer if they're ready to go
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to the next step, as I
think, and that that you can do
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like quite early, I think.
But of course, again, depending on
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what you're selling, you need to
always reflect that. But I mean you
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can always use that as as an
understanding of where are we in the sales
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journey. And if they say,
like, okay, we also need to
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check off this, I need to
involve the legal department, I need to
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involve it department. Okay, then
you got another number of check marks out
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to your list. Then when you
got through those, then you have the
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next conversation asking like, okay,
now we've checked off all these things,
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how to come to the next step? Are we ready to get to the
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close contract? Is there anything more
that we need to get to get done
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before that, because you needly need
also to take in consideration that they're talking
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to you because they need what you're
selling. Hopefully so. I mean they're
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not talking to you just because they
think it's fun. You have some values
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that they need. If if you
can provide them, that's that's perfect.
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It's a win win. Absolutely,
and I think as well it was.
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Was An overriding point about all of
that is that you've got to ensure that
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you're actually engage with the right person
to all. Yeah, of course,
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of course, that's that's that's a
kind of given. But I guess a
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lot of so people get for it. crapper about the close. When when
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that person gone close to deal with
them? Yeah, it's quite as you
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said, it's quite given, but
too many of us fall in the same
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same trap. I mean, have
done it tons of time. I'm even
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as like are you the one taking
the decision? And they always answer yes,
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because everyone wants to be important and
I think like a good way of
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asking that question is not like saying
hey, how is it you taking the
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decision, because, as I said, many will say yes, I am.
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It's more like awsome. Okay,
have you implemented this kind of solution?
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If you're selling a saw solution,
if you're selling consultancy project, have
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you implemented this before? Have you
both this service before? If they say
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yes, then you ask like,
okay, how did that journey go?
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Lost Time? How did that process
go through your your like buying process?
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Then it will say, okay,
first I had the meeting, then we
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involve legal and then my cfo signed
in the end. Okay, so we
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have legal and CFO that needs to
be involved. So you're just like a
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mid part for me to get to
the next step. So I think that's
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a good way of like really discovering
that the different stakeholders, and then we
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actually use get except for that,
because as long as you're sending your collateral
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withou get except, we can actually
identify new stakeholders, I mean new persons
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involved in do you watching that company
presentation or watching the quote so that we
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can then see, okay, is
besides just mark watching it? It's also
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someone else, Eric or Sandra or
anyone else who's in that contract right now
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watching it. So I mean that's
also way of identify more stakeholders through that
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journey. That's interesting that. That
actually gave me on to a another point,
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which was exactly around your own technology, get except. So I think
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you just mentioned it at the tail
end of that common there. But how
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do you use your own solution and
what are some of the best practices around
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how you use get except to accelerate
your own sales process, whether that's you
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or make from a sort of more
generic perspective, and it'd be great if
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you could share a success story and
associated with with get accepted as well.
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Yeah, of course. I mean
we use it in the full journey from
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more or less as long that we
have got a contact. Is Not a
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leads generation tool, it's it's not
the outreach tool. As long as you
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have like a sales qualified lead,
that's when we start using it. So,
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for example, before going into the
first presentationtion where we will present get
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accept and then ask for their pains
and so on or the needs they have
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and then do a demo, we
send a presentation to them with get accept
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in that way we can identify who's
viewing that presentation, who will be in
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the meeting, for example, if
they don't, if they don't tell you
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that in in the beginning and after
that we will of course follow up,
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with the next part being sending,
for example, a customer case or White
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Paper, whatever it is, to
keep that that hot prospect even more hot
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or make it even more hot.
So we're using that through the whole process
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and as we're doing that, it's
possible to use video, for example,
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to engage with the buyer to make
it more personalized. It's impossible to use
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chat. So it's easier to be
more timely in how you follow up because
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you know, okay, they're in
that contract right now, watching it or
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that presentation, so you can actually
ask questions and you can let them ask
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questions, because I think that's one
of the important part now, like you're
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not selling when you're ready to sell, you're actually selling when they are ready
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to buy. So that's an important
part that you need to make it feel
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like the buyer buying something, not
being sold to, because I don't think
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anyone want to be sold to.
You want to feel that you bought something,
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and you can only do that if
you let them steer the process or
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be at the steering wheel and you
like just providing them the information when they
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need it or when they ask for
it to be available when they are available.
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I think that's one important part.
And then in the end, of
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course, like no more hassle with
with the printers and scanners to get the
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contract signed. I mean you just
you just press the button and then you're
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then you're done. So that that's
like the standard, the standard journey.
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But I have a really fun customer
story that just got told for me a
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couple of days ago that I can
can run you through if you want to.
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Absolutely why. Yeah, so now
it's actually it's quite fun because we
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have hired quite a lot lost like
half year. We went from thirty persons
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in January to seventy five now,
and a couple of hires are actually coming
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from from our customers. So we
just hired a new new sales manager here
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in the nordics who wasn't old customer
of ours and he had been using get
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accept and has been sharing collateral to
through the process and then just to go
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before going on parental leave, he
shared some collateral and the contract actually,
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but no answers. And then when
he came back from parent to leave,
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he had one week left of the
year and since I had so much things
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to do, who just like had
a list of I need to fix all
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these things, and then he got
a notification from from get accepted said like
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okay, the potential buyers actually in
the contract, watching the demo video,
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for example, and and he was
like immediately on the phone answering back on
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a chat message like okay, Hey, I see your your your like interacting.
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Is there any question? Anything I
can help you with? And they
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started the conversation. He phoned back
and actually see the deal on the year
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because they had some left in the
budget before closing down the year on the
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customer side to spend. So he
was making Henry tk on that deal.
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The company made this budget on that
deal and and he made his personal budget
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just by closing that deal. So
that's just a simple, simple customer case
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that just happened this last year.
Actually. Oh, well, interesting.
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Well, thanks for sharing that.
So, Sammy, I guess your last
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question for me and it's probably really
off the back of that point you just
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made, I'm sure. Well,
as you describe yourself, you've been seeing
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a lot of growth the last couple
of years. So you've got a lot
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of those successful case studies, if
you like that, that you've that you've
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worked on, but it would be
interesting for us to understand what your journeys
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being like as an entrepreneur. I
know you shared a little bit as to
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how you started the company, but
a little bit around yet. What motivated
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you to start the business and and
how did you find your niche in this
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market? Because, as we all
know, there's there's your your doctor signs
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of this world and echo signs of
this world. Now they're naturally more more
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just a knee signature type pollution.
But interesting to understand what that journey is
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like and how you find it competing
again. So those large players in the
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industry. Yeah, of course.
I mean when we started, as I
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said, like back in the days, we were more or less just solving
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our own challenges in the in the
sales organization we had. We were for
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founders different organizations. We saw that
like, closing the deal isn't as easy
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as it should be, and then
we saw a big research saying like sixty
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percent of all deals that you that
you have in contract mode or in more
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or less like closing mode, is
is actually just ending up in the Valley
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of death, the dark. We're
nothing happens. So we said like Oh,
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the challenge isn't your competitor, is
is how your your process looks like
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in the end of the process,
or the sales process. So that was
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how everything got started. And I
mean we just we're just super passionate about
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sales and wanted to change something.
We've been running other businesses, as I
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said before, so we wanted to
do this on a global basis. So
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we applied for Y combinator with this
idea, more or less, and the
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vision of helping be to be businesses, close more the deals and and got
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in. So that was how everything
started back in two thousand and sixteen.
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Work through why combinator grew with twenty
three percent week over week from the start,
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as we released a product, which
was an amazing time. Work like
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crazy, since we, since we
are from Sweden living in San Francisco.
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Back then we could work you will
shift, so during night, the night
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time, we work towards Sweden and
during daytime we work toward us. So
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that was that was great for at
least four months, because before you got
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00:20:30.619 --> 00:20:33.059
a little bit sick. But that
was a like a fun part of the
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journey. And then after that we
raised some money, which we which we're
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still working with, and I mean
today we have offices in in in Sweden,
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in Norway, in Denmark, in
France and and one in San Francisco.
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So growing the business. It's Super
Fun and in the end we're just
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doing what we what we love.
We want to change how businesses do businesses
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in the more online world. That's
that's what we're aiming for. And now
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we have seventy plus get acceptors who
are all passionate about the same thing.
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So Super Fun journey so far.
Hope it will be Super Fun going forward
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to absolutely great. Well, thanks
you, Insu s as some is so
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what we've really appreciated that you've taken
the time to share your thoughts with us
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today and and and it sounds like
you're just really at the beginning of an
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exciting journey. Get accept if anyone
wants to learn more about your company or
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continue the conversation off line O or
just reach out to you and in a
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direct way. What's the best way
I can get in touch with with both
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the company and Yourself? Yeah,
I'm I love to help other entrepreneurs.
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So so feel fee to contact me
through Linkedin is a good way. I
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00:21:40.769 --> 00:21:44.250
can actually say that if you want
to call me on the phone, you
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can actually see my phone number somewhere
in the blog post that we have been
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discussing today. So so go in
there and find it and just give me
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a call and I'll answer you.
So linked in or or find a number
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and call me. Great, okay. So how many thanks once again,
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submis it's been great having you on
the show today. Thanks for having me.
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00:22:03.069 --> 00:22:08.109
It was a pleasure from my side. operatics has redefined the meaning of
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00:22:08.269 --> 00:22:15.740
revenue generation for technology companies worldwide.
While the traditional concepts of building and managing
334
00:22:15.859 --> 00:22:21.019
inside sales teams inhouse has existed for
many years, companies are struggling with a
335
00:22:21.059 --> 00:22:26.859
lack of focus, agility and scale
required in today's fast and complex world of
336
00:22:26.019 --> 00:22:33.130
enterprise technology sales. See How operatics
can help your company accelerate pipeline at operatics
337
00:22:33.289 --> 00:22:38.410
dotnet. You've been listening to be
tob revenue acceleration. To ensure that you
338
00:22:38.529 --> 00:22:42.170
never miss an episode, subscribe to
the show in your favorite podcast player.
339
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Thank you so much for listening.
Until next time,
