51: 2 Steps to Seal the Deal With Your Prospects (and Avoid the “Valley of Death” for Contracts) w/ Samir Smajic

July 31, 2019 00:22:52
51: 2 Steps to Seal the Deal With Your Prospects (and Avoid the “Valley of Death” for Contracts) w/ Samir Smajic
B2B Revenue Acceleration
51: 2 Steps to Seal the Deal With Your Prospects (and Avoid the “Valley of Death” for Contracts) w/ Samir Smajic

Jul 31 2019 | 00:22:52

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Show Notes

Closing a deal isn’t as easy as it should be. 

Some research suggests that 60% of all deals you have in the contract stage end up in the “Valley of Death,” the dark where nothing happens.

The challenge, then, really has nothing to do with your competitors. Instead, it’s all about how you handle your own end of the sales process. How do you push deals all the way through to the very end?

In this episode, we interview Samir Smajic, CEO and Founder at GetAccept, about a couple of ways to close out sales and avoid the Valley where deals go to die.

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Episode Transcript

WEBVTT 1 00:00:02.560 --> 00:00:08.150 You were listening to bb revenue acceleration, a podcast dedicated to helping software executives 2 00:00:08.150 --> 00:00:11.949 stay on the cutting edge of sales and marketing in their industry. Let's get 3 00:00:11.990 --> 00:00:18.309 into the show. Hi, welcome to be tob revenue acceleration. My name 4 00:00:18.390 --> 00:00:22.059 is Dane Seber. Can I'm here today with summits, myitch CEO and founder 5 00:00:22.140 --> 00:00:26.699 at gets accept. How you today summit? So it's really good. I 6 00:00:26.780 --> 00:00:30.899 mean end of quarter, Q two and end up h one, being that 7 00:00:31.100 --> 00:00:34.939 the half year. So I mean the stress is total. That is busy 8 00:00:35.539 --> 00:00:38.850 but fun. A lot of deals being closed, a lot of hiring and 9 00:00:38.929 --> 00:00:42.369 a lot of things that needs to be settled before vacation time coming up now, 10 00:00:42.530 --> 00:00:45.689 in in July here and here for us in in the nordics. So 11 00:00:45.890 --> 00:00:48.770 busy, busy, but fun. Good to hear and know. Well. 12 00:00:48.770 --> 00:00:52.600 I appreciate you taking the time to join us in this in the last week 13 00:00:52.640 --> 00:00:56.560 of the quart and also, to your point, there is quite unusual for 14 00:00:56.679 --> 00:00:59.399 someone in Scandinavia to still be in the office of this time year. So 15 00:00:59.600 --> 00:01:03.560 I appreciate that it is through. No, but July is where everyone takes 16 00:01:03.640 --> 00:01:07.790 off, so I still have a couple of days left. Okay, good, 17 00:01:07.989 --> 00:01:11.030 good stuff. So to me, the topic that we planning to discuss 18 00:01:11.069 --> 00:01:14.390 today is around an article that you put together actually, which was a five 19 00:01:14.469 --> 00:01:17.750 steps to still the deal with your prospects. Before we get into that, 20 00:01:18.069 --> 00:01:21.819 you please give us a bit of background and yourself and also your company, 21 00:01:21.900 --> 00:01:23.900 gets accept of course, of course. So, I mean, if we 22 00:01:23.980 --> 00:01:29.219 go way back, I'm a mechanical engineer from from the beginning, never worked 23 00:01:29.260 --> 00:01:33.209 as one. I love people and not numbers. So I actually started Anna 24 00:01:33.370 --> 00:01:37.730 as a ceram consultant. So I was out getting my fair share of sales 25 00:01:37.769 --> 00:01:42.209 management and project management education. And when I implemented crms here in the nordics 26 00:01:42.450 --> 00:01:46.810 and during my time period there, I got really, really tired of all 27 00:01:46.930 --> 00:01:51.400 loud sales reps who more or less sold things that wasn't possible to implement in 28 00:01:51.480 --> 00:01:55.799 the cerm that we that we were developing and selling. So actually switched to 29 00:01:55.879 --> 00:02:00.400 a new role in that company, becoming the product management product manager there. 30 00:02:00.560 --> 00:02:05.430 So that's also where I where I got like in love in in software and 31 00:02:05.549 --> 00:02:08.430 how develop, how to develop like simple software and easy to use software. 32 00:02:08.990 --> 00:02:13.909 So that's where everything started, more or less, and and through that process 33 00:02:13.909 --> 00:02:17.099 I was like really into like how sales reps were doing their job, how 34 00:02:17.139 --> 00:02:22.819 they were developing and how we could develop the product connected to the sales process. 35 00:02:22.860 --> 00:02:24.539 More or less. That was where I came up with came up with 36 00:02:24.740 --> 00:02:29.259 get accept, and the main reason was, like I saw, like you 37 00:02:29.340 --> 00:02:32.650 have full control of the process, you're setting the meetings, you're talking with 38 00:02:32.889 --> 00:02:38.330 with with the buyers, but then when you when you actually send the quote 39 00:02:38.409 --> 00:02:42.250 or the contract, you have more or less no control of what's up next. 40 00:02:42.289 --> 00:02:45.919 I mean you have giving them the numbers, you're giving them the solution 41 00:02:46.080 --> 00:02:50.000 and now it's up to them to take the decision. And so there was 42 00:02:50.039 --> 00:02:53.439 a gap there and where our sales reps and close the deals. So try 43 00:02:53.479 --> 00:02:57.039 to figure out, like how can we help in the end of the sales 44 00:02:57.120 --> 00:03:00.110 cay cycle, and that's where where get accept comes in, more or less. 45 00:03:00.509 --> 00:03:02.750 So this is like four years back in time since since we started that 46 00:03:02.789 --> 00:03:07.189 journey off get accept more or less interesting. Yeah, and I think think 47 00:03:07.229 --> 00:03:10.590 that's probably a problem. You've identified a lot of organization the facing on a 48 00:03:10.590 --> 00:03:15.819 day to day basis, and now what we often see is that sales and 49 00:03:15.860 --> 00:03:19.259 marketing teams get it very excited when, when a new lead comes in and 50 00:03:19.300 --> 00:03:23.539 they service a new lead initially and and take it to a certain point where 51 00:03:23.539 --> 00:03:25.539 that's up to the proposal and then, and then often get kind of, 52 00:03:25.699 --> 00:03:29.889 I guess, can place in it and when the prospect showing a certain amount 53 00:03:29.889 --> 00:03:34.129 of interesting interaction, often start thinking that the deals done before for it truly 54 00:03:34.250 --> 00:03:37.729 is done. Now you, as we alluded to a couple of minutes ago, 55 00:03:37.770 --> 00:03:42.319 you've developed five step process to ensure that deals progress through the funal way 56 00:03:42.560 --> 00:03:46.800 to close and to purchase order actually being in hand. So can you please 57 00:03:46.840 --> 00:03:52.039 jet more detail around those five steps with with our audience? Yeah, and 58 00:03:52.199 --> 00:03:55.509 that's these these five steps are actually like outside of of get except, to 59 00:03:55.590 --> 00:04:00.389 be honest, it's more like a five step process of how how we think 60 00:04:00.469 --> 00:04:03.030 of closing, closing the deal, where the first thing is super easy and 61 00:04:03.110 --> 00:04:09.669 everyone talks about it. It's about like really make clear what is the value. 62 00:04:09.909 --> 00:04:13.659 I think many, many sales rept focus on the product, selling the 63 00:04:13.819 --> 00:04:16.980 features, but everyone knows that you need to ask the an ended question so 64 00:04:17.100 --> 00:04:21.860 that you can use that information to really explain what the value with the features 65 00:04:21.860 --> 00:04:26.850 is. But very few of us are listening in and are actually using that 66 00:04:27.129 --> 00:04:30.490 through the process. I think the first thing is that you should always make 67 00:04:30.529 --> 00:04:33.050 sure to not only explain the features that you that you have or that you 68 00:04:33.089 --> 00:04:38.490 can provide, but the value that comes with the feature that you're that you're 69 00:04:38.490 --> 00:04:42.160 selling. For example, and one thing that we did that that helped a 70 00:04:42.199 --> 00:04:46.519 lot was really make a least of all the features you have and the value 71 00:04:46.600 --> 00:04:51.519 that they are connected but also the pain point that this feature or solving. 72 00:04:51.910 --> 00:04:55.670 So if you're in a call here, okay, I have problem, like 73 00:04:55.829 --> 00:04:59.550 I'm sending too many, many quotes. I can't like manage to follow up 74 00:04:59.629 --> 00:05:02.670 on everyone. Okay, what feature are connected to this and what value should 75 00:05:02.670 --> 00:05:05.949 you bring up in that kind of conversation, so that you hit them straight 76 00:05:06.069 --> 00:05:09.620 on the head with that instead of are saying, okay, we have an 77 00:05:09.660 --> 00:05:14.699 automated follow up feature and which which really really doesn't resignate. Maybe what what 78 00:05:14.860 --> 00:05:18.899 they're thinking of, so that that's just like a simple thing of making your 79 00:05:19.339 --> 00:05:25.250 value more clear in the process. That makes sense and from your perspective, 80 00:05:25.529 --> 00:05:29.050 I mean most of our listeners and most and most of the companies that we 81 00:05:29.129 --> 00:05:32.569 do business within in general or in the software space. How do you ensure 82 00:05:32.610 --> 00:05:38.279 that your sales team move away from the talking about features and benefits but actually 83 00:05:38.360 --> 00:05:41.879 hone in on the value of the of the prospect. To do that based 84 00:05:41.959 --> 00:05:45.920 on the position of that prospect? Would that be based on value that you're 85 00:05:45.959 --> 00:05:49.629 bringing two similar organization, just simple companies, in a similar vertical? What 86 00:05:49.750 --> 00:05:53.790 are some tips that you would that you would typically share with yourselves team? 87 00:05:54.110 --> 00:05:57.110 Yeah, of course, like if you're, if you're really nail down on 88 00:05:57.189 --> 00:06:00.230 a certain certain vertical, you you most likely know all the paint points and 89 00:06:00.350 --> 00:06:04.540 then you of course ask the right questions through that, through that journey, 90 00:06:04.980 --> 00:06:10.500 and as you get the different answers of that, you know exactly which features 91 00:06:10.540 --> 00:06:13.779 the Demo and when you demo a feature, make sure that you're not saying, 92 00:06:13.779 --> 00:06:16.579 okay, this is the feature and then you show off it more saying 93 00:06:16.620 --> 00:06:19.930 okay, this is the feature, this is what it will help you with, 94 00:06:20.290 --> 00:06:24.769 and then stop and then ask, for example, how do you think 95 00:06:24.889 --> 00:06:28.290 this could help you in the journey? You just explain to me this pain 96 00:06:28.410 --> 00:06:30.730 point that you had. Will this help you, so that you always like 97 00:06:30.970 --> 00:06:36.079 stop and ask for like small accepts through that, through that demo. That's 98 00:06:36.160 --> 00:06:42.560 something that we are educating our sales reps and it's always get these small acceptance 99 00:06:42.680 --> 00:06:46.360 through a full demo so that when you're through the demo you have accepted all 100 00:06:46.399 --> 00:06:49.310 the check or they all the check marks, all the needs that has been 101 00:06:49.389 --> 00:06:54.430 phrased through the through the through the pain conversation. More or less. That's 102 00:06:54.750 --> 00:06:59.269 just one simple thing that you can do that makes sense. Okay, interesting, 103 00:06:59.350 --> 00:07:03.300 and then in general, obviously get accepted. Is a technology that's helping 104 00:07:03.420 --> 00:07:08.259 sales people close more? Yeah, the old more business. If we look 105 00:07:08.259 --> 00:07:12.899 at the the widest sort of sales and marketing technology market, how do you 106 00:07:12.980 --> 00:07:17.050 see technology helping to make the closing process smoother and more effective? And do 107 00:07:17.089 --> 00:07:23.250 you think you think that's replacing parts of the salesperson's job, or do you 108 00:07:23.329 --> 00:07:27.170 think it is really augmenting and supporting them to do more? No, but 109 00:07:27.250 --> 00:07:31.120 I mean the discussion now is much about how ai will replace every sales rep 110 00:07:31.240 --> 00:07:34.439 in the world and there will be no more sales reps and and I mean 111 00:07:34.759 --> 00:07:40.680 I don't, I don't believe in that. It's more about the process itself. 112 00:07:41.079 --> 00:07:44.670 Is Changing. Of course it's more online, just like the business to 113 00:07:44.750 --> 00:07:47.910 consumer has changed. We're do all business online now. That's that's happening in 114 00:07:48.029 --> 00:07:50.750 be to be to like and you only need to adapt. And what we 115 00:07:50.949 --> 00:07:57.230 really believe in and get accept is the power of personalization, the power of 116 00:07:57.629 --> 00:08:01.100 relationship. I think that will still consist even if it's moving inline. So 117 00:08:01.220 --> 00:08:03.980 the only thing you need to do is like, how can I dress that 118 00:08:05.500 --> 00:08:07.540 in a more online world? And that's really what we're trying to do with 119 00:08:07.660 --> 00:08:13.129 get accept. I mean we're just trying to build an online platform where we 120 00:08:13.329 --> 00:08:16.649 help businesses do more business, but in a more online world in the in 121 00:08:16.730 --> 00:08:22.810 the future. So I mean that's what is all around. personalization, engagement 122 00:08:22.850 --> 00:08:26.209 through the process, through the sales process, more or less. Okay, 123 00:08:26.529 --> 00:08:30.639 that makes sense now. We spoke, I guess, particularly around the point 124 00:08:30.879 --> 00:08:35.440 in your five step processor. We mainly discussed the idea of shuring that you 125 00:08:35.519 --> 00:08:37.679 make the value. Ali. What did it? What are the other points? 126 00:08:37.720 --> 00:08:41.830 I really done that from that sort of five step process, that the 127 00:08:41.070 --> 00:08:46.309 really I think the most simple one, is the most scary one, is 128 00:08:46.429 --> 00:08:50.029 actually just asking for the clothes. I mean often we walk around and walk 129 00:08:50.070 --> 00:08:56.100 around the actually accept, but I mean if you're if you're of checked all 130 00:08:56.179 --> 00:08:58.379 the needs, you just need to ask the magical question, like what is 131 00:08:58.500 --> 00:09:03.500 between us and assigned contract now in the end. So that's just a super 132 00:09:03.580 --> 00:09:07.100 simple thing that we implemented in our organizations. Ay, like, okay, 133 00:09:07.100 --> 00:09:11.570 if you have all checkmarks, just ask for it. Sometimes people think that 134 00:09:11.769 --> 00:09:15.210 is like a little bit too push pushy. And then then another kind of 135 00:09:15.649 --> 00:09:20.409 way of doing it is actually just skip the closing and go for the planning. 136 00:09:20.490 --> 00:09:24.159 For example, if you are a consultancy organization, you have consultants and 137 00:09:24.279 --> 00:09:28.279 maybe they are getting booked and booked. So for now, for for Summer 138 00:09:28.320 --> 00:09:31.519 Times, where everything everyone is taking vacation, you need to maybe make clear 139 00:09:31.600 --> 00:09:37.960 that after vacation everyone is taking decisions. Now, after vacation, everything is 140 00:09:37.000 --> 00:09:41.350 booked. So if you want to get started in September, we need to 141 00:09:41.470 --> 00:09:45.750 get this contract signed, because I can't, I can't like sell you something 142 00:09:45.830 --> 00:09:48.990 and that we can't think we can't provide later on. So you need to 143 00:09:48.029 --> 00:09:52.019 take this decision now so you make it more urgent for them to close now, 144 00:09:52.379 --> 00:09:56.299 for example. That's just just a simple thing to use. Use it 145 00:09:56.539 --> 00:10:01.500 like a thing connected to the urgent and see if you have by thinking. 146 00:10:01.620 --> 00:10:05.220 I think you need to be aware of also that don't I hate those calling 147 00:10:05.299 --> 00:10:09.929 me like her selling ads in papers and in web pages. So is always 148 00:10:09.970 --> 00:10:13.250 all you have, this last spot. It's like the last one in the 149 00:10:13.330 --> 00:10:16.649 paid or on the that certain page or in this paper, and I can 150 00:10:16.730 --> 00:10:18.330 only sell it to you right now and I have a someone else that I 151 00:10:18.409 --> 00:10:20.879 will I will sell it to if you don't take it. I mean that 152 00:10:22.519 --> 00:10:24.480 just feel so teas. It's just just if you if you want to use 153 00:10:24.519 --> 00:10:28.559 that technique, you need to really have something compelling and something that you can 154 00:10:28.639 --> 00:10:33.519 use as an urgency in the process of asking for the clothes. That makes 155 00:10:33.559 --> 00:10:37.070 sense. And do you think that it is sort of the moment to ask 156 00:10:37.070 --> 00:10:41.590 for the clothes is varying based on the complexity of the cell process, of 157 00:10:41.710 --> 00:10:43.669 the cell cycle. Do you think that sort of idea that you just describe 158 00:10:43.710 --> 00:10:48.230 it if you've had all the little accepts along the way and you you feel 159 00:10:48.309 --> 00:10:52.659 that actually, all along the way, whether it's a one week or one 160 00:10:52.700 --> 00:10:56.580 year cell cycle, there's about asking out the right time. How do you 161 00:10:56.620 --> 00:10:58.539 know it's the right time to ask to the globe? Yeah, I mean, 162 00:10:58.620 --> 00:11:01.259 of course that depends on what you're selling. I mean, if you're 163 00:11:01.299 --> 00:11:07.009 selling a nuclear reactor, you can't ask for it the first meeting. But 164 00:11:07.169 --> 00:11:09.129 I mean the thing you need to do is like, of course, check 165 00:11:09.210 --> 00:11:13.529 off all the needs and all the musts that that the buyer asking for, 166 00:11:13.730 --> 00:11:16.690 and when you have that, you can say like, okay, from from 167 00:11:16.970 --> 00:11:20.679 from what I've see and what I have like noted down, we have checked 168 00:11:20.720 --> 00:11:24.759 off this, this and this. Is there anything more that we need to 169 00:11:24.919 --> 00:11:28.279 check off? You to be able to take a decision and have that as 170 00:11:28.320 --> 00:11:31.440 as a like more of a check on the customer if they're ready to go 171 00:11:31.600 --> 00:11:35.470 to the next step, as I think, and that that you can do 172 00:11:35.669 --> 00:11:37.830 like quite early, I think. But of course, again, depending on 173 00:11:39.070 --> 00:11:41.909 what you're selling, you need to always reflect that. But I mean you 174 00:11:43.149 --> 00:11:46.299 can always use that as as an understanding of where are we in the sales 175 00:11:46.340 --> 00:11:48.980 journey. And if they say, like, okay, we also need to 176 00:11:50.019 --> 00:11:52.620 check off this, I need to involve the legal department, I need to 177 00:11:52.659 --> 00:11:56.860 involve it department. Okay, then you got another number of check marks out 178 00:11:56.899 --> 00:11:58.740 to your list. Then when you got through those, then you have the 179 00:11:58.820 --> 00:12:03.370 next conversation asking like, okay, now we've checked off all these things, 180 00:12:03.690 --> 00:12:05.289 how to come to the next step? Are we ready to get to the 181 00:12:05.370 --> 00:12:09.169 close contract? Is there anything more that we need to get to get done 182 00:12:09.210 --> 00:12:13.330 before that, because you needly need also to take in consideration that they're talking 183 00:12:13.409 --> 00:12:16.360 to you because they need what you're selling. Hopefully so. I mean they're 184 00:12:16.399 --> 00:12:20.159 not talking to you just because they think it's fun. You have some values 185 00:12:20.440 --> 00:12:24.879 that they need. If if you can provide them, that's that's perfect. 186 00:12:24.879 --> 00:12:26.919 It's a win win. Absolutely, and I think as well it was. 187 00:12:28.440 --> 00:12:31.389 Was An overriding point about all of that is that you've got to ensure that 188 00:12:31.470 --> 00:12:35.190 you're actually engage with the right person to all. Yeah, of course, 189 00:12:35.230 --> 00:12:39.230 of course, that's that's that's a kind of given. But I guess a 190 00:12:39.309 --> 00:12:43.590 lot of so people get for it. crapper about the close. When when 191 00:12:43.629 --> 00:12:46.700 that person gone close to deal with them? Yeah, it's quite as you 192 00:12:46.779 --> 00:12:48.740 said, it's quite given, but too many of us fall in the same 193 00:12:50.019 --> 00:12:52.299 same trap. I mean, have done it tons of time. I'm even 194 00:12:52.379 --> 00:12:56.100 as like are you the one taking the decision? And they always answer yes, 195 00:12:56.220 --> 00:13:01.690 because everyone wants to be important and I think like a good way of 196 00:13:01.769 --> 00:13:05.370 asking that question is not like saying hey, how is it you taking the 197 00:13:05.450 --> 00:13:07.450 decision, because, as I said, many will say yes, I am. 198 00:13:07.809 --> 00:13:11.690 It's more like awsome. Okay, have you implemented this kind of solution? 199 00:13:13.000 --> 00:13:16.799 If you're selling a saw solution, if you're selling consultancy project, have 200 00:13:16.919 --> 00:13:20.480 you implemented this before? Have you both this service before? If they say 201 00:13:20.559 --> 00:13:22.399 yes, then you ask like, okay, how did that journey go? 202 00:13:22.639 --> 00:13:26.990 Lost Time? How did that process go through your your like buying process? 203 00:13:28.190 --> 00:13:30.950 Then it will say, okay, first I had the meeting, then we 204 00:13:31.070 --> 00:13:33.350 involve legal and then my cfo signed in the end. Okay, so we 205 00:13:33.389 --> 00:13:37.350 have legal and CFO that needs to be involved. So you're just like a 206 00:13:39.070 --> 00:13:41.340 mid part for me to get to the next step. So I think that's 207 00:13:41.340 --> 00:13:46.620 a good way of like really discovering that the different stakeholders, and then we 208 00:13:46.740 --> 00:13:50.980 actually use get except for that, because as long as you're sending your collateral 209 00:13:50.059 --> 00:13:54.059 withou get except, we can actually identify new stakeholders, I mean new persons 210 00:13:54.139 --> 00:14:00.169 involved in do you watching that company presentation or watching the quote so that we 211 00:14:00.210 --> 00:14:03.210 can then see, okay, is besides just mark watching it? It's also 212 00:14:03.649 --> 00:14:09.529 someone else, Eric or Sandra or anyone else who's in that contract right now 213 00:14:09.649 --> 00:14:13.279 watching it. So I mean that's also way of identify more stakeholders through that 214 00:14:13.360 --> 00:14:18.600 journey. That's interesting that. That actually gave me on to a another point, 215 00:14:18.720 --> 00:14:22.639 which was exactly around your own technology, get except. So I think 216 00:14:22.639 --> 00:14:24.549 you just mentioned it at the tail end of that common there. But how 217 00:14:24.590 --> 00:14:28.230 do you use your own solution and what are some of the best practices around 218 00:14:28.309 --> 00:14:31.950 how you use get except to accelerate your own sales process, whether that's you 219 00:14:33.029 --> 00:14:35.070 or make from a sort of more generic perspective, and it'd be great if 220 00:14:35.070 --> 00:14:39.860 you could share a success story and associated with with get accepted as well. 221 00:14:41.100 --> 00:14:43.019 Yeah, of course. I mean we use it in the full journey from 222 00:14:43.379 --> 00:14:48.820 more or less as long that we have got a contact. Is Not a 223 00:14:48.940 --> 00:14:52.250 leads generation tool, it's it's not the outreach tool. As long as you 224 00:14:52.370 --> 00:14:56.610 have like a sales qualified lead, that's when we start using it. So, 225 00:14:56.809 --> 00:15:00.730 for example, before going into the first presentationtion where we will present get 226 00:15:00.730 --> 00:15:03.409 accept and then ask for their pains and so on or the needs they have 227 00:15:03.610 --> 00:15:07.120 and then do a demo, we send a presentation to them with get accept 228 00:15:07.279 --> 00:15:11.639 in that way we can identify who's viewing that presentation, who will be in 229 00:15:11.720 --> 00:15:15.080 the meeting, for example, if they don't, if they don't tell you 230 00:15:15.240 --> 00:15:18.639 that in in the beginning and after that we will of course follow up, 231 00:15:18.759 --> 00:15:22.509 with the next part being sending, for example, a customer case or White 232 00:15:22.549 --> 00:15:26.990 Paper, whatever it is, to keep that that hot prospect even more hot 233 00:15:28.070 --> 00:15:31.629 or make it even more hot. So we're using that through the whole process 234 00:15:31.870 --> 00:15:35.779 and as we're doing that, it's possible to use video, for example, 235 00:15:35.860 --> 00:15:39.700 to engage with the buyer to make it more personalized. It's impossible to use 236 00:15:39.740 --> 00:15:43.820 chat. So it's easier to be more timely in how you follow up because 237 00:15:43.860 --> 00:15:46.820 you know, okay, they're in that contract right now, watching it or 238 00:15:46.899 --> 00:15:52.049 that presentation, so you can actually ask questions and you can let them ask 239 00:15:52.090 --> 00:15:54.889 questions, because I think that's one of the important part now, like you're 240 00:15:54.970 --> 00:16:00.090 not selling when you're ready to sell, you're actually selling when they are ready 241 00:16:00.090 --> 00:16:03.610 to buy. So that's an important part that you need to make it feel 242 00:16:03.690 --> 00:16:06.960 like the buyer buying something, not being sold to, because I don't think 243 00:16:07.000 --> 00:16:08.639 anyone want to be sold to. You want to feel that you bought something, 244 00:16:08.879 --> 00:16:12.279 and you can only do that if you let them steer the process or 245 00:16:12.399 --> 00:16:17.840 be at the steering wheel and you like just providing them the information when they 246 00:16:17.919 --> 00:16:21.350 need it or when they ask for it to be available when they are available. 247 00:16:21.429 --> 00:16:23.110 I think that's one important part. And then in the end, of 248 00:16:23.230 --> 00:16:27.389 course, like no more hassle with with the printers and scanners to get the 249 00:16:27.470 --> 00:16:30.629 contract signed. I mean you just you just press the button and then you're 250 00:16:30.710 --> 00:16:36.460 then you're done. So that that's like the standard, the standard journey. 251 00:16:37.100 --> 00:16:41.299 But I have a really fun customer story that just got told for me a 252 00:16:41.419 --> 00:16:44.820 couple of days ago that I can can run you through if you want to. 253 00:16:45.500 --> 00:16:49.169 Absolutely why. Yeah, so now it's actually it's quite fun because we 254 00:16:49.289 --> 00:16:53.889 have hired quite a lot lost like half year. We went from thirty persons 255 00:16:53.970 --> 00:16:59.450 in January to seventy five now, and a couple of hires are actually coming 256 00:16:59.490 --> 00:17:03.039 from from our customers. So we just hired a new new sales manager here 257 00:17:03.079 --> 00:17:08.960 in the nordics who wasn't old customer of ours and he had been using get 258 00:17:08.960 --> 00:17:14.880 accept and has been sharing collateral to through the process and then just to go 259 00:17:15.039 --> 00:17:18.589 before going on parental leave, he shared some collateral and the contract actually, 260 00:17:19.069 --> 00:17:22.589 but no answers. And then when he came back from parent to leave, 261 00:17:22.829 --> 00:17:26.589 he had one week left of the year and since I had so much things 262 00:17:26.630 --> 00:17:30.099 to do, who just like had a list of I need to fix all 263 00:17:30.140 --> 00:17:33.940 these things, and then he got a notification from from get accepted said like 264 00:17:33.099 --> 00:17:37.619 okay, the potential buyers actually in the contract, watching the demo video, 265 00:17:37.660 --> 00:17:41.819 for example, and and he was like immediately on the phone answering back on 266 00:17:42.259 --> 00:17:47.450 a chat message like okay, Hey, I see your your your like interacting. 267 00:17:47.609 --> 00:17:49.890 Is there any question? Anything I can help you with? And they 268 00:17:49.970 --> 00:17:55.490 started the conversation. He phoned back and actually see the deal on the year 269 00:17:55.529 --> 00:17:59.519 because they had some left in the budget before closing down the year on the 270 00:17:59.599 --> 00:18:03.000 customer side to spend. So he was making Henry tk on that deal. 271 00:18:03.200 --> 00:18:07.160 The company made this budget on that deal and and he made his personal budget 272 00:18:07.240 --> 00:18:11.950 just by closing that deal. So that's just a simple, simple customer case 273 00:18:12.069 --> 00:18:17.269 that just happened this last year. Actually. Oh, well, interesting. 274 00:18:17.750 --> 00:18:19.589 Well, thanks for sharing that. So, Sammy, I guess your last 275 00:18:19.630 --> 00:18:23.470 question for me and it's probably really off the back of that point you just 276 00:18:23.630 --> 00:18:27.339 made, I'm sure. Well, as you describe yourself, you've been seeing 277 00:18:27.339 --> 00:18:30.220 a lot of growth the last couple of years. So you've got a lot 278 00:18:30.259 --> 00:18:33.420 of those successful case studies, if you like that, that you've that you've 279 00:18:33.500 --> 00:18:37.619 worked on, but it would be interesting for us to understand what your journeys 280 00:18:37.660 --> 00:18:41.339 being like as an entrepreneur. I know you shared a little bit as to 281 00:18:41.420 --> 00:18:45.809 how you started the company, but a little bit around yet. What motivated 282 00:18:45.890 --> 00:18:48.210 you to start the business and and how did you find your niche in this 283 00:18:48.369 --> 00:18:52.049 market? Because, as we all know, there's there's your your doctor signs 284 00:18:52.089 --> 00:18:56.319 of this world and echo signs of this world. Now they're naturally more more 285 00:18:56.400 --> 00:19:00.480 just a knee signature type pollution. But interesting to understand what that journey is 286 00:19:00.519 --> 00:19:03.599 like and how you find it competing again. So those large players in the 287 00:19:03.640 --> 00:19:07.359 industry. Yeah, of course. I mean when we started, as I 288 00:19:07.480 --> 00:19:10.069 said, like back in the days, we were more or less just solving 289 00:19:10.109 --> 00:19:12.750 our own challenges in the in the sales organization we had. We were for 290 00:19:12.950 --> 00:19:18.349 founders different organizations. We saw that like, closing the deal isn't as easy 291 00:19:18.390 --> 00:19:21.950 as it should be, and then we saw a big research saying like sixty 292 00:19:22.029 --> 00:19:26.299 percent of all deals that you that you have in contract mode or in more 293 00:19:26.299 --> 00:19:30.099 or less like closing mode, is is actually just ending up in the Valley 294 00:19:30.140 --> 00:19:33.819 of death, the dark. We're nothing happens. So we said like Oh, 295 00:19:33.900 --> 00:19:37.660 the challenge isn't your competitor, is is how your your process looks like 296 00:19:37.859 --> 00:19:40.529 in the end of the process, or the sales process. So that was 297 00:19:40.609 --> 00:19:45.369 how everything got started. And I mean we just we're just super passionate about 298 00:19:45.369 --> 00:19:48.529 sales and wanted to change something. We've been running other businesses, as I 299 00:19:48.569 --> 00:19:52.410 said before, so we wanted to do this on a global basis. So 300 00:19:52.529 --> 00:19:56.200 we applied for Y combinator with this idea, more or less, and the 301 00:19:56.240 --> 00:20:00.720 vision of helping be to be businesses, close more the deals and and got 302 00:20:00.799 --> 00:20:03.559 in. So that was how everything started back in two thousand and sixteen. 303 00:20:03.920 --> 00:20:08.309 Work through why combinator grew with twenty three percent week over week from the start, 304 00:20:08.390 --> 00:20:12.109 as we released a product, which was an amazing time. Work like 305 00:20:12.230 --> 00:20:18.349 crazy, since we, since we are from Sweden living in San Francisco. 306 00:20:18.349 --> 00:20:22.779 Back then we could work you will shift, so during night, the night 307 00:20:22.900 --> 00:20:26.619 time, we work towards Sweden and during daytime we work toward us. So 308 00:20:26.859 --> 00:20:30.579 that was that was great for at least four months, because before you got 309 00:20:30.619 --> 00:20:33.059 a little bit sick. But that was a like a fun part of the 310 00:20:33.140 --> 00:20:37.930 journey. And then after that we raised some money, which we which we're 311 00:20:37.970 --> 00:20:41.369 still working with, and I mean today we have offices in in in Sweden, 312 00:20:42.089 --> 00:20:47.410 in Norway, in Denmark, in France and and one in San Francisco. 313 00:20:47.769 --> 00:20:51.519 So growing the business. It's Super Fun and in the end we're just 314 00:20:51.640 --> 00:20:55.880 doing what we what we love. We want to change how businesses do businesses 315 00:20:55.960 --> 00:20:59.039 in the more online world. That's that's what we're aiming for. And now 316 00:20:59.119 --> 00:21:03.319 we have seventy plus get acceptors who are all passionate about the same thing. 317 00:21:03.960 --> 00:21:07.349 So Super Fun journey so far. Hope it will be Super Fun going forward 318 00:21:07.390 --> 00:21:11.269 to absolutely great. Well, thanks you, Insu s as some is so 319 00:21:11.789 --> 00:21:15.549 what we've really appreciated that you've taken the time to share your thoughts with us 320 00:21:15.589 --> 00:21:19.740 today and and and it sounds like you're just really at the beginning of an 321 00:21:19.779 --> 00:21:25.420 exciting journey. Get accept if anyone wants to learn more about your company or 322 00:21:25.539 --> 00:21:27.980 continue the conversation off line O or just reach out to you and in a 323 00:21:29.099 --> 00:21:32.420 direct way. What's the best way I can get in touch with with both 324 00:21:32.460 --> 00:21:36.809 the company and Yourself? Yeah, I'm I love to help other entrepreneurs. 325 00:21:37.049 --> 00:21:40.690 So so feel fee to contact me through Linkedin is a good way. I 326 00:21:40.769 --> 00:21:44.250 can actually say that if you want to call me on the phone, you 327 00:21:44.369 --> 00:21:48.240 can actually see my phone number somewhere in the blog post that we have been 328 00:21:48.279 --> 00:21:52.799 discussing today. So so go in there and find it and just give me 329 00:21:52.880 --> 00:21:56.720 a call and I'll answer you. So linked in or or find a number 330 00:21:56.759 --> 00:22:00.480 and call me. Great, okay. So how many thanks once again, 331 00:22:00.559 --> 00:22:03.990 submis it's been great having you on the show today. Thanks for having me. 332 00:22:03.069 --> 00:22:08.109 It was a pleasure from my side. operatics has redefined the meaning of 333 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 00:22:42.769 --> 00:22:45.079 Thank you so much for listening. Until next time,

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