Episode Transcript
WEBVTT
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You were listening to be tob revenue
acceleration, a podcast dedicated to helping software
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executives stay on the cutting edge of
sales and marketing in their industry. Let's
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get into the show. Welcome to
the B Tob Revenue Acceleration podcast, and
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my name is Dan Seebrook and I'm
here today with Marian Ella Mace, CEO
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at email meeter. By'm Marianella,
how are you today? I'm doing pretty
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great. And what about yourself,
Dan? Yeah, I'm good. Thank
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you. It's starting to become a
little bit more normal to be working from
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home full time. I'm feeling a
bit restricted, but other than that,
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on Howthy and happy. So that's
that's all good. So, Marianothera,
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today we'll be talking about motivating sales
teams in times of remote working. Now,
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before we get into that conversation,
could you please just introduce yourself to
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our audience and also give us a
bit of insight into your company, email
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meet yeah, sure, things.
So, essentially, to kind of dive
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into a little bit about myself and
email meeter, I always like to say
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that I'm in a kind of a
unique position where I'm the CEO of email
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meeter, but I'm also running the
sales team and the customer success department,
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so I always kind of think that
it's multitasking at its finest. And so
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I've been working with email meter and, you know, the amazing group there,
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for a little over a year and
a half now, and it's truly
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I feel that it's been really special
just because I work with such a great
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team that really care. Everybody cares
for one another, which I also think
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is pretty unique. So I feel
very blessed in that sense and really have
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enjoyed every minute. And then now
to kind of switch gears and focus on
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email meter, to give you,
to give you guys a little bit of
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background about, or insight into,
what email meter is. It's essentially and
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email analytics tool and also a kind
of productivity performance tool, and so what
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we're really aiming to do, or
trying to do, is is help business
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leaders make, you know, better
decisions, more informed decisions, using data,
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and what's really great about the product
or the platform is that we can
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essentially analyze thousands of emails in real
time and can compile kind of like detailed
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insights and really focus on different aspects
that different kind of team team leaders or,
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you know, other positions maybe are
looking for and and we can actually
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tailor it so that way we can
really focus on employee performance and productivity.
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And so, you know, if
we, if I had to like mention
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our mission, our mission is essentially
to make teams smarter and more productive through
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email analytics. And let's actually been
really great about the team is because of
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kind of the state that we're in
now, with the pandemic and everything,
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we were actually able to create a
new platform to help small and medium businesses
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that's kind of like a standard dashboard
that has more analytics to offer for teams
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at, you know, much more
kind of affordable price. And so,
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you know, we we can't make
things for free. That we would we
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would love to be able to do
that. This is kind of like our
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our helping hand it away. Okay, and it sounds really relevant for now,
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right. I mean talking about your
mission is really to help companies enable
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their their employees to be more productive. In that that's obviously the key kind
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of message right now for the companies
and individuals is how can the seamlessly work
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from home and or work remotely,
wherever that may be, and and how
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can they be productive while doing that. So that, I'll guess, brings
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us on to us sort of first
real top discussion, which is since covid
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nineteen, since the outbreak. Well, these in most companies have had to
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rapidly enable their teams to work remotely, which is naturally impacted the working routine
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and also the the economy and people's
health along with it. But we think
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about work for a second, how
can you, as a sales leader and
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a CEO, as suppose, how
can you ensure that your sales teams are
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can remain productive, but, more
importantly, how do you ensure they remain
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motivated in times like this when they've
had to shift from an office working environment
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to an individual home base work environment? Yeah, so I think there are
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a lot of great strategies out there
and I think it really depends on the
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group of people that you have.
But specifically kind of for my team and
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itself, I what I really kind
of like to focus on are going to
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be attitudes and behaviors, and I
really became kind of a big fan of
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this after I did my standlard training. So I I'm really big into Sandler
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and and this is really helped us
a lot and so essentially, what what
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we've been doing, at least with
my teams, is we've been trying to
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break everything down into the kind of
more manageable bites so it doesn't seem so
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overwhelming, especially because I have a
little bit of a team that's not used
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to remote work, and so kind
of coaching them through it and having it
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in a way where everything kind of
seems manageable and all the news and everything
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that they're hearing isn't, you know, kind of like Doomsday, because you
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know, if we, if we
look on the news almost every day,
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it's kind of a scary thing because
you always kind of see like global economies
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doomed or, you know, worse
than the Great Depression in the S.
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and you know, what's the new
normal? And sometimes I kind of feel
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like, well, there's so much
negativity. You know, how can how
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can we spend this into something positive? And so I've actually actually, at
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the beginning, to be honest,
I kind of struggled a little bit with
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okay, do you know, how
can I how can I make sure that
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everybody's happy, motivated and, you
know, good to go? And so
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when when I kind of started diving
into more of like, okay, let's
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focus on what we can control,
focusing on how we react to things,
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the attitudes and the behaviors, finding
ways to celebrate, you know, the
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little wins, and also kind of
having more of a nurturing kind of aspect
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about me. So I focus more
on, you know, how are they
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doing, and not saying that I
never did it before, but just spending
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a little bit more time with them, understanding, you know, like what's
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going on at home, how are, you know, other things in their
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life going maybe spending ten fifteen minutes
a day with each person, just checking
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in with them. I think is
really important. It's what's really helped us
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a lot, and so taking the
extra time to do that has has definitely,
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I think, helped, and we're
always trying to find ways to laugh
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and and and kind of enjoy each
other's company from a distance some. In
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regards to kind of motivation, one
way that we've kept motivation kind of up
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is by taking small breaks, and
something that we do with with the team
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is every week we elect a game
captain, and so we have one person
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that you know, we take a
break for about ten, ten or fifteen
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minutes and the game captain kind of
chooses a game that all of us play
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together and, you know, gives
us kind of a break to kind of
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laugh and keep up morale. And
one thing that we actually did last week,
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which was a lot of fun,
is a collaborative drawing and so each
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one of us had to kind of
take turns with the Group and point out
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one thing that we loved most in
our house and of course I chose my
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my daughter, and Catania in the
group had to draw her and it came
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out pretty funny. So I said, when we go back to the office
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we have to like print it out
and frame it and that can be like
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our Picasso from from our lockdown period. Yeah, absolutely, it's interesting.
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Mean there's lots of lots of sounds
like there's a lot of different things that
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you're trying to trying to put in
place there just to keep the team engaged
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and motivated and morale as high as
possible. I think with sales people it's
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always tough because from my perspective of
both being and coaching sales people and being
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a shelf person, I think it's
I think sales people who's buy their very
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nature thrive on success and thrive on
the big wins, but actually success changes
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and in this in this time and
and actually perhaps success isn't closing the multimillion
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dollar deals and actually it's just getting
small winds that whatever they may be.
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But but recognizing those small winds can
obviously helped with motivation and team moral as
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well. But yeah, it's an
interesting I some interesting ideas are because I'm
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not sure that anyone's actually got the
true answer as to how they can how
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they can motivate their teams when they're
working in an environment that's it's unknown.
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I mean working from home naturally has
a completely different dynamic to working in and
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office environment. From your perspectium,
from what you've seen, being based in
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Spain, of course, you've had
a few more weeks on the than other
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countries. In working remotely, how
you seeing productivity levels? Are you saying
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that they're higher or lower than the
working from from the office? And second
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to that, how you actually measuring
productivity? Are you measuring that based on
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activity, measuring it based on output, or is it completely changed from from
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prior to the COVID nineteen situation?
Yeah, so again I think that's a
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tough question in a number of ways
because, as you know, being in
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sales can be kind of mentally challenging, and so you have some days where
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my team is like they're crushing it, they're doing, you know, their
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goals or their behaviors, and then
there are other days we're being kind of
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locked at home, not being able
to go out. Has, you know,
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a damper kind of on their mental
kind of status, and then that
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that reflects on on their productivity and
I can, you know, see that
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it's down and maybe they aren't as
excited to be able to complete other goals.
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And so, you know what what
we have been doing, as I
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kind of mentioned before, is trying
to break things down so that way,
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you know, maybe maybe our goals
aren't as aggressive as before, and I'm
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not saying that we're making them,
you know, not aggressive at all,
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but being a little bit more understanding. And so, you know, when
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when I feel that maybe productivity is
a little bit down, then that's when,
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you know, I'll come in and
see how I can help or if
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there's kind of a block. And
the way that we're measuring productivity is is
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kind of in a couple different ways. So we of course use email meter
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and to kind of look to see
okay, you know, is it maybe
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a shift in the amount of workload
that's coming in? You know, am
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I noticing productivity is kind of maybe
shifting throughout the day where it's becoming a
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little bit later in the day versus
earlier in the day, and trying to
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look at it more at a weekly
level and instead of a daily level,
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just because of the fact of those
kind of the days that you have maybe
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a little bit too much head trash
or that you know, I'm never going
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to be able to close this sale
or oh, I'm never going to be
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able to do this, you know, because I think we all have those
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days. And but I think what's
really important is that we're measuring, you
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know, using email meter, we
use also we also kind of look at
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the output, of course. You
know, okay, from the deals that
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that you have been reaching out to, do you know how many hi you
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convert it? So really kind of
focusing on, okay, what what we
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do have, how are you kind
of converting those and from who you have
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talked to, you know, how
much is covid nineteen affecting them and trying
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to get an understanding of with our
customers, because we deal with large and
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so many different varieties of industries.
You know, maybe we need to kind
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of shift and focus on another industry
that's maybe thriving during during the pandemic,
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so places like manufacturing or hospitals or, you know, with schools, kind
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of going online and remote the you
know, those are kind of what we're
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shifting towards and then going away,
you know, reaching out to kind of
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like retailers and stuff where, unfortunately, they're not being able to do anything.
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Another another aspect that we kind of
do to measure productivity is at the
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at the end of the week,
you know, we ask everybody, okay,
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how do you feel that you did, you know, kind of do
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a little bit of a self evaluation
and because I think that's also important that
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we want to make sure that we're
producting, protecting everybody's identity and helping them
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to keep a high identity, so
that way they can really focus on and
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be positive kind of in about the
situation that we're in and that nobody kind
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of feels or takes on and feels
like it's the world against them or that,
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you know, they're not going to
be successful or that we're not going
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to make it through this. So
those are kind of different ways that that
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we have been measuring kind of productivity
and and how I've kind of noticed productivity
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kind of raising and and falling down, you know, throughout the week and
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sometimes I kind of noticed like at
the beginning, the beginning of the week,
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it tends to be pretty strong and
then, you know, we like
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Wednesday, Thursday, there might be
a dip and then Friday, you know,
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like if we have our pep talk, then it kind of goes back
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up. So it's just kind of
knowing your team and deciding, you know,
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what's best for every every single person
there and essentially kind of, you
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know, changing it to fit their
style. Absolutely interesting. And you mentioned
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just in there around, you know, perhaps looking at targets and perhaps actually
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it's about looking at what you kindly
having in pipeline, your current opportunities,
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and what are you doing with those
rather than perhaps other activity. A question
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that I've been battling in my mind
with and talking to other other people in
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similar positions yourself, really is how
this current pandemic may affect targets as we
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move through the year. So in
your own business and in your management of
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your of your teams, how how
are you approaching that our targets remaining the
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same for the most part? Are
you looking to look at adjusting them as
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we move through the year based on
the impacts or the or the anticipated impact
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of Covid or, at the moment, are you still kind of holding your
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teams to that original original plan and
budget for the year? So what we
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actually did is we kind of did
a shift and we created a new product
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to help kind of small and medium
businesses. So we did a shift just
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because. So with our platform itself, we have a premium version which is
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kind of more of a self sufficient
and then we had a large enterprise where
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we had, you know, the
you know, several thousand dollars a month
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or, you know, a hundred
thousand dollar deals and stuff. And so
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with every with people kind of being
afraid to invest large amounts of money,
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we kind of decided, okay,
you know what, let's we don't really
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know how the economy is going to
kind of bounce back. So that's why
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we kind of created this in between
product. And so we've created this shift
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and to try and seed, you
know, how perhaps a product that's in
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between kind of the BTC and be
to be this thing that we've created in
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the middle how that can kind of
fair when it's something that people do need
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but maybe can't the whole company isn't
going to be looking to invest right now
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because, at least I feel,
and what we've talked about as a management
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team, is that so many companies
right now are just, you know,
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what's essential, what can we ford, what can we cut out, and
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so I think it's I think,
you know, the the route that we
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took was one of, you know, let's see how we can essentially go
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out there and help as many people
as possible, you know, obviously,
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but but still stay in business where
I think that, you know, some
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depending on the product that you have, you have the ability to, I
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don't want to say take advantage of
the situation, but thrive on the situation
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or just kind of decide how you're
going to recover from it. So we
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made an adjustment. We I definitely
am not holding to the team to what
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the growth of what we had envision
before, just because of the reaction that
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we've gotten from, you know,
people starting to kind of go into the
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panic state of not wanting to spend
money. Sure, okay, that's interesting.
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And in terms of what you mentioned
there about some of the some of
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the processes you're putting in place and
steps you're putting in place really to keep
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your team motivated and talking and and
and obviously you to email me to to
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manage and track productivity and efficiency.
Now a lot of the challenges that we're
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hearing about in the market today is
now they've they've been able to shift their
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employee from working from home, particularly
in the large end prizes. That's obviously
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a big challenge around having the technology
infrastructure to do so, the security to
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do so and all of that.
But now everyone is in that environment and
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working from home and stept and in
doing so, a challenge them becomes will
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how do you keep talking to your
team and communicate the in trying to replicate
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that that in some communication? What
is the impact that you're seeing in companies
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regarding their way of communicating, and
you know how what median these is using
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most to communicate with their employees?
Is it spending more time on video code?
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Is it in a lot of email
traffic? Is it from WHO's how
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are you seeing people try and replicate
that in person communicationing and keep talking with
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that team? Yeah, so it
was actually kind of funny because, you
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know, we we automatically thought,
Oh, you know, with this whole
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situation, everybody's going to be using
email like crazy. And when it first
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started, my amazing engineering team,
you know, ran the numbers because of,
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you know, all of our different
users and we thought, yeah,
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we're going to see a huge increase
on email activity. What, you know,
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after they were in the numbers,
there wasn't really much of a change
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and what we kind of realized was
is that we didn't take into account that
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each company and each country is being
affected by covid a little bit differently.
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And you know, here in Spain
we started a lot sooner, not as
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not as early as Italy, but
we were, you know, right after
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them and and so then, you
know, we decided, okay, let's
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wait a couple more weeks until the
US maybe starts to kind of go through
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their lockdown and, you know,
we ran the numbers again and we saw
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a small shift and email activity,
but kind of nothing crazy. Something that
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I definitely have seen a lot of
people try and do to create that human
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interaction is a ton more of the
video conferencing, just everything that I've been
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reading in the news about, you
know, Zoom Zoom is definitely taking off.
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Since we're g sweet company, we
use Google hangouts and we've been definitely
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using it a lot more. To
Do, you know, are all the
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meetings that we normally would have had
in a person, so all of our
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huddles, you know, sprints,
retrospectives and one on one's. But you
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know, I think that something that
maybe we didn't think about is that we
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thought email was going to be something
that was going to be largely kind of
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affected by this. But with everybody
kind of liking instant kind of gratification in
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that communication back and forth, definitely
think that things like slacker or Google hangouts
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is something that's being utilized a lot
more. Yeah, yeah, I agree
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and actually, again, a lot
of people I talked to and I'm experiencing
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it myself somewhat, the days working
from home almost feel more intense. They
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definitely a longer, but they almost
feel a little bit more tiring as well,
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because what I've noticed is that when
you're in an office, you can
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go in either talk over the desk
to someone or walk across the building someone
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and it's a dirty second conversation and
you're back to your death in you know,
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working from home environment. It's let's
set up a video call and and
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you end up being on it thirty
minutes, and what I've noticed is that
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tends to be tend to dwell old
every single day, back to back on
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called and it's definitely it's a bit
of a bit more intense. And then
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it comes back to that piece we
are talking about at the top of the
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call, which is how do you
ensure that your team of feeling a mentally
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well and that they are making time
for other things like exercise or relaxing or
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spend kind of family, whatever that
may be, because the days can sort
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of blur into into one in this
current situation simply because of that that kind
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of a constant need to be engaging
with people by by video calls and instant
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messaging and all with that. So
very interesting. Taken a lot of the
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points you made a what we're hearing
in the market and it's been interested to
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hear your thoughts on how you're atacking
me, at it, attacking it at
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email meter. As we're moving towards
the end of the podcast here today.
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Been really interesting to get your thoughts
and it's much appreciated and so there's gonna
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be a lot of people that will
want to continue the conversation or hear more
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directly about yourself or your company email
meeter. So if if anyone did want
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to engage with you or your company, could you give us a feel for
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what are the best ways for them
to get in contact and continue the conversation?
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For sure? So, you know, obviously at email meeter we always
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prefer email. So you know,
you can always check us out at email
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meetercom or reach out to you know, myself, Mary and Ella at email
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meetercom. And so I know that
my my first name is kind of kind
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of a mouthful, but at least
we've tried to make it simple. But
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you know, I think those are
the best ways to kind of check us
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out and definitely, you know,
feel free to ask those questions and stuff
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also via linkedin. That's also a
great way as well. Okay, cool,
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great. Well, once again,
many thanks for your time today.
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It's been been great having you on
the show and look forward speaking gains.
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Yeah, thinkstand. You know,
it's definitely a pleasure chatting with you and
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00:22:45.400 --> 00:22:51.920
hopefully you guys stay well and healthy
as well. operatics has redefined the meaning
303
00:22:52.039 --> 00:22:57.160
of revenue generation for technology companies worldwide. While the traditional concepts of building and
304
00:22:57.279 --> 00:23:03.750
managing inside sales teams inhouse has existed
for many years, companies are struggling with
305
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a lack of focus, agility and
scale required in today's fast and complex world
306
00:23:08.710 --> 00:23:15.140
of enterprise technology sales. See How
operatics can help your company accelerate pipeline at
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operatics dotnet. You've been listening to
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308
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Thank you so much for listening.
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