94: A Playbook for Cloud Enterprise Sales Professionals w/ Paul Melchiorre

January 07, 2021 00:25:41
94: A Playbook for Cloud Enterprise Sales Professionals w/ Paul Melchiorre
B2B Revenue Acceleration
94: A Playbook for Cloud Enterprise Sales Professionals w/ Paul Melchiorre

Jan 07 2021 | 00:25:41

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Show Notes

What does it take to be successful in Cloud Enterprise Sales?

How will the enterprise cloud sales market look like the next 5 to 10 years?

Recently on B2B Revenue Acceleration, we spoke with Paul Melchiorre, Operating Partner at Stripes, about the qualities of cloud sales professionals and the future of the market.

What we talked about:

OPTIONAL: Check out these resources we mentioned during the podcast:

To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

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Episode Transcript

WEBVTT 1 00:00:02.560 --> 00:00:08.349 You were listening to bb revenue acceleration, a podcast dedicated helping software executive stay 2 00:00:08.390 --> 00:00:12.189 on the cutting edge of sales and marketing in their industry. Let's get into 3 00:00:12.230 --> 00:00:17.190 the show. Hi, welcome to be to view revenue acceleration. My name 4 00:00:17.230 --> 00:00:23.460 is areniamutier and I'm here today with Pull Mail Cure, a operating partner tribes 5 00:00:23.780 --> 00:00:27.579 and couthor of the book selling the clouds. How are you doing today, 6 00:00:27.620 --> 00:00:32.100 pulled Aurli, and I'm doing fantastic. It's just it's been a great two 7 00:00:32.100 --> 00:00:35.219 thousand and twenty. A little up and down, but they say, I 8 00:00:35.380 --> 00:00:40.609 call this the the year of resilience. So and I believe that chapter twelve. 9 00:00:40.770 --> 00:00:45.009 So this is definitely one where you have to have reajolion, a real 10 00:00:45.609 --> 00:00:48.289 so it's almost true. You know, we've got a months enough to go. 11 00:00:48.450 --> 00:00:52.200 We've got Christmas on the way, sens giving will be so, I 12 00:00:52.320 --> 00:00:55.759 hope. So. Yeah, so today we will be will be talking about 13 00:00:55.880 --> 00:01:02.200 show recently launch book selling the clouds. But before we go into that conversation, 14 00:01:02.399 --> 00:01:06.549 it would be great if you could introduce yourself in more detail to our 15 00:01:06.629 --> 00:01:10.829 audience and also can of tell us a little bit more about your twenty five 16 00:01:10.989 --> 00:01:15.109 plus years. Sorry about that. As it is it's a rich on the 17 00:01:15.189 --> 00:01:21.420 pro time carrier and things of class as yeah, sure, litte twenty five 18 00:01:21.420 --> 00:01:23.420 years would be good. It's probably more like thirty five and I like thee 19 00:01:23.540 --> 00:01:26.939 my girl five and us is better. Yeah, said, yeah, but 20 00:01:27.379 --> 00:01:32.500 actually started you almost thirty years ago right here in Philadelphia, where I spend 21 00:01:32.540 --> 00:01:36.730 most of my time, born and raised here, when a small company called 22 00:01:36.890 --> 00:01:42.609 systems applications and data processing came from Germany to the US, formerly known back 23 00:01:42.689 --> 00:01:47.599 then it's sat now of course it's sap. So I was one of the 24 00:01:47.640 --> 00:01:51.079 first employees there. So sometimes I always say it's better to be lucky and 25 00:01:51.120 --> 00:01:53.840 good. And I started, you know, working with them as one of 26 00:01:53.879 --> 00:01:57.040 the first employees here in Philadelphia, here in the US. And in one 27 00:01:57.079 --> 00:02:00.640 thousand nine hundred and ninety it was a just a concept and idea. By 28 00:02:00.879 --> 00:02:05.629 One thousand nine hundred and ninety seven we were kind of a worldwide phenomenon and 29 00:02:06.150 --> 00:02:08.229 you know, it just happened to be swept up in that opportunity and was 30 00:02:08.310 --> 00:02:16.659 running the global sales efforts. And great opportunity to leverage that experience to go 31 00:02:16.780 --> 00:02:21.139 to a start up in Silicon Valley, which was my first tour of duty. 32 00:02:22.180 --> 00:02:25.780 They're at Ariva. And then we went public and if you remember, 33 00:02:25.860 --> 00:02:30.250 back in thecom era and early two thousand, two thousand and one, it 34 00:02:30.409 --> 00:02:35.009 was just fantastic. And then, you know, two thousand and one it 35 00:02:35.129 --> 00:02:38.610 wasn't fantastic and we went from thirty eight hundred people to eight hundred people. 36 00:02:38.650 --> 00:02:44.090 So really challenging times. Through that what we called new deler winner and eventually 37 00:02:44.210 --> 00:02:46.400 we survived, got it back up and sold it TESTAP. In Two Thousand 38 00:02:46.400 --> 00:02:50.360 and twelve, I thought I was going to go into private equity and I 39 00:02:50.479 --> 00:02:53.840 did and within about three months they they kind of said, okay, you're 40 00:02:53.879 --> 00:02:57.840 doing great, we want to put you in as president of a an operating 41 00:02:57.840 --> 00:03:00.550 company called I pipe line, and actually spend a lot of time over in 42 00:03:00.629 --> 00:03:04.669 London, as we did that for a little over three years. And then 43 00:03:04.710 --> 00:03:07.629 I said I was going to go back in do pe, and then my 44 00:03:07.710 --> 00:03:10.189 old boss called me from Reba and went to on a plan and we took 45 00:03:10.270 --> 00:03:15.099 them public in two thousand and eighteen and finally in two thousand and nineteen I, 46 00:03:15.460 --> 00:03:17.340 you know, I said okay, I've done operational activities and I'm going 47 00:03:17.340 --> 00:03:21.819 to go work for P firm and work with a bunch of very young, 48 00:03:22.099 --> 00:03:25.419 exciting companies really in Europe and and in the US here and having a great 49 00:03:25.460 --> 00:03:28.969 time doing it. You know, I spend most of my time here in 50 00:03:29.050 --> 00:03:32.009 Philadelphia. When the weather gets a little chilly, right around now I started 51 00:03:32.050 --> 00:03:37.289 moving down to south Florida where the weather's a little nicer. And Yeah, 52 00:03:37.409 --> 00:03:42.919 four children ranging from twenty nine to fourteen. So pretty busy guy. Yeah, 53 00:03:43.319 --> 00:03:46.039 I can. I only got two kids. And Yeah, it's fall 54 00:03:46.199 --> 00:03:50.520 thoughts, the chosen number. All scals made it to a bit. So 55 00:03:50.719 --> 00:03:53.560 so when don't? I have two wives, so makes it the lease. 56 00:03:53.639 --> 00:04:00.349 I got to work all right. So poor you, you and mock pitch 57 00:04:00.349 --> 00:04:03.990 roosy recently now show young you book or sending the clouds, I think the 58 00:04:04.430 --> 00:04:09.030 yonder line. He's a play book for six sets in glass up to I 59 00:04:09.069 --> 00:04:13.699 don't the Prie sent. So obviously we do another of that, a touparatics. 60 00:04:14.300 --> 00:04:16.620 We had put up of clients in that space, but it you know, 61 00:04:17.339 --> 00:04:20.459 we also in the books you are sharing your your key methods, what 62 00:04:20.699 --> 00:04:26.970 you've refined, what you've identified and and withother that's twenty five feels to become, 63 00:04:27.050 --> 00:04:30.170 like I said, as lead in that space. But whether I make 64 00:04:30.250 --> 00:04:32.689 long though some before we even get stuffed in going to a details. What's 65 00:04:32.930 --> 00:04:39.759 actually motivated you to write these book and what are the key to week that 66 00:04:39.839 --> 00:04:44.439 you are covering, just just for the you know, but the the interreligence? 67 00:04:45.439 --> 00:04:47.720 Yeah, you know, the motivation is interesting. Early and my mom 68 00:04:47.839 --> 00:04:51.839 has been telling me for ten years or twenty years, maybe you should write 69 00:04:51.839 --> 00:04:57.069 a book with all your experiences, you know, operating in all these different 70 00:04:57.189 --> 00:05:00.949 global venues with these large companies and learned so much, obviously, over those 71 00:05:00.990 --> 00:05:04.990 years and it just really wasn't motivated. But I did start to write kind 72 00:05:05.029 --> 00:05:10.500 of a notebook down what I called key topics and areas that I thought would 73 00:05:10.500 --> 00:05:15.420 be helpful to eventually put in a book. And then I knew Mark Petruzi 74 00:05:15.500 --> 00:05:17.379 when we first started. I was at sap, he was at the Lloyd 75 00:05:17.939 --> 00:05:23.290 and you know, we remain friendly and then we kind of lost track and 76 00:05:23.370 --> 00:05:27.250 then I ran into him early on in Myana plank where in like two thousand 77 00:05:27.290 --> 00:05:30.410 and sixteen and Seventeen, and the first thing he said to me is this. 78 00:05:30.490 --> 00:05:31.529 You know, Paul, all your experiences, you should write a book 79 00:05:31.529 --> 00:05:35.279 and I should mark you sound like my mom, you know, and it 80 00:05:35.439 --> 00:05:39.199 and he just said no, now you know, you have so all these 81 00:05:39.240 --> 00:05:42.120 experiences, you have all of this information in your head, if you can 82 00:05:42.160 --> 00:05:44.519 put it into in two words. And I said, you want to help 83 00:05:44.560 --> 00:05:46.040 me, and he see, I absolutely do. So that was kind of 84 00:05:46.079 --> 00:05:49.790 the motivation for it. And then we started thinking about all the books that 85 00:05:49.870 --> 00:05:55.509 are out there. Are they in and there's just so many business process and 86 00:05:55.750 --> 00:06:00.550 sales process and tips and tricks and methodologies and and honestly, they're all kind 87 00:06:00.589 --> 00:06:04.379 of the same and just thousands of different variations. And I said, well, 88 00:06:04.500 --> 00:06:08.420 last one it. Last thing I want to do is do something like 89 00:06:08.540 --> 00:06:11.980 that. So we wanted to kind of look at what would the key topics 90 00:06:12.100 --> 00:06:16.220 be that can really appeal to a very large audience, those that, you 91 00:06:16.339 --> 00:06:21.250 know, literally would be very new to sales or the selling profession or even 92 00:06:21.370 --> 00:06:25.970 not in the profession thinking about it, or somebody who's a thirty plus year 93 00:06:25.970 --> 00:06:30.250 veteran like myself. And so we thought about putting this holistic playbook together that 94 00:06:30.410 --> 00:06:34.519 everyone can get value from. And then some of the key topics we wanted 95 00:06:34.639 --> 00:06:40.160 to focus on, you know, not really the tactical aspects of selling, 96 00:06:40.439 --> 00:06:43.120 like, because they're sending plenty of books out there, but kind of the 97 00:06:43.240 --> 00:06:47.189 soft stuff. What are the things that the characteristics of a successful sales professional? 98 00:06:47.230 --> 00:06:50.949 And it is a profession. So what is it that every day when 99 00:06:50.949 --> 00:06:56.670 you get up the mindset that trust some of those key areas that are in 100 00:06:56.870 --> 00:07:00.509 the book that we kind of focus on, and then we drilled down downt 101 00:07:00.629 --> 00:07:04.220 on to make sure people understand that these are the things that make up this 102 00:07:04.459 --> 00:07:09.779 ideal sales professional. And you know, are you good at these things? 103 00:07:09.860 --> 00:07:12.939 Can you be better at some of these topic areas? And so I think 104 00:07:12.980 --> 00:07:16.730 it really comes down to understanding what it is that makes, you know, 105 00:07:17.009 --> 00:07:23.170 especially enterprise selling, successful, because I think sales are very broad profession, 106 00:07:23.410 --> 00:07:27.209 but when you get into enterprise, especially cloud based selling, it just is 107 00:07:27.209 --> 00:07:30.439 a different level, kind of like the Champions League, I like to say, 108 00:07:30.560 --> 00:07:33.920 and football out. Yeah, and that's you know, it's is the 109 00:07:34.040 --> 00:07:38.360 Champions League. But I think you know that the reason why I think your 110 00:07:38.399 --> 00:07:44.629 book is Bret Evant and playbook is relevant in that spaces because you just reget 111 00:07:44.829 --> 00:07:47.550 in the three events, cloud events. You know, I remember to Sa 112 00:07:47.670 --> 00:07:51.350 you speak about two thousand started really to get to do the events in two 113 00:07:51.389 --> 00:07:56.110 thousand and eight, two thousand and ten mays. And Yeah, I'm not 114 00:07:56.189 --> 00:08:00.300 at the twenty five placy. I answer points and some points we will. 115 00:08:00.620 --> 00:08:03.060 Maybe I will write to book as well when I get that right. You 116 00:08:03.139 --> 00:08:09.779 know, I remember going to places like the Muscuny Center in California and Zain 117 00:08:09.819 --> 00:08:11.970 San Francisco and you know, you see like maybe on droid on around fifteen 118 00:08:11.970 --> 00:08:15.490 n adults. You go back to the sense of this year, or let's 119 00:08:15.529 --> 00:08:20.569 show or whatever it's in an easier enough eight hundred thousand five hundred and and 120 00:08:20.649 --> 00:08:26.529 I guess my point here, Paul, is that we volume must come mediocrity, 121 00:08:26.160 --> 00:08:28.720 you know, because I think you've got you've got, you've got on 122 00:08:28.839 --> 00:08:33.120 too price. Sense from a perspective is you don't have a play book for 123 00:08:33.159 --> 00:08:37.200 it, you don't have a blue print for it, you don't have a 124 00:08:37.039 --> 00:08:41.320 school for it. You know, you can do an Mba of enterprise serves. 125 00:08:41.399 --> 00:08:46.830 You can do an in master bachelow in enterprise serves. You know, 126 00:08:46.309 --> 00:08:50.029 you don't see those guys coming out of school on a on a conveyor belt. 127 00:08:50.110 --> 00:08:52.750 You know, ready to go is that tie on and get the phase 128 00:08:52.830 --> 00:08:56.539 on, not yarm right. So, and that's and I know it's a 129 00:08:56.620 --> 00:09:00.259 big issue because, you know, you spoke about P as well. You 130 00:09:00.299 --> 00:09:03.139 spoke about all those things. So all that community that are investing millions in 131 00:09:03.820 --> 00:09:09.340 soft Towell startups, a cloud startups, and you know, when the Invest 132 00:09:09.419 --> 00:09:13.129 Money, they need to recruit twenty, thirty, forty on too, praisers, 133 00:09:13.210 --> 00:09:16.649 guys and world. I had as well, and you know, I 134 00:09:16.769 --> 00:09:20.809 think the offer is much lower than the demons. So I think you know, 135 00:09:20.929 --> 00:09:28.120 I mean almost play books, some sort of blueprint that you could use 136 00:09:28.200 --> 00:09:33.159 to putentially get IDs and get people to become good or get people to to 137 00:09:33.320 --> 00:09:37.279 educate themselves and probably changed the way they are doing. Is Very important and 138 00:09:37.360 --> 00:09:41.710 I don't know what you think about that. Yeah, are in. I 139 00:09:41.789 --> 00:09:43.590 canot agree more and I think that was really you know, you talked about 140 00:09:43.590 --> 00:09:48.590 the inspiration for the book. If you think about you go to universities now, 141 00:09:48.830 --> 00:09:52.700 there's not a lot of curriculum in these universities. You know, forget 142 00:09:52.740 --> 00:09:56.019 about enterprise selling, just selling in general. Right. I mean, you 143 00:09:56.100 --> 00:10:01.419 know there's a marketing curriculum, but it's really teaches you very different things than 144 00:10:01.779 --> 00:10:07.409 and it does not prepare you to go into selling, let alone enterprise selling. 145 00:10:07.769 --> 00:10:11.610 And you had mentioned the the supply and demand, and Marsconi center is 146 00:10:11.649 --> 00:10:15.570 a great epicenter in San Francisco. If you think about sales force, you 147 00:10:15.649 --> 00:10:18.450 know, in the early days it was this tiny little company. Now it 148 00:10:18.570 --> 00:10:22.039 takes over entire city and you know, literally there's just thousands and thousands of 149 00:10:22.159 --> 00:10:28.799 companies that are tied to that ecosystem that also require these kinds of selling professionals. 150 00:10:28.840 --> 00:10:33.879 And I remember, you know, back many years ago and companies like 151 00:10:33.960 --> 00:10:39.789 Xerox and IBM and a DP and others would put a lot of money into 152 00:10:39.870 --> 00:10:46.269 training sales professionals right out of college or university. There really isn't those types 153 00:10:46.350 --> 00:10:50.419 of companies anymore that are investing in this new set of salespeople. You know, 154 00:10:50.460 --> 00:10:54.460 they're coming out and they're on their own and you know, maybe they 155 00:10:54.500 --> 00:10:56.179 get two or three weeks of training at a company and then that's it, 156 00:10:56.740 --> 00:11:01.259 but they don't go into the the market with that playbook. And I think 157 00:11:01.299 --> 00:11:05.889 if we can help get people jump started and if, you know, help 158 00:11:05.009 --> 00:11:13.330 them be more effective more quickly, the time time that it takes the fssful 159 00:11:13.610 --> 00:11:18.570 to start to sell to start to get that success. If we can accelerate 160 00:11:18.679 --> 00:11:22.399 that time to value, if you will, it makes a big impact on 161 00:11:22.559 --> 00:11:26.840 these companies, especially these small mints size companies are really trying to grow, 162 00:11:26.480 --> 00:11:30.399 and I think this is what you know, this playbook, if you will, 163 00:11:30.519 --> 00:11:33.590 is is just so critical at this time, so coming to the people, 164 00:11:33.669 --> 00:11:37.549 and that's what I'm really interesting in, because I think you know the 165 00:11:37.669 --> 00:11:41.830 key characteristick and I guess you'll teemate you without like to undose tones, I 166 00:11:41.909 --> 00:11:45.950 will go with my question first, because I preparably question for you. But 167 00:11:46.029 --> 00:11:48.580 what I'd like to Ondos on Electronos, if you could pretty much get anyone 168 00:11:48.740 --> 00:11:52.220 to become a good on top right selves person in the cloud space. On 169 00:11:52.299 --> 00:11:58.340 the pride cloud sends. But before I got there, in one of the 170 00:11:58.419 --> 00:12:03.370 Chapter Uil Key characteristick that ends sell people to strive, okay, and that's 171 00:12:03.889 --> 00:12:11.289 empathy, authenticity, creativity, resilience. We spoke about residients, Hup Totwell, 172 00:12:11.370 --> 00:12:16.200 I believe, but can you please develop on those characteristic to start with 173 00:12:16.360 --> 00:12:22.679 and also maybe in in that response to the the question of on the side 174 00:12:22.759 --> 00:12:30.230 note, do you think anyone can become a good clouds enterprise sales person. 175 00:12:31.230 --> 00:12:37.110 Yeah, I think you know there are some characteristics that you're born with, 176 00:12:37.110 --> 00:12:41.070 but I think all of these elements that you just mentioned, and I'll do 177 00:12:41.389 --> 00:12:46.059 well in you know, you can learn them and you can refine them and 178 00:12:46.179 --> 00:12:48.820 you can affect them. But I always felt that sales as a profession that 179 00:12:50.580 --> 00:12:54.299 if you have a common, you know, baseline for it, you can 180 00:12:54.340 --> 00:12:58.460 either become a great sales personson or or terrible. So it's not something like 181 00:12:58.539 --> 00:13:03.169 you're born in sales. But I think you know now athletics, you probably 182 00:13:03.210 --> 00:13:05.889 have to be born with that athletic skill to get into the Champions League. 183 00:13:07.330 --> 00:13:11.370 I think in sales, as long as you have these things in you and 184 00:13:11.450 --> 00:13:13.679 you strive to perfect them, you know, and I'll go through a few, 185 00:13:13.720 --> 00:13:18.759 I mean and to the especially in today's selling environment, are the you 186 00:13:18.840 --> 00:13:22.399 know, you have to put yourself in your customers mindset and if you don't 187 00:13:22.840 --> 00:13:28.870 you're really not going to be effective in this personal selling. Even today that 188 00:13:28.990 --> 00:13:33.509 we're not facetoface, you can still have empathy for your customer. And when 189 00:13:33.509 --> 00:13:35.389 I say customer, it's the end of vis duel. You're selling to, 190 00:13:35.750 --> 00:13:39.750 not necessarily the company, because those people move from place to place and you 191 00:13:39.830 --> 00:13:43.100 know, you'd be surprised how many people over thirty plush here's. I've sold 192 00:13:43.139 --> 00:13:46.379 two, three, four five times at four or five different companies. So 193 00:13:46.860 --> 00:13:52.700 if you have that empathy and you can develop it and you're authentic, authenticity 194 00:13:52.860 --> 00:13:56.250 so important. Today the buyer is there so much more advanced than they were 195 00:13:56.409 --> 00:14:01.409 years ago. You know, people have said all sales is come such a 196 00:14:01.570 --> 00:14:05.009 long way. I think people have underestimate that. The buyers and obviously being 197 00:14:05.090 --> 00:14:09.649 at a rebook for so long, we train buyers and the buying software. 198 00:14:09.970 --> 00:14:13.799 They just have gotten so much more effective at you know, how they operate 199 00:14:15.679 --> 00:14:18.159 in their knee for salespeople is much different than it was maybe ten or fifteen 200 00:14:18.200 --> 00:14:22.200 years ago, where was for a source of information. Now they click on 201 00:14:22.320 --> 00:14:26.070 the Internet and they get more information. They probably know more about your company 202 00:14:26.110 --> 00:14:31.230 as a buyer than you do as the cell so authenticity is so important and 203 00:14:31.549 --> 00:14:35.909 the virus he right through you. You know nothing to I talk about creativity. 204 00:14:37.269 --> 00:14:41.139 You know there are these playbooks and even when an amazing playbook like selling 205 00:14:41.220 --> 00:14:45.379 the cloud, you still have to be creative because each one of these companies 206 00:14:45.419 --> 00:14:50.700 is different. The way they buy as unique people are unique in these environments. 207 00:14:50.940 --> 00:14:52.970 And so I always say that, you know, you can have all 208 00:14:52.009 --> 00:14:56.809 these sales methodologies, all all these playbooks, but at the end of the 209 00:14:56.850 --> 00:14:58.809 day, if you have a good high Eq, I call it, not 210 00:14:58.929 --> 00:15:05.009 Iq but Eq, and your creative then I think you could be very successful 211 00:15:05.009 --> 00:15:09.399 in the complex world of selling. And and last but not least, it 212 00:15:09.480 --> 00:15:13.919 is the last chapter, but I talked about resilience. And this is not 213 00:15:13.960 --> 00:15:16.080 a nine to five job, right, and if you think sales is nine 214 00:15:16.120 --> 00:15:20.279 hundred and twenty five, that probably not going to be successful in any kind 215 00:15:20.320 --> 00:15:24.870 of selling. You know, as a salesperson, we here know a lot 216 00:15:24.909 --> 00:15:28.070 more than we hear. Yes, and it's very challenging. I mean it's 217 00:15:28.110 --> 00:15:30.909 the pressing, right. You go in the work every day and you know 218 00:15:31.429 --> 00:15:35.509 you don't have success every day. So it's very difficult. And if you 219 00:15:35.629 --> 00:15:37.500 look at, you know, the best sports teams in the Champions League, 220 00:15:37.779 --> 00:15:43.659 you know they really do have that resilience and that's what friendships the winners from 221 00:15:43.740 --> 00:15:46.860 the losers, and I think that is even more important, especially today. 222 00:15:48.500 --> 00:15:50.129 Yeah, I agree with you. I agree with you. I think we 223 00:15:50.529 --> 00:15:56.289 we do the beginning of the presence and even in the liking of the process. 224 00:15:56.409 --> 00:16:00.529 You know, we have a we have a fair amount of for Rooven. 225 00:16:00.610 --> 00:16:04.440 You as a compartite, is coming from helping on top rice sells people 226 00:16:04.600 --> 00:16:10.440 mainly in the cloud, to Iliypen upport Meity to identify your postumity is basically 227 00:16:10.519 --> 00:16:15.080 opening the door to the individual of the service process and in that setup, 228 00:16:15.159 --> 00:16:19.269 you know, I think one of the one of the one of the the 229 00:16:19.789 --> 00:16:23.830 key of the key element is really doing, as you're right, the persistence 230 00:16:23.870 --> 00:16:30.590 and the resilience, but a persistence based on curiosity and genuine curiosity, not 231 00:16:30.669 --> 00:16:33.940 about systems, being the guy with wise always past to you and absolutely want 232 00:16:33.940 --> 00:16:40.419 to get to the next steps, et ceter etcetera genuine curiosity and an individual 233 00:16:40.500 --> 00:16:45.100 at actually are convinced themselves that and I guess that's that's the empathy and your 234 00:16:45.179 --> 00:16:49.490 senticity. Well, that's going and said that, that solution that they are 235 00:16:49.570 --> 00:16:55.330 bringing to market is should be a fit for that customer. Right, you've 236 00:16:55.370 --> 00:16:57.450 got to be. You've got give be in the minds. I believe to 237 00:16:57.570 --> 00:17:00.960 sell something, need to believe in your product, need to believe in the 238 00:17:02.039 --> 00:17:04.279 solution, need to believe that what you're doing is changing the world. You 239 00:17:04.359 --> 00:17:08.279 know it's a cliche right to say that, but it I guess. I 240 00:17:08.400 --> 00:17:12.319 guess this is so important because if you don't believe in what you are doing, 241 00:17:12.359 --> 00:17:15.630 if you don't believe it's you take the energy of spot quite, you 242 00:17:15.710 --> 00:17:18.670 know, Champions League and all that. Let's say, let's say you are 243 00:17:19.910 --> 00:17:23.589 your boxer, you know, and you're just about to you just about to 244 00:17:23.670 --> 00:17:27.029 step in the train in Las Vegas. Millions of people watching on TV, 245 00:17:29.029 --> 00:17:33.660 millions of people paying a fortune. Celebrity isn't the first on the first row. 246 00:17:33.740 --> 00:17:37.140 They're looking at you. You know. You'RE NOT gonna go on that 247 00:17:37.299 --> 00:17:41.660 train thinking that deals again will destroy you. You can't. You've got to 248 00:17:41.779 --> 00:17:44.569 be convinced that you will win, and I think you know that. That 249 00:17:44.809 --> 00:17:48.089 that's that's truly I mean, I think, with empathy or sentthicity, creativity 250 00:17:48.130 --> 00:17:52.609 and resilience. That's why it's not the regilius actually stopped. From my perspective 251 00:17:52.690 --> 00:17:56.289 before the process is, how do you prepare yourself to go and get there? 252 00:17:56.849 --> 00:18:03.160 I did believe and I did clean my my my studio management degree, 253 00:18:03.200 --> 00:18:07.240 like a business school if you're in France, and I did believe that. 254 00:18:07.480 --> 00:18:08.880 You know, good sells. People are people can speak, you know, 255 00:18:08.920 --> 00:18:14.069 they can charge you as they speak, you know. And and what I 256 00:18:14.150 --> 00:18:17.230 realized that actually good salves people are the one that listen, you know, 257 00:18:17.470 --> 00:18:19.950 is the one that can have a good openor get people to speak, get 258 00:18:21.069 --> 00:18:26.230 to pick going and then ask wide open questions. People Start speaking about their 259 00:18:26.269 --> 00:18:30.099 issue and then it's a doctor. So once you know about the issue, 260 00:18:30.140 --> 00:18:32.180 you want to push a little bit on the pain and say, Hey, 261 00:18:32.539 --> 00:18:33.940 maybe I've got the pill, but I'm not sure make pell will work for 262 00:18:34.019 --> 00:18:37.420 you, but maybe we can do something with my pin and that stuff, 263 00:18:37.460 --> 00:18:40.859 and then you may have some plus toss coming from the services that you can 264 00:18:40.940 --> 00:18:44.250 bring in some mos of people around and then you end up in that solution 265 00:18:44.410 --> 00:18:48.009 type of selling tape of things. And I do believe it's on art and 266 00:18:48.089 --> 00:18:51.890 actually as well a speaking else thinking maybe with your business I need to actually 267 00:18:51.930 --> 00:18:55.960 create a sealer university. I'm sure there is some already, but imagine that, 268 00:18:56.200 --> 00:19:00.960 because I still believe, and speaking with clients and looking at what's happening 269 00:19:00.000 --> 00:19:03.839 in the market and looking at some people being recruiting or moving from companies to 270 00:19:03.960 --> 00:19:11.150 companies, I do believe like the actual really fantastically good sales people. They 271 00:19:11.230 --> 00:19:15.109 easier, gets rich too quickly and then they don't read it to work anymore, 272 00:19:15.390 --> 00:19:18.589 you know, because you get to get good reward inside. Oh, 273 00:19:18.990 --> 00:19:22.190 Oh, you've got the averagement that you know, made you like eighteen months 274 00:19:22.230 --> 00:19:25.980 to years in a job and then move to the other one, and then 275 00:19:26.019 --> 00:19:29.660 move to the other one and then moved to the other one. But I 276 00:19:29.859 --> 00:19:33.980 do believe that there is, there is, there is a shortage and and 277 00:19:33.140 --> 00:19:38.170 of course the playbook is is very usefully. And now I would like to 278 00:19:38.210 --> 00:19:42.650 speak to you about the future. Right. So, and I don't know, 279 00:19:45.450 --> 00:19:48.130 I don't just mindful of speaking about the future. I've got twenty twenty. 280 00:19:48.289 --> 00:19:52.440 You know, it's been it's like what really are we going to plan 281 00:19:52.519 --> 00:19:56.480 again? I we're going to take a kind of trying to plant something and 282 00:19:56.559 --> 00:20:00.440 then take a massive slap across the face. I'm going to go with anyway. 283 00:20:02.079 --> 00:20:06.759 Your prediction, the UN to price glout says market in the next five 284 00:20:06.920 --> 00:20:10.910 to pinions of onny. If you can predict the next five to ten minutes. 285 00:20:11.430 --> 00:20:14.869 Yeah, be a Las Vegas at the Casino and predicting the winner. 286 00:20:14.869 --> 00:20:17.990 It's it's been pretty crazy, but I think it's easy to see where this 287 00:20:18.109 --> 00:20:21.430 is going in the next five or ten years, because if you think about 288 00:20:21.460 --> 00:20:26.460 the last five to ten years, you saw a lot of trends, you 289 00:20:26.579 --> 00:20:30.220 know, towards the where we are today now with this two thousand and twenty 290 00:20:30.339 --> 00:20:36.569 covid situation. All those trends were just accelerate, right. I mean everyone 291 00:20:36.690 --> 00:20:41.410 was doing online with Amazon and Ali Baba and things like that, but it's 292 00:20:41.450 --> 00:20:45.369 got accelerate because you couldn't go to the stores they were closed. So if 293 00:20:45.369 --> 00:20:48.529 you see that in the business of consumer role, same thing in the business 294 00:20:48.609 --> 00:20:55.319 to business environment, as large financial institutions, large corporate companies, global enterprises 295 00:20:55.400 --> 00:21:00.680 were moving off of their own premise systems into cloud based software. They were 296 00:21:00.759 --> 00:21:06.190 doing it in a quality, piecemeal approach. Maybe take this one division or 297 00:21:06.230 --> 00:21:11.069 this application or this area, and then all of a sudden in the past 298 00:21:11.430 --> 00:21:15.910 five months we've had acceleration. Like look, we didn't have to past five 299 00:21:15.910 --> 00:21:19.539 years. So I see that this acceleration that was happening over the past decade 300 00:21:19.539 --> 00:21:22.700 or so is not only is it going to happen over the next five or 301 00:21:22.779 --> 00:21:27.579 ten years. I believe all those areas will be accelerated and I think that 302 00:21:27.779 --> 00:21:33.250 transition will bring you know, a lot more opportunities to cloud based companies. 303 00:21:33.450 --> 00:21:38.170 And talk about the shortage you're mentioning. It's even going to get worse, 304 00:21:38.210 --> 00:21:44.049 right. So you're supply and demand, which is already bad. If you're 305 00:21:44.089 --> 00:21:48.240 looking at the supply side not being there and the demand being very high, 306 00:21:48.359 --> 00:21:52.000 demands only going to increase and accelerate. And then how do we get the 307 00:21:52.079 --> 00:21:55.200 supply? And that's why I think books like selling the cloud at least help 308 00:21:55.720 --> 00:22:00.519 prepare a better supply base of of good enterprise sales people to come into the 309 00:22:00.599 --> 00:22:03.509 market, because I think this market is going to really continue to accelerate. 310 00:22:03.549 --> 00:22:07.750 And if you look at the stock market per se, you know the cloud 311 00:22:07.829 --> 00:22:14.829 based companies, the technology companies, that AAI and artificial intelligence or machine learning 312 00:22:14.910 --> 00:22:19.859 companies, data companies, security companies, all of those firms, of course 313 00:22:21.059 --> 00:22:23.940 zoom, which were on now, or you know my old company, docus, 314 00:22:25.299 --> 00:22:30.210 that are many years they're experiencing just, you know, enormous growth and 315 00:22:30.289 --> 00:22:33.690 accelerated growth because of the new normal or next normal that we're seeing. so 316 00:22:33.769 --> 00:22:41.849 I anticipate the next five to ten years to be just that dramatically more productive 317 00:22:41.930 --> 00:22:47.440 for these cloud based companies. Anyone around big data, data integrity, data 318 00:22:47.519 --> 00:22:53.039 security, artificial intelligence, Chen learning, any any ability to take legacy applications 319 00:22:53.640 --> 00:22:59.670 that have traditionally worked in an on premise environment or they were kind of hosted 320 00:22:59.789 --> 00:23:03.190 in the cloud. But there I call him the fake cloud. Those will 321 00:23:03.230 --> 00:23:07.470 be either disrupted by rapidly or new cloud offerings will come in and take over. 322 00:23:07.670 --> 00:23:11.710 So I just see this as a early stages of a much more rapid 323 00:23:11.750 --> 00:23:17.779 acceleration into enterprise cloud software. So it's a great time to be in our 324 00:23:17.859 --> 00:23:21.259 business, for sure. Yeah, and I agree with you. I agree 325 00:23:21.420 --> 00:23:23.539 with you. Let's have good things opening, so on, Hatton. Maybe 326 00:23:23.619 --> 00:23:27.809 we should develop about that. That's the idea of showing university fil sense people. 327 00:23:27.890 --> 00:23:30.490 Yeah, I like that idea. I'd love to go back to college. 328 00:23:33.609 --> 00:23:36.690 So as things for that board and it was a recent great to chat 329 00:23:36.809 --> 00:23:41.170 with you today. Now, if anyone to followins wants to get old of 330 00:23:41.289 --> 00:23:45.279 the book, if they want to pusue the conversation with you, get in 331 00:23:45.359 --> 00:23:52.599 touch with you. What's the best way to get into treat you? Yeah, 332 00:23:52.720 --> 00:24:00.269 so I'm at Paul at Stripescom CEO, notcom just cee and be happy 333 00:24:00.390 --> 00:24:04.150 to, you know, reach out and assist any of your listeners in any 334 00:24:04.190 --> 00:24:10.019 way and you know, on Amazon selling the cloud, it's one of the 335 00:24:10.099 --> 00:24:14.619 top sellers and I just would invite all of your listeners to go check it 336 00:24:14.740 --> 00:24:17.779 out. You know, downloaded to the kindle. You know, we ship 337 00:24:17.859 --> 00:24:22.420 putting all over the world now and soon we'll have the audible verb for, 338 00:24:22.660 --> 00:24:26.809 you know, the runners and the folks that like the drive around Kay here. 339 00:24:27.690 --> 00:24:30.009 People who do want to do want to read that do we can, 340 00:24:30.130 --> 00:24:33.369 because I just, you know, eating too many emails during the week and 341 00:24:33.450 --> 00:24:37.680 too much, too much content. That that makes it fun. I'd love 342 00:24:37.720 --> 00:24:41.920 to get the deboard Russian define and another another goose for it's so as soon 343 00:24:41.960 --> 00:24:45.119 as it's available, I will make sure you're the first to get there. 344 00:24:45.200 --> 00:24:48.079 You Go. I'm looking forward to ex look, it was great to have 345 00:24:48.119 --> 00:24:51.680 you under sure today, so thank you so much for coming board. It's 346 00:24:51.680 --> 00:24:53.549 much appreciated. Thank you, arling. was great to meet you. Thank 347 00:24:53.549 --> 00:25:00.750 you so much. operatics has redefined the meaning of revenue generation for technology companies 348 00:25:00.950 --> 00:25:07.900 worldwide. While the traditional concepts of building and managing inside sales teams inhouse has 349 00:25:07.940 --> 00:25:11.579 existed for many years, companies are struggling with a lack of focus, agility 350 00:25:11.779 --> 00:25:18.380 and scale required in today's fast and complex world of enterprise technology sales. See 351 00:25:18.420 --> 00:25:26.210 How operatics can help your company accelerate pipeline at operatics dotnet. You've been listening 352 00:25:26.250 --> 00:25:30.450 to be tob revenue acceleration. To ensure that you never miss an episode, 353 00:25:30.730 --> 00:25:33.450 subscribe to the show in your favorite podcast player. Thank you so much for 354 00:25:33.569 --> 00:25:36.039 listening. Until next time,

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