Episode Transcript
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You're listening to be tob revenue acceleration, a podcast dedicated to helping software executive
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stay on the cutting edge of sales
and marketing in their industry. Let's get
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into the show. Hi, welcome
to be to be a reven new acceleration.
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My name is Ovid M, with
you and I'm here today with Jake.
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Done that. See you at scan
consulting. I love you today,
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Jake. I'm doing fantastic, are
you man? Yeah, I'm good,
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happy. Know. Yeah, today
we will be speaking about what to expect
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from BTV sells world in two thousand
and twenty one. So you must have
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a crystal bowld or some sort of
Fello and as that amp you to read
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the shoot show, which is great
joke. ABOPS, before we stop the
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conversation, Jake, would you mind
just introducing yourself briefly, as well as
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your company's can consulting? Yeah,
absolutely. Yes, I don't know if
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it's a crystal ball, it's more
of a you know, I think there's
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some tea leaves that have been in
motion. Yeah, some things that have
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been in motion that I think are
that two thousand and twenty accelerated. So
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I'm Jake Dunlap, as you said, I run a sales consulting operation.
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Still Consulting. We specialize and working
with companies that are either going through various
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stages of growth and need and mix
of strategic and tactical support, but staff
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augmentation and strategy support, or companies
that are already established, big, global,
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global tooth thousand companies that are trying
to modernize. So really what differentiates
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us and my people bring us in
is the tactical execution component, meaning much
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of our consulting work, which you
know people usually have a very love for
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the word consultant, is actually on
the the tactical execution side. So it's
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not just in telling people, analyzes
and recommendations, it's also then in the
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pull through because, you know,
our job is really to effect change,
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to really help to create the future
of sales. And My background, I've
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been in sales for almost twenty years
various sales leadership roles. At some point
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in my career I realized I wasn't
a very good employee and decided that I
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was extra. I love the work
and it was extremely good at the work,
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not so good at the politics and
other things, and started scaled almost
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eight years ago now, with really
the goal that against I saw sales organizations
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weren't supported with, you know,
kind of an agency or support model like
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other parts of the organization and wanted
an opportunity to bring that tactical hands on
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support to sales. So yeah,
it's a quick high level on us and
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me. There's a lot more and
even go deep. There's a lot.
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I've got a lot of layers there. Well, just got one more question
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to bother. The means's, though, specific type of sets organization. That's
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you would feel you all more equipped
to support. Or can you go from
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blue shape to to to boots,
truck stalltops? Our clients are all over
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the board, from companies that might
have twenty two fifty people hang companies that
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have thousands, and it's just it's
different. It's a different mix. You
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know it at early stage. We
do a lot of interim work. So
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maybe you don't need a full time
Cerro, you need a half time maybe
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you don't need a full time sales
operations person, you needforce time. So
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at the smaller companies a lot of
it is very hands on work and then
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you know, it's a lot of
it is just trying to bring those same
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principles of what you see these kind
of smaller, cutting edge companies doing two
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larger companies. I think there's a
fallacy that usually the bigger the company,
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the more dysfunction actually and and I
think a lot of people think it's the
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opposite. They think that, you
know, the growth stage is the dysfunction.
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That's just not as yeah, yeah, now, appreciate that. Nice
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good and, to be honest with
you, we need technical people in this
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world. You know, it's so
good to come up with big pop point
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presentation all and stuff like that,
but the end of the days about execution.
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You know, it's about big die
every day and from a despective similar
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situation as you've never really worked for
book company before, that the thing that
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we tend to see. So yeah, so I think, I think taxical
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execution is is actually very, very, very important because, you know,
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in the world we are in,
which is particularly of top two thousand and
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twenty and older stud that happen last
year, it's about adaptation. Will Stress
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Having your plan. Of course,
everybody's got to plan. I'd like to
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have a five year or six shot
and your splend and everything, but then
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it's about executing and almost fund tuning, getting rating every week, and that's
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why I think tactical execut you should
be so much right now. are both
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impoltant, but he seemed the techt
record that you would actually see real results.
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You seemed technical, really good people, people are able to take who
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look in the mirror very quickly and
adapt. The trajectory was in within minutes.
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That weeks, basically. Yeah,
that's exactly and you think about it,
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it's why, you know, there's
no shortage of ideas people in this
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world. Everyone, and we were
talking about this before, coaching, but
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there's no shortage of people to give
you advice and come up with ideas.
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The shortage we have in this world
is that, you know, the get
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shit done people. Yeah, and
I think that that's that's really the you
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know, one of the main reasons
I had worked with consultants at both at
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both companies, were as a VP
of sales at glass door and a chart
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beat, and I specifically, I
remember I walked away from both engagements like
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what am I supposed to do with
this, like sounds great. You know
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that we spent this three weeks,
four weeks together and you generated this massive,
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you know, document about our international
expansion and I'm like cool, now
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what and and I feel like that's
what it's but but you know, we're
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no different whether it's in an internal
project. It's the same fail points,
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right that we see companies get so
excited they implement a new initiative, they
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buy a piece of tech. It's
about the deployment in the follow for it's
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not about the implementation or the new
process is step one. And so I
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think a lot of companies just it's
a mindset shift for them to not don't
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get so excited about the implementation,
get excited about the long haul of the
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appointed, because that's where the change
happened. Yeah, I agree with you.
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I agree with you, Jake.
So let's get into a topic now.
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Two Thousand and twenty one just kicked
off. You know, the first
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week of two thousand and twenty one
was relatively animated, which the news in
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the US. You have a few
things opening. Let's put that aside,
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and no puddy things, Jake.
So let's give and everybody, I guess,
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is wondering what to expect from two
thousand and twenty one. Okay,
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we expect is going to be the
breaks for your economy. will go back
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and everybody will be up. You
a getting able to go out and see
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fund cocktails in bars and everything.
That's that's what I hope. But I
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also know that you recently join our
went life on clubous and like you to
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discuss at a little be because we
spent ten Mus in preparation from this podcast
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to discuss about the club house and
you get me very excited about it.
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Seems to be could I want to
be part of it now. And another
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talk globout you. You're sharing your
predictions about B to be the BB sells
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world for two thousand and twenty one, and so two things. First of
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all, that like maybe for you
to give a couple of sentences or description
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as to club house, What Club
House is, but also, most importantly,
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because as the aim of today,
I'd like to one or some from
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you the trends that you are seeing
happening or coming to us in two thousand
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and twenty one. Yeah, I
mean where I feel is. So clubhouse
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is a new APP that actually launched
maybe six to seven months ago. It's
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still it's still in relative data.
It basically, I mean I don't know
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how you know the sure audience,
wise there's all over. But think about
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it like you know, you join
up, there's a bunch of rooms happening
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about various topics that you can join
an audio only and it's one hundred percent
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live with no archives. So so
I think what it is is there's in
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need. If you think about all
these social media platforms, you know,
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whether it's Linkedin or Instagram, you
comment on people's post, they comment back.
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Yeah, you know. I think
we're craving that interaction, whereas the
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clubhouse, you you you sign up
or you'll find somebody who can get you
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to sign up, and then you
can just jump in these rooms and you
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can raise you and you can talk
to people, you can hear their voice.
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Or maybe that person you've been following
on social media for however long,
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you can now hear them talk and
you can interact with them. And so
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I think that there's a human interaction
piece that we've been craving that clubhouse helps
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to solve for right now. And
who knows that? Well, I'm sure
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linkedin and Instagram, instagram particulars is
not done and they've been very good about
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innovating and finding new ways to to
bring in new products. So, but
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that's what I think that the need
that that one solves, and so if
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you're not on it, I'd suggest
you get in. And that's really you
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know, when you talk before about
a crystal ball, it's, you know,
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it's just playing around with a lot
of things like Oh, go on
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clubhouse for the next whatever and for
some reason I lose steam. Then I'll,
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you know, I'll kind of get
a feel that. Well, you
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know, maybe there's something there.
It's like, you know, linkedin release
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stories, for example. I'm big
on store raisons. That put you know,
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I did it more like, well, you can tell they're not really
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investing in this. The are going
up. So, you know, I
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think with a lot of people you
just need to go and test it yourself.
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But for me, you know,
to to answer the second part of
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your question, which was some of
the trends, and then we can kind
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of will go deeper on each of
these. The first thing that I think
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two thousand and twenty accelerated is that
sales and marketing organizations need to learn how
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to digitally interact with people that we
were so used to either one way communication
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of you download a white paper or
blog post or you read something, and
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we email you verse. How does
a marketing department start to be more proactive
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right actually engage, interact, comment, get their get their organization doing that
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verse, reactive, waiting, waiting
for all the fish to come into your
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net. And then on the individual
side, on the sales side, we've
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got a room we've got to we've
got to figure out, because I think
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a lot of people are starting to
get wise this, how to create a
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sales experience digitally. When we were
facetoface, you couldn't be on your email
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because I'm right in front of you. If you know we're at a trade
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show, you're not multitasking, and
so a lot of the work, the
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conversations we were having the last half
of last year in the first part,
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you know, brand new this year, is how do you create a pre
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meeting experience by using content or screen
shots, and then how do you start
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to share your screen during the meeting
to make it more interactive? And then
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do you do post meeting to keep
people warm? So the biggest train,
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I think it's going to continue to
be the evolution of creating a digital sales
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experience and I think that that's going
to be mission critical for every company and
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especially those companies that were predominantly,
you know, field teams. Yeah,
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they had outside Reps. so those
are a few things. Little Clubhouse,
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a little little predictions. I've got
a few other that, but we can,
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we can go deeper here for now. The other and that makes perfect
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sense. Shake. So they have, I think, clubhouse. I'd love
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to get on it, but it
seems to be very difficult to get on
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it. Twin, she makes me
wants together it even father. It's crazy,
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crazy, what gets get me out
of here. But now I think
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that makes perfect sense. I mean
from from the because we've been false to
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kind of take that the digital journey, and I've got to tell you I
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was completely, not, completely against
it. But despite the FACTOM, you
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know, not new to sells by
may not have twenty sorts, he has
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experience and setting and probably have a
good ten fifteen years behind me. I'm
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a big believer in the old school
way of setting, you know, looking
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at people in the eyes, meeting
them in person. I love two good
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events. I love to travel to
people. You know, for me,
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if you go to visit the clients, it's it's important. It means that
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you you care about them and you
want to know what's happening with them.
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EXE, try ECTER and and that's
that's two twins. The other already took
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me that. You know, no, you've got to do without. It's
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and you've got to move. You
Move Online and we've not seen a drustick
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change in term of conversion rates.
But do you see people, I think,
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to add up the plan from a
conversion perspective based on the fine out?
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No, we've got more for DG
tour sens, Johnny. I mean
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I think you're going to have to
adapt your plan if you don't adapt the
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way you're selling. Did really meeting
like, like you said, you actually
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hit it on the head. You
Go, well, we haven't seen that
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big of a droping conversion. Well, you know, it's interesting. I
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think that the buyers are kind of
let mean, look, there wasn't really
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an option right for travel. Let's
just call it what it was. Yeah,
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I think this is one of those
roads that, once you cross it,
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you know what. We have facetoface
meetings again, sure, but again
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I think the the if you ask
someone a year ago, could you close
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a six, a big six figure, or seventh or biggs are mid seven
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figure deal without any facetoface. I
think most people say that they'd be really,
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really hard. Yeah, somehow,
magically, we figured out how to
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do it, and I feel like
that is the beginning of the end for
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the amount of people we have in
the field, and it just is what
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it is. That look, yes, do people, and it's so interesting.
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You like I like to travel,
I like to do this. I
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do too. Guess what up,
I like to travel, I like wine,
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I like expensive dinners, I like
golf, I like all those things.
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Right, but guess what your buyers
are saying? They don't really care
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as much, and so we have
to adapt this sellers. And instead maybe
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it's about how, before the meeting, I use send Doso or another service
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to send you a, you know, a new Mug, a new travel
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mug, or, you know,
I do something in it and have a
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coffee on you. I just think
that this little called Sarendipity, that's those
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serendipitous moments that sellers and buyers would
have, whether it's walking in a hallway,
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you know that, the idle Chit
Chat in between meetings. We've got
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to figure out how to bring those
experiences when we're not facetoface and that is
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a skill that is going to be, you know, net it'll never go
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away like that's a such a good
skill set because then if you lay her
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on facetoface, then then you're then
you're hitting home run. You know,
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one facetoface becomes more acceptable. You
know, maybe toward the end of the
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year, I think we'll see it. Two Thousand and twenty two will maybe
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ease back into it, but I
don't think we're going to see a substantial
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return to facetoface and for at least
a year and a half. Yeah,
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and that's kind of made my next
question now. So let fuss flow up.
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Six months O putty would get to
we get the vaccine roared out,
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people would get the injection, you
know, coronavirus. He's a redicating from
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the the to a face of earth, which would be great. What do
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you see from what we've wrote on
all? We have at two adapt in
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two thousand and twenty end. Now
what trends do you think will remain?
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What are the things that you think
will remain and without the the the adaptation
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that we have had, because they
will fast on us. To put in
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Plaise, that we would we would
actrually, just, you know, put
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back into being and care on us
as we used to be. Fall Look,
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if you've been in sales for a
bunch of years, you just have
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to realize that your buyer has changed. You still probably have these old connections
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and there it's still the same and
they want the same things for you.
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There's a report, and I think
this report is one of the most telling
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of Gartner put out a report in
I think it was an the beginning of
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a member of this year, and
it was a their state of sales.
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Two Thousand and Twenty One, two
twenty one, I can remember. And
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and they did a survey. Eighty
percent of millennials and B Tob said they
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did not want to talk to a
salesperson during the process. Eighty percent.
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So they did not want to.
Millenniums right now are involved in forty percent
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of all decisions made, whether that's
there the end user, the manager,
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that there whatever. And what I
think you have to realize, and it
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doesn't mean they don't want to interact, they don't want to talk and say
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if you as a seller, your
only trick is I make people like me
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and I'm charismatic in person. I
think you're well. Now I want you
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to take that skill and translated to
start making videos. Yep, right instead
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of after we meet. Why don't
I send you a video recap? Why
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don't I send you a video agenda? So I feel like that the number
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one trend that most sales people need
to realize is that you need to mix
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up and have a lot and be
able to meet people. Maybe John Likes
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to be text message. Great,
you need to ask them after the first
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meeting. Hey, you know,
if something comes up between now, is
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it okay if I text you?
Or maybe it's after the second meeting or
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third meeting or whatever. It's right. How are you using text message?
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How are you interacting on Linkedin?
Are you interacting on clubhouse? Are You
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doing this? I mean there's literally
people. One of the person who runs
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are Linkedin Strategy Group, she joined
clubhouse on Monday of last week because she's
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been on she's already had four new
business meetings from clubhouse or right and again,
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it's not even know. It's opened
like a million people or something.
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So my point is you need to
up your ability to interact and create meaningful
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interactions outside of just your charming Chrisma
face. And think that is that is
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going to be a universal skill for
sellers as we go forward. It's a
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it's going to be a nonnegotiable.
What sort of the direction we gets into
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having. If, if, if, that's it from from Galt Nice saying
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that you know, eighty person of
the meeting, you or we would be
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the decision make else off tomorrow.
I'll not sure. You on one too,
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engasion a de Front I guess.
Who would have to add that?
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We don't have any any. I
mean, can you imagine? Right,
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like it? Look, everything that
is b TOC comes to be tob.
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It just is. Okay, can
you imagine, like I had to call
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a travel agent to book a plane
ticket? Yeah, can you imagine that?
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I mean, of course, maybe
you and like your extended family or
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planning some big ass trip, but
for the Basic Day to day whatever,
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yeah, just want to do it
on like Oh my God, or book
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a hotel. Think of all this
stuff. Even a realtor, you know,
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in the US it not. Last
year your two thousand and nineteen.
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Seventy percent of homes were found by
the bio, by using sites, etc.
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Like you know, we don't.
We want access to information and I
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think that that's the key to a
modern sales org is. Are You gating
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content? Are you putting up walls
or you allowing are you educating people?
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Are you giving them access to information? Absolutely, there's you know, there's
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a some studies that they're gone.
WHO's a big call monitoring software? They
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they did a study is about a
year ago and it said that sellers that
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talked about the competition and the first
call at a higher close rate. It's
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okay, it's just you. You
you talk about this, you give information.
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It's how you build trust and it's
some of these aren't new skills,
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but there's certainly skills that I think
we, you know, we forget about
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from time to time. Absolutely,
and I think you know it's just I've
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always been like that. Do I
think? If I think about the way
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we've been working without him, I
remember, even with myself team, always
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saying well, look, if they're
not responding to your calls, you've got
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to try something else. Set an
email them in two emails, send them
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a text. You do not respecably
to text and them a what's up?
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If you can see the radio,
what's up and no response, and send
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them a voice note right, find
a way that they can get the information
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and get closure, but also for
the first meeting. In fact, I
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had when this morning where, you
know, every single first meeting at I'm
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doing at the moment, instead of
going through because I was fed up with
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doing presentation of the company and things
like it's just said, well, let's
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see if we've got a fit.
You know, what is that you are
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trying to achieve? Do you have
a specific budget to works to us?
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What would success means to you?
And let me emp you to find the
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right solution, because you might not
be me, you might not be my
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company, but I think in the
states way to support each other and well,
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we may not be the silver bullet
foxlely everything, I'd like to support
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you because I'm quite well connected in
the world and people love it and that's
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when people really open up and they
will tell you about your budget, that
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budget and stuff like that, and
you've got to be honest, you know,
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and and this morning in fact,
I don't think it would be a
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good fit for us. The name
of the company would have been a fantastic
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you know, in the trophy cabinet. It would have been a good one
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to bring back home and I could
have tried to technically sell to them and
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you know, but like for forcing
a square peg in a round hole,
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you know it's just so you'll walk
and they don't tell me. It's not
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what it's not what you wanted.
And Yeah, I do a roomers in
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a year and three years and a
half year that person leaves the company.
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Like you never know when that deal. They're not qualified for now, but
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that's for now and I think that
their respect. That's right. And then
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that way, if you reach out
in six months or twelve months or twenty
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four months or four years, I'm
telling you, people remember that and it's
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interesting. So I was asked on
a podcast actually last week, this question
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about, you know, what else
is changed? You know, with Covid
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it's like you've always had buyers that
are in really good industries. You're not
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sure, but maybe, and their
industries are struggling. And what two thousand
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and twenty did is we just gave
this blanket path as everybody is struggling,
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it's it's trying times, etc.
And and and now what we've got to
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come back to sales with is like
it's always been that way, but there's
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a lot of industries doing extremely well. There's some that are doing okay and
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you need to talk to them and
others that just aren't a fit right now,
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whether it's your product or the industry. And and what you just did
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there's create your nurture funnel and that
every sales organ, sales individual, needs
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to have a group of people they
nurture over a longer period of time,
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a middle group that they nurture over
a three to twelve month period and then
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the people that are ready to buy. Now, before we had we treated
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everyone like a buyer and if they
weren't a buyer or like your shit,
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like just go back to marketing auto
nation. You the sales disqualifies you,
333
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and then all the sudden we're like, Oh man, we gotta work these
334
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leads again. It's like, well, what were you doing before? You
335
00:22:23.779 --> 00:22:27.819
should have been creating these different types
of ways that you engage based on that
336
00:22:27.980 --> 00:22:33.650
industry, that that person's in,
their company situation and what you do.
337
00:22:33.250 --> 00:22:37.210
And I feel like that's another trended
people need to do is make sure every
338
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seller is playing the long, mid
and short game, not just the short
339
00:22:41.769 --> 00:22:45.359
game. Yeah, I feel like
too many organizations over the course of the
340
00:22:45.359 --> 00:22:49.160
last when things were frothy right,
the marks doing well. You think everyone's
341
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a buyer, even though it wasn't
necessarily the case. Now agree with you
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and in fact, you know,
I remember having some conversation with a fair
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few clients, because you almost felt
that they are selves. Process was really
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robotic. So you get them in
front of a prospect and first thing that
345
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they want to do is to false. That's poop. Point presentation not deble
346
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to the end user. No matter
who you are, no matter what's your
347
00:23:17.660 --> 00:23:19.259
title, this is what we do. This is a certain cycle, this
348
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is the process. I'm going to
do a presentation. I'm coming with my
349
00:23:22.339 --> 00:23:26.890
engineer. I said there, said
nothing and I've got my guy speaking about
350
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the whole thing and the only question
I asked Ens Hey, did you like
351
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it? Do Your want one?
No, I what's you later? And
352
00:23:33.490 --> 00:23:37.049
it's just like, surely when you
speak to someone, the first US and
353
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fifteen minutes should be a conversation.
It's that a this is what we come
354
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from, this is what we do. Tell me a little bit more about
355
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you, guys. I'm done a
bit of research. I'm expected, I'm
356
00:23:45.480 --> 00:23:48.440
epics expecting, that these at trities
are strong. You know what are your
357
00:23:48.480 --> 00:23:52.519
objectives. Why Are we speaking today? I don't that you know. I've
358
00:23:52.519 --> 00:23:55.160
got my notes, but I really
wanted to get into the reason why we
359
00:23:55.319 --> 00:23:56.750
hear, what we can do for
you, and then let me addapt the
360
00:23:56.789 --> 00:24:00.349
presentation to you. Can Still Push
your power point if you want to,
361
00:24:00.910 --> 00:24:03.829
but it's almost like, okay,
this is what I've got to do.
362
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List is comings from booms God.
Get to someone, someone qual if I
363
00:24:07.789 --> 00:24:11.980
get a fifteen us or fifteen mus
call is I've got a presentation for you.
364
00:24:11.380 --> 00:24:15.740
Well, wit on that. No, okay, move on to the
365
00:24:15.819 --> 00:24:19.660
next one. And I think that's
liking a little bit of charm. That's
366
00:24:19.700 --> 00:24:23.690
liking a little bit of everything,
and I think even prospect will just like
367
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kind of that's what probably the reason
why people don't turn up to meetings.
368
00:24:29.049 --> 00:24:33.490
We've seen a big drop in meeting
this because everybody's trying to make it to
369
00:24:33.609 --> 00:24:36.769
riget. And I think I mean
it depends. I guess. If you're
370
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selling stuff at ten, fifteen care
put, maybe you should have a process
371
00:24:40.480 --> 00:24:42.039
that is a bit more in,
out, in, out, but when
372
00:24:42.079 --> 00:24:48.160
you go hundred k under and fifty
two hundred K solution selling type of stuff,
373
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you know you want to have a
conversation, particularly if you're going to
374
00:24:51.279 --> 00:24:53.549
sit in for the silvery person.
You don't want to just drop downs take
375
00:24:53.750 --> 00:24:57.069
give me the GGMIK, but I
just need to put form a presentation the
376
00:24:57.150 --> 00:25:00.670
office question. You know. What
I would say, though, is even
377
00:25:00.710 --> 00:25:07.029
in that fifteenzero dollar sale, it's
the same thirty or forty five minute conversation.
378
00:25:07.660 --> 00:25:11.099
You can either choose to engage or
you can choose to just treat it
379
00:25:11.180 --> 00:25:15.019
like a transaction. The only person
knows that this is going to be a
380
00:25:15.180 --> 00:25:21.529
fifteenzero dollar seal or transactional as you
that buyer, that individuals interacting to the
381
00:25:21.569 --> 00:25:25.009
first or second time. And so
you've got a you got to create an
382
00:25:25.009 --> 00:25:27.890
experience for everybody. It's the same
amount of time, the same amount of
383
00:25:27.890 --> 00:25:30.849
energy. Is just the work that
you're putting in during a call or before
384
00:25:30.849 --> 00:25:34.920
or after. So wait, why
do you think we got the check?
385
00:25:36.000 --> 00:25:40.119
Do you think we got there?
Because too many software vendors, not enough
386
00:25:40.240 --> 00:25:47.200
sense talent that can actually become a
chameleon in front of prospect adapt another genuine
387
00:25:47.240 --> 00:25:52.670
interesting conversation with the prospect. So
basically you've got people at I don't believe
388
00:25:52.710 --> 00:25:56.109
the world. Mediocre is the right
adjective here. But average more coming in
389
00:25:56.309 --> 00:26:00.269
and you technically want to put them
in a box because that's the best way
390
00:26:00.309 --> 00:26:03.539
for you to control what they are
doing. You think pase, or do
391
00:26:03.579 --> 00:26:08.099
you think that whole situation that was
speaking about about the lack of because I
392
00:26:08.259 --> 00:26:11.779
don't get it. Personally, I
think if yourselves personal, you should look,
393
00:26:11.859 --> 00:26:15.859
you should be curious, you should
be inquisy to you should know about
394
00:26:15.900 --> 00:26:19.890
people. You should you should be
like very interested toner some why people want
395
00:26:19.930 --> 00:26:23.970
to buy your fame and why they
would not want to bait. You know,
396
00:26:25.009 --> 00:26:27.849
because he's bust feedback as interesting as
each other in a well, obviously
397
00:26:27.890 --> 00:26:33.359
there is one that's an I had
a good phrase actually one of my foster's
398
00:26:33.400 --> 00:26:36.519
manager. Tell me what was your
average Jean value? HIGHT'S ON RED K
399
00:26:36.799 --> 00:26:40.960
okay, how many people would say
no to you before you get you your
400
00:26:41.039 --> 00:26:45.400
own Dreid k? I've read deal
close as well. Maybe ten. That's
401
00:26:45.519 --> 00:26:49.589
great. So for every single Buston
says no to you, that's ten grown
402
00:26:49.589 --> 00:26:52.789
up for Av you, for your
company. This is beautiful. Are you?
403
00:26:53.789 --> 00:26:56.589
I don't know. I think I
think it's renting bottom to endulstomed to
404
00:26:56.710 --> 00:27:00.990
know as much as the Yes to
really progresses us and spells and as whatever
405
00:27:00.029 --> 00:27:03.940
it seems that is. That is
critical, man. You know, it's
406
00:27:03.980 --> 00:27:06.819
a true I thought a lot about
this question and I think, look,
407
00:27:06.859 --> 00:27:11.140
I don't know if you can pinpoint
it to one one reason of of how
408
00:27:11.259 --> 00:27:14.380
sales is kind of ended up in
the state it's in. But let me
409
00:27:14.420 --> 00:27:15.809
tell you one of the things that
had this kind of I don't know,
410
00:27:15.970 --> 00:27:21.089
this realization maybe six, six to
nine months ago. I think actually one
411
00:27:21.089 --> 00:27:23.529
of the bigger issues, and maybe, like again I'm because I'm trying to
412
00:27:23.529 --> 00:27:26.890
do is get to the root cause
it's how do we root this thing out
413
00:27:26.930 --> 00:27:30.559
and fix it? I think right
now that there's a mix of we have
414
00:27:30.720 --> 00:27:36.039
people with shorter ten years than ever
right. You know, that jump every
415
00:27:36.119 --> 00:27:37.839
year and a half, two years, from a job, sales job,
416
00:27:37.880 --> 00:27:41.599
to sales job, and now we
don't even there's no punitive for that.
417
00:27:41.680 --> 00:27:45.309
And Look, sometimes it this doesn't
work out. So there shouldn't shouldn't be.
418
00:27:45.390 --> 00:27:48.910
But what I think we have right
now as a chicken and egg problem
419
00:27:48.470 --> 00:27:52.150
that companies, I feel like,
are investing at an all time low and
420
00:27:52.269 --> 00:27:56.349
training. You know, I've got
to tell you, especially in tech,
421
00:27:56.190 --> 00:28:03.740
the development of leadership is pathetic.
I mean beyond pathetic. We promote these
422
00:28:03.779 --> 00:28:08.539
people in the sales teams have a
hundred people and ten managers and there's managers
423
00:28:08.619 --> 00:28:15.849
have went through one tenth the training
that the sales development replent. My friends,
424
00:28:15.890 --> 00:28:19.890
it's the opposite. You've got to
overinvest in training your leaders and then
425
00:28:21.009 --> 00:28:22.769
and that makes the all ships rise. So I think we have a bit
426
00:28:22.769 --> 00:28:27.799
of a chicken and egg that the
reason sales talent is getting less is companies
427
00:28:27.799 --> 00:28:33.880
are investing less and in training and
ongoing training because people are leaving and people
428
00:28:33.880 --> 00:28:37.880
are leaving because they're not getting the
amount of training and development they want.
429
00:28:37.279 --> 00:28:41.990
Yep, so the company is look, all you know, speaking for my
430
00:28:41.069 --> 00:28:45.670
own company, all I can do
is control it. I can control which
431
00:28:45.710 --> 00:28:48.190
is, you know, are we
developing our people? Does everyone have a
432
00:28:48.269 --> 00:28:51.390
career development plan? Is Their leader
meeting with them on it? So I
433
00:28:51.589 --> 00:28:53.349
feel like, to me, what
I actually I thought about this question a
434
00:28:53.430 --> 00:28:57.299
lot. That, to me,
is the closest I can get to the
435
00:28:57.339 --> 00:29:03.339
root cause, is that both sides
are under investing in their relationship and therefore
436
00:29:03.819 --> 00:29:07.700
they're never going to see, neither
side will ever see the potential of the
437
00:29:07.819 --> 00:29:11.730
individual or that individual won't buy into
the company to then, you know,
438
00:29:11.849 --> 00:29:15.009
invest in getting better and better.
So that that's the best that I've got
439
00:29:15.410 --> 00:29:18.329
on how a company can potentially stop
it. This is so true, and
440
00:29:18.730 --> 00:29:22.730
big Ranization as well. Speaking about
the the things that we've done in two
441
00:29:23.049 --> 00:29:26.759
twenty at who were producing two thousand
and twenty one is, you know,
442
00:29:26.839 --> 00:29:32.960
serves environments. One thing that a
messy real realize that autoprotis we become complisoned
443
00:29:33.279 --> 00:29:36.200
because, well, we've been a
successful company, you know, Gray e,
444
00:29:36.240 --> 00:29:38.470
Rhya and stuff like that. And
you know, we really realize all
445
00:29:38.549 --> 00:29:42.390
complexancy, because success drive a bit
of comprisons. Even if you know it's
446
00:29:42.549 --> 00:29:45.990
something, you don't see it coming. You don't become complesant because you are
447
00:29:47.069 --> 00:29:52.619
compleasant personal up present. You are
complaisant only when you realize that you've just
448
00:29:52.740 --> 00:29:56.099
been completed and you need to do
something about it. So what we realize
449
00:29:56.180 --> 00:30:00.579
this right that we are on the
investing in respoonces, in people and and
450
00:30:00.740 --> 00:30:03.779
you know, normally we are in
the office. You know, we fly
451
00:30:03.980 --> 00:30:06.740
to one office, we take them
out for dinner, we spend some time
452
00:30:06.779 --> 00:30:10.490
with them and that's quality time.
The feeling invested if you let you care,
453
00:30:11.170 --> 00:30:12.650
you see them, you know,
in the UK, we go to
454
00:30:12.730 --> 00:30:17.049
the office, people see you.
You go for a be on Friday night,
455
00:30:17.210 --> 00:30:18.410
you know, people see you and
stuff like that. You go around,
456
00:30:18.410 --> 00:30:21.960
you have a few Che Chat,
boom, let's set. Everybody knows
457
00:30:22.000 --> 00:30:25.839
about it. You take that away, you take that social interaction away,
458
00:30:26.000 --> 00:30:30.839
we were actually losing people appetite to
work for us, you know, sort
459
00:30:30.880 --> 00:30:32.960
of, and we felt it.
You know, it was not too bad,
460
00:30:33.039 --> 00:30:36.470
but what we de say you to
do is to completely reinvest in training
461
00:30:36.509 --> 00:30:41.109
and in fact with starting with a
leadership training session and basically train everyone to
462
00:30:41.190 --> 00:30:45.470
be a leader. What's the was
the basis of leader. We are all
463
00:30:45.549 --> 00:30:48.390
leader, okay, so what do
we need to do to lead our own
464
00:30:48.430 --> 00:30:52.059
life? And and we saw what
I hope is a great response. Didn't
465
00:30:52.059 --> 00:30:53.740
work for everyone, of course.
You know, you never you can never
466
00:30:53.819 --> 00:30:59.059
have a hundred person success, right, but I think we've really made a
467
00:30:59.220 --> 00:31:00.819
big change when we de say it
to actually, okay, you know what,
468
00:31:00.940 --> 00:31:04.490
instead of screaming at people, are
being not screaming at them, because
469
00:31:04.490 --> 00:31:07.930
we don't scream at them as such, but it's all of being annoyed at
470
00:31:08.009 --> 00:31:11.529
people. What we should do is
invest in them, because, you know,
471
00:31:11.849 --> 00:31:17.250
life is a mirror and maybe they
are. They they don't see what
472
00:31:17.410 --> 00:31:19.240
we are doing for them, so
they don't do what we expect them to
473
00:31:19.319 --> 00:31:22.680
do for us. So, and
that's such a big thing that we will
474
00:31:22.720 --> 00:31:26.799
carry on in two thousand and twenty
one for us is keep on investing on
475
00:31:26.920 --> 00:31:30.839
people. Never forget that, because
this is always started the company. But
476
00:31:30.039 --> 00:31:34.750
we seex with success. We drove
that complacency. Drove of was driven in
477
00:31:34.829 --> 00:31:40.509
a maybe less investment in the people. We took them for granted and God's
478
00:31:40.630 --> 00:31:44.390
Covid nine post to take its straight
back in the face. And now you
479
00:31:44.470 --> 00:31:47.940
know, we won't stop investing in
people, because this is in fact,
480
00:31:47.980 --> 00:31:51.059
we've got new carrier PAS that God
drafting at the moment where I'm would link
481
00:31:51.140 --> 00:31:56.500
that. You know, we really
everything is about is about people. Yeah,
482
00:31:57.019 --> 00:32:00.259
and that's it. In about investing
in individuals. The same thing as
483
00:32:00.450 --> 00:32:04.410
prospects, if you get to know
them and invest in them. There's a
484
00:32:04.490 --> 00:32:07.930
lot of a lot of synergy between
those two. Are A lot of overlap.
485
00:32:07.450 --> 00:32:12.369
Yeah, so Jack appreciate that.
We we got carried away and just
486
00:32:12.490 --> 00:32:14.490
went a little bit out of all
the place. So if we want you
487
00:32:14.529 --> 00:32:17.720
to bring back a little bit of
structure, what would you say in terms
488
00:32:17.759 --> 00:32:21.200
of, you know, what we
would expect for the B tob sells one
489
00:32:21.279 --> 00:32:23.319
in two thousand and twenty one?
Just just to summarize, what do you
490
00:32:23.400 --> 00:32:28.640
see us? The main trends and
the main focus are real. I think
491
00:32:28.720 --> 00:32:31.630
look, the first start of the
mindset a if you start to engineer your
492
00:32:31.670 --> 00:32:36.509
sales process right now, re engineer
right and obviously, look, you can
493
00:32:36.589 --> 00:32:38.150
reach out to me and this is
obviously a part of what we're doing right
494
00:32:38.150 --> 00:32:40.829
now. But look, where they
work with us or not, I really
495
00:32:40.950 --> 00:32:45.740
don't care if you have to start
to reengineer your sales process. Like be
496
00:32:45.980 --> 00:32:52.019
to be will never like facetoface will
never come back. What would you do,
497
00:32:52.779 --> 00:32:55.500
how would you change the way that
you interact with people, if you
498
00:32:55.619 --> 00:33:00.690
knew you never had facetoface ever again? And if you go in at it
499
00:33:00.769 --> 00:33:05.690
with that mindset, you will force
yourself to then start to say, man,
500
00:33:05.809 --> 00:33:08.329
okay, let's just map the customer
journey and what the and what that
501
00:33:08.450 --> 00:33:15.359
looks like and let's think about where
we can create surprise and delight, serendipity,
502
00:33:15.799 --> 00:33:17.559
you know, multi thread with people
and connect with them and interact with
503
00:33:17.640 --> 00:33:22.559
their content. I think if you
take that mindset and you reinngine, you
504
00:33:22.720 --> 00:33:25.880
take a good look at your customer
journey, I think you will. You
505
00:33:27.000 --> 00:33:30.430
can almost immediately elevate yourself above the
competition. I feel like right now the
506
00:33:30.509 --> 00:33:36.390
sales experience bar is so low that
if, literally, you just do such
507
00:33:36.430 --> 00:33:39.670
a small amount of what I'm talking
about, you do anything, you create
508
00:33:39.710 --> 00:33:44.980
a better pre meeting experience, you
created about a better follow up experience.
509
00:33:45.019 --> 00:33:46.539
You're able to do any of those
things, I think you're going to win.
510
00:33:47.180 --> 00:33:52.099
Yeah, perfect, sounds great,
Jake. So what we do at
511
00:33:52.180 --> 00:33:57.849
deschange of the the the PUTCASTS.
He's asked our guests what would be the
512
00:33:57.930 --> 00:34:00.089
best way to get in touch with
with you. We may have some of
513
00:34:00.210 --> 00:34:02.849
Fardy snow that wants to, you
know, have a conversation about skid going
514
00:34:02.930 --> 00:34:06.849
sorting and maybe you guys in Ping
them. So Moza may want to just
515
00:34:07.369 --> 00:34:09.760
pick your brain up on one of
the piece that's we discuss. So they
516
00:34:09.760 --> 00:34:13.159
are want to the subject. That's
you. You had dressed today. So's
517
00:34:13.199 --> 00:34:15.920
the best way to get to Pard
of Your Jake? Sure, I mean,
518
00:34:15.960 --> 00:34:17.079
look, you can find me on
Linkedin. I'm quite active there.
519
00:34:17.639 --> 00:34:21.599
It's just type in Jake dunlap.
I'm the first one that comes up most
520
00:34:21.679 --> 00:34:24.789
time. Or you know, feel
free to email the jake at scale as
521
00:34:24.829 --> 00:34:30.869
Ka ledcom or on clubhouse at jaked
on lap. You're on clubhouse. Followed
522
00:34:32.230 --> 00:34:37.550
did it, but that's what no, I mean. I try to be
523
00:34:38.219 --> 00:34:43.260
yeah, I try to do a
good job of following up and engaging stuff.
524
00:34:43.260 --> 00:34:45.539
You hit me up on any of
those platforms. I'll be available now.
525
00:34:45.619 --> 00:34:49.500
Sounds Great, Jake. What once
again, many things to have you
526
00:34:49.579 --> 00:34:52.929
on the podcast today. It was
it was good to discuss belting. Yeah,
527
00:34:52.010 --> 00:34:57.730
thanks, man. I really enjoyed
it too. operatics has redefined the
528
00:34:57.849 --> 00:35:04.250
meaning of revenue generation for technology companies
worldwide. While the traditional concepts of building
529
00:35:04.289 --> 00:35:08.840
and managing inside sales teams inhouse has
existed for many years, companies are struggling
530
00:35:08.880 --> 00:35:15.199
with a lack of focus, agility
and scale required in today's fast and complex
531
00:35:15.320 --> 00:35:22.309
world of enterprise technology sales. See
operatics can help your company accelerate pipeline at
532
00:35:22.429 --> 00:35:28.309
operatics dotnet. You've been listening to
be tob revenue acceleration. To ensure that
533
00:35:28.389 --> 00:35:31.230
you never miss an episode, subscribe
to the show in your favorite podcast player.
534
00:35:31.829 --> 00:35:35.110
Thank you so much for listening.
Until next time,
