Episode Transcript
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You were listening to bb revenue acceleration, a podcast dedicated helping software executive stay
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on the cutting edge of sales and
marketing in their industry. Let's get into
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the show. Hi, welcome to
be to be a Roman new acceleration.
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My name is already a mutier and
I'm here today with Mark Colgan, Co
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founder at speak on podcast and out
bomb prospecting coach at the cells Impact Academy.
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How are you today, mark?
I'm very good. Ray. Thank
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you. I mean Lisbon, Portugal, and the sun is shining, so
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I can't complain. May Be Jealous
about that. I in parley, south
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of London, and son is definitely
a training however, it's raining out there
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and it's absolutely miserable. So now
this, buddy is a great great is
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a great place. I'll come you
out there. I mean, do you
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live in this burner? Yeah,
I do. Now I am escaping Brexit,
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so I applied for residency in Portugal
and managed to secure that just before
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the end of the year. So
I'm going to be saying in there's been
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for the foreseeable are you flirting Portuguese
yet? Not, not just yet,
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but I can practice with cat maybe, and somehow some other people around here.
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Yeah, that's great. Last that's
a good idea. Why not?
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I'm sure Portugal is a I mean
LISB. He's a fantastic city, great,
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great city. ARD wonder for the
first time of three hours ago I
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was a Naze, just beautiful,
full of his story. Food is great.
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What are Nice? You know nothing. Yeah, you can walk everywhere
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in around twenty minutes and in fact
I was here for the first lockdown last
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year and I had the choice to
go back to the UK or stay in
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Lisbon, and I thought I'm going
to stay in there'sbend and see how the
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Portuguese dealt with it, and fortunately
they dealt with it a lot better than
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other countries at the time. So
I thought it was a good choice.
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and was a situation with covid nineteen
bodyguard. Is that it contained or you'll
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have unfortunately, the numbers are rising
up now and it's actually their affected a
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lot worse than they were the first
time round and they believe it's because they
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kind of release some of the restrictions
for Christmas and the years, so a
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lot of people spend time together.
So there will be a new lockdown coming
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in. I think the government are
going to be announcing it today, so
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it's kind of wait and see.
That still well, well guide goes off.
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Anyway, let's get down to business, mark, so today we will
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be talking about how to get your
lead research right. Search an important key,
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a limit of success is getting the
research right. Absolutely. But before
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we get into the conversation, could
you please tell us a little bit more
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about yourself, mark, and your
career in the Vito beat says one of
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course. Yeah, so my career
actually started around thirteen years ago, where
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I started in sales, pretty much
as a business development wrap, but in
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the world of recruitment. So really
you're selling two things, just selling an
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opportunity to a candidate and you're also
selling a person to the hiring manager.
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So being able to sell probably one
of the hard the things, which is
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a person with emotions and decisions and
changing changing their decisions. They really gave
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me some very solid foundations in sales. I later in my career moved into
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marketing, but always been closely aligned
with sales, and then more recently I
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ran a company called task drive,
which is all about lead research and data
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Richmond. So in the just over
the year that I spent there. I
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looked into over a hundred outbound campaigns
to help our customers get more with the
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data that they were researching, which
is where I develop these lead sourcing playbooks
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that we're going to talk about today. And then, just outside of that,
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I run an agency. Can speak
on podcast. I do some work
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with product on boarding for SASS companies
and I meant to start up screw growth,
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mental and scale wise. There you
go. You never sleep, basically,
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no, I said, having having
no family, no children, it
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gives me a little bit more time. So tell me about I've got two
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of US and yeah, it's it's
it's challenging. Nothing to compare about that.
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Great Kids, but yeah, they
does change your life for a little
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bit of Heere you touch on I'm
actually my first question around the leadsourcing playbook.
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So you know, I guess we've
all been there. I mean I
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have, maybe not all are listen
out to their been there. But we
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know the importance of getting your research
right before you engage. You you contress,
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relay on data days, the good
old day of speaking or targeting an
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excel spreadsheet and got in contact by
contact. Going to the next one saying
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the same thing to a lots of
people. That number of volume gay and
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stuff like that was maybe a thing
in the sights. But you know,
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now you've got to walk a little
bit harder. You need to look at
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triggirls, you to look at by
your person as, you need to look
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at personal journey. You've got multie
by your personal cycle. It is a
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little bit more complicated. You've got
more milliums as well to touch people.
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So yeah, I guess. First
question, and you your bridge quite nicely.
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Could you please walk us through some
of the lead sourcing playbooks that you
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developed? Of course, of course, and where these lead sourcing playbers or
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where the inspiration came from? As
I read, and I'm not sure if
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you've read, that the chet homes
the ultimate sales machine. I came out
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and about two thousand and seven,
but it's still as relevant as it was
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then a as is today. And
in that book he mentions that only three
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percent of your market are actively buying. Seven percent may be interested in buying,
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but the remaining ninety percent just aren't
in an active buying mode. So
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I started to ask myself the question, how do I find people who are
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more likely to buy? And the
answer that I fell upon is relevance and
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timing. So when I started think
about how do I identify relevancy and how
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do I identify timing, I started
to think about, I guess, the
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triggers, all the events happening in
my prospects lives that would be would signal
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that they're more likely to buy.
So some of the lead sourcing players,
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and what I do is I'll name
a few of them and we can dive
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into some that in a bit more
detail. So they'll be something that you've
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heard before. I listened to Michael
Hanson's podcast from a few weeks ago when
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you talked about the triggers. So
raising around of funding is often a good
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sign that company is growing in therefore, they have new targets which they have
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they have to change the way that
they've been working to achieve those targets.
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Another signal would be if they're currently
hiring. So if they're growing into the
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in their team and they're expanding their
team again, they may need new solutions.
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Other ones around the company is technology
that they use. And then,
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from a persona point of view,
so the actual prospect themselves, if they've
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just started a new role, that's
a really good time to initiate conversations with
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a potential prospect because most people,
when they start a new role, I
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have the motivation to change things,
to do things differently and to really have
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a large impact on the business they're
joining. So they have high much more
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likely to be in a buying mode
as well. The technology they use,
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as I mentioned before, is another
good one, but then also one one
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of my favorite ones, is that
I called it the social expansion, with
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linkedin being such the platform is.
There's lots of influences on their talking about
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various different topics and when a lot
of people in their linkedin posts say,
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comment here to find out more.
So if somebody's commenting on SAS pricing,
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for example, and the people are
saying, and they've said comment here if
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you want the PDF, those three
hundred people that wanted that pdf about SAS
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pricing obviously interested in learning more about
SAS pricing and they may be looking for
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a new solution. So it's thinking
about what happens, what are these events?
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What information can I see and really
taking just a hypothesis that these people
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may be more likely to be interested
in your product or solution or they have
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a problem that you can solve.
Yeah, that mixed perfect sense and I
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believe that you've got a run fought. You know, display books. That's
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right, m yeah, there is, and I've put them all into a
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Webinar which we can link up to
in the show notes. It's not behind
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a form or anything is. But
anybody to listen to us about twenty minutes
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of me talking and explaining each other
play books in a bit more detail interesting.
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Yeah, I'd like to. I'd
like to get the letted it to
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look at them in detail. They
had in the preparation of today at a
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dear friend day, tours and the
kind of spirit abide, but they have
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not rais and to every single one
of them, for I should definitely give
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it a good goal. Maybe you
can orient me as well out of this
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faulting blade books. Which one did
you see companies getting the bed the best
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result from? Yeah, so it
really does. As you know, with
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the companies and clients you work with, every company is very different. I'll
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give some examples of some of the
campaigns I work with our customers. One
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was actually a friend of mine,
was a cold email copywriter, and you'd
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think that they wouldn't be short of
work, but they were looking to work
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with better, better companies and clients. So what we actually did, with
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what I helped my friend with,
is I looked on product hunt, which
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is a website where lots of products
are launched, and we looked at the
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cold email outreach tools such as lemolst
mail, old shake, replied, I
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oh outreach, sales off and saw
the people that were up voting and interacting
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with those products. So what we
took the hypothesis was if somebody is up
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voting this type of product, then
they're interested in using it and therefore they're
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interested in cold email. So we
sent out a message to each of what
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we enrich the data and sent out
message to each of those people once we
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quite kind of qualified them, to
say we will review your cold email.
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So your cold email copy and if
we think of an if we can think
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of any improvements, we will suggest
those for you. We actually had to
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stop that campaign because after only about
thirty messages the my boyfriend was just too
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busy to deal with any more inbound
leads. And again it's because we were
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targeting people that we knew were interested
rather than targeting every vp of sales in
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London, of which there's tens of
thousands of on Linkedin. So it's really
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narrowing that three percent. Another another
one that I've used quite successfully as the
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new technology. So we were working
with a hub spot agency. So they
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help with hub spots, CMS and
and the marketing automation. So what we
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did is we set up a trigger
alert using similar tech, and similar tech
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allows you to say tell me when
company and this location of this website size
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starts using a particular technology. We
obviously chose hub spot, and then we
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we use that as the trigger to
send out an automated email with some personalization,
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not not to personalize, which offered
some value in the terms of content
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which we're here. Are the things
to avoid when getting started with hub spot.
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And what they were doing was investing
in depositing the good will and giving
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value in the in their prospects,
so that when they did have a need,
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when they did have a challenge,
these were the people that they thought
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of to come and work with.
Another one of example before I take a
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pause, is we were working with
a company in the cloud security space and
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they wanted to target people specifically that
had this certification. So we looked at
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linkedin learning, where there was a
pause about this particular piece of technology in
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the certification and we use that as
the reason to reach out to people because
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we knew that they were certified,
we knew that they would have the problem
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that the the software help them overcome. So it's all about thinking what is
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happening in my prospects life before they
need the solution that I sell. Yeah,
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there's about find the tricker to the
trigger to really get to the people
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who work in the market of maybe
that buying, but at least interested to
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have a conversation the people. I
can give you a yes or not.
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When do we do? When you
do with the rest of the population.
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So do any of your playbooks are
supporting people who are mine and tape off.
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I count they stape off approach where
you know you can of good eat,
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two good years our way, where
you're like, look, I really
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want to get into that company,
then I need to find a trigger.
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I need to find a way to
engage with them. So it's not about
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saying okay, what this is what
I'm saying and this is what you push
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the arrested. So let's go and
do some reverse search to trade to a
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notify the personage of the population,
as you mentioned, at three five percent.
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But when you when you have to
get in, do you have playbooks
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that support? That's in your in
your you asked. Yeah, so there's
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a number of different software providers out
there, but look at kind of the
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company level update. So where they
raise around funding, there's mergers and acquisition
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activity, the opening up new offices, that hiring aggressively. They've raised around
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a funding. All of those are
triggers that people can use to reach out
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and sometimes in some campaigns you can
mention that. Other Times you may not
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want to mention it and it just
happens to be good timing that you're reaching
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out at that time. So that's
often the follow up question I get asked
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is do you reference the trigger?
And I think in some cases you can
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and in other cases you don't need
to, but that's typically when your total
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addressable market might be a little bit
smaller and you can spend a little bit
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more time doing research as well,
especially if you're taken an account based marketing
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approach. Yeah, we do a
found onto this. I think the first
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of it actually good that talization was
probably Po back in two seals and probably
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five or six and I remember sitting
next to a guy, British guy,
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was prospecting in the in the UK
as a bdard the time myself and and
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he really wanted to get into British
showers. He wanted to get some I
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can't remember what you were saying.
I got frommember we which was a was
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the find where you really wanted to
go into British always and a ton of
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research. And he was reading their
their company public account announcement, like that
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quarterly announcement, and you know they
kind of speak about what their strategic directions
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are. But then it just went
on to Google and I think he was
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probably relatively new at the time.
I don't know if Google was was just
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doing it or what, but he
just got he found the news article.
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He managed to get to to look
at news and if on an article in
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the financial time where they were speaking
about British Airways requiring to do saving all
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across the business because the cost of
carols and was going up. Okay,
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and obviously carn is what you put
in the plane. And I remembering taking
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all that information, pissing it together
and going straight at the top and se
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look based on what I've read all
my desk research. You are looking at
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reducing cause I've been speaking with search
and search vendor and we believe we can
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reduce your cost on that part for
by approximatively twenty five percent. But I
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also believe that you promi spent around
six to ten million peryer on there.
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So basically I've got two hundred million
maybe of saving to suggest to you.
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Who is the best person to speak
to about that, and people will actually
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helping to find the right guy,
because at the time linkedin was not as
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predominant and people who wanted to Linkedin
and and you had to prospect by his
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face to people. You spent to
someone, you page them, they tell
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you something else, you speak to
a PA, you page them and maybe
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it was another way of doing it
and he actually managed to get a meeting
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and actually proves a Deil and I
was a witnessing that yet sitting next to
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him. But you know, and
that's really when I got the big click
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about look, it's not about me
and what I've got to tell them,
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it's about them and what they're experiencing. How can I find, how can
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I find technically the trigger that,
as you say you could. You could
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do a reverse such we could be
based on the people. They dress,
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retreating someone new, dire in a
new head of cell the they are speaking
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about doing a new talent program or
they are raising some money for what's up,
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whatever reason. But for the larger
company, like like like, like
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the Ba of this one and everything, it's often about what's happening in the
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accounts, it's about often what's happening
in the news. It's everything is linked
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with the market share and all drive
more from your market share. This is
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really what interested he suite because there
public organization and as I started to document
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myself and really go with that approach
to market and and and that helped me
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drastically not only in my career as
a Videre but also, you know,
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understanding more what's happening at the c
suite and really the conduction that people are
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having. Yeah, I think as
well. You can do still pretty much
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most department subjectives, most that I've
sold into the past, is either to
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make more money, so increase our
revenue or reduce costs or be more efficient.
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So there's three objectives there that you
could really target on when reaching out.
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An example of another customer that I've
worked in the past. They're in
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the pricing intelligence so they work with
ECOMMERCE brands and retail stores and they help
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analyze what the competitors are doing.
So they they're in a unique position where
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they have all this data. They
just need to be pointed in the right
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direction to then to produce the valuable
reporting from it. Their deal sizes are
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rather large, which means they're total
and their total dresser market is fairly large
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as well. But they can take
a very, very personalized approach their outreach.
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So what they do is they reach
out to the five big leaders in
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whatever category that they're targeting and then
offer to produce a competitor report for them.
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And it's producing value. And you
know, yes, that requires some
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work. Does it scale? Not
Really, but when the deal size justifies
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the effort that it takes to create
that report, then it's worth it.
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Absolutely, absolutely. Yet next perfect
sense mark, and you know, I
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would you suggest to sells people do
use the context of the research when they
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reach out to company that they don't
surveyed the most riven. So what's the
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best way to package it? I
mean you mentioned could email, you know,
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but is there a better delivery method, a bit or sequence, a
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better basically, I would you go
abody if there is a myth a Su
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yeah, so I still believe cold
calling is one of them fight most effective
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channels when it comes to sales,
but it really just depend who you're selling
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to as well. If you're selling
to trade these like electricians and planners,
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they're not going to be answering email, so I wouldn't suggest email. Picking
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up the phone and speaking to them
is going to be more helpful, but
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at the same time, depending on
your the immaturity of the prospects, you
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don't want to spook them. Okay, so I think for sales and marketing
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people they know what reverse Ip look
up is, which is when somebody visits
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your site from an office, you
can tell that person's a Putt your website,
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whereas a teacher or maybe even a
HR manager may not be that technically
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a technology be aware of the technology. So it really does depend on the
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prospect I think you can reference certain
certain triggers if they're raised, if they're
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if they raise around a funding,
if they've if they're currently hiring, because
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it's obvious it's public data. Anybody
can see that the key is, though,
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not to pitch your product or service. It's really to start with a
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question. I think my main methodology
when it comes out bound is that it's
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not about a booking appointment, it's
about starting conversations. So I always like
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to lead with questions, to really
probe on the pain that I think that
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they may be experiencing by asking them, are you experiencing this pain? Yeah,
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that makes sense. Well, you
know what, even some days whatever,
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seen walking on May sad these getting
ahead of the calf. So,
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you know, made be funding?
May it be made beer from a technology
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best big, if so, founding
example. You know, one of the
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things that we do radicts we actually
try to engage with company prefunding. We
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spend a amount of time working with
cubators and trying to meet with people who
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are basically they don't have any money, they've got Alpha functional product but a
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great big ide and we start speaking
to them about what the market is like
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our then we start the conversation really
early, because what we see. We
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see that some triggirls like foundings on
crunch base are being absolutely used and abused
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by thousands of people. Literally the
day it's announced you've got. I don't
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know, many alierts going out.
Everyone is too late. People are just
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overweent and all those that we not
speak to them prior to them getting any
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money are now very interesting to speak
to them and and that's why we try
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to get early. But we've also
seen it sometimes using a bit of a
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change or self speech, and I
think one of the best example was the
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first one where we really recognize that. We worked with with a company called
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trend micro. have been a client
for a while, but at some points
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of the d their life cycle they
are called a company called Sub Brigade that
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was managing vulnerabilities in virtualize environment.
Okay, that's kind of the idea like,
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but back to when we back in
the days, everybody was doing a
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bit of your astralization, but people
would just have a couple of servers doing
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that realition, not a lot of
your realization. I was the beginning of
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m were okay, and we are
just getting that resistance of people not getting
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it, and what we decided to
do is to change the message around.
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And so look, it's very simple. If you have not at least certain
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percent of your park virtual eyes,
if you're not embracing the journey to yourtrualization.
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00:20:21.539 --> 00:20:25.700
Let's not waste any more time.
You're not a pioneer and of person
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we want to speak to. Plus, you don't have the attic of managing
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00:20:27.500 --> 00:20:32.140
vulnerabilities. You probably put part of
your infrastructure, if you don't care about
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00:20:32.539 --> 00:20:34.500
on the virtualize enrollment. So,
you know, let's not talk to you.
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I just want to assess that and
by saying that you can of make
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them think my, my, doing
the right thing, and also you will
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00:20:41.569 --> 00:20:44.609
have people as well. Look,
no, I'm not, but in the
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00:20:44.690 --> 00:20:47.849
next two to three as I'm planning
on doing it. And then trend,
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as a client, was good enough
to say we want to speak to those
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people early. We want to tell
them about the jolley. Why? Because
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they needed security. would be a
foot on the break for the journey to
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your autualization. Like, like you
mentioned, with your cloud security. Customers.
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00:21:02.799 --> 00:21:04.670
Security is the foot of the break
for the move to the cloud.
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You know, most people don't do
it because it's probably better to ever server
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on the tape in a in a
in a in some sort of safe whatever.
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00:21:17.269 --> 00:21:19.500
Sayf say safely. You have to
be made a big door whatever.
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But that's the things. Once you
get this trigger you can really speak about.
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Look, why are you in your
journey? I am led to belie
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that organization of your size, the
people I'm speaking to, any organization,
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they are really leading to the cloud. You'R chies that I don't nor Mus
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you are pushing. So are you
the leader or follower when it comes to
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00:21:37.049 --> 00:21:41.329
plant and then you you can have
get the feeling and it's about getting them
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at the right time. But sometimes
what we've seen very for the largest dives,
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00:21:45.730 --> 00:21:49.720
for the disruptive, for the mocks, more complex sense is to get
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people involved before the actually of the
trigger. So really when they're in the
327
00:21:55.759 --> 00:21:57.720
planning of thinking, okay, I
really should push that, but this is
328
00:21:57.759 --> 00:22:00.279
already issue of God less of us
off things to do, and you're going
329
00:22:00.319 --> 00:22:03.109
to give them label moment while they're
like, okay, you know what,
330
00:22:03.509 --> 00:22:08.349
that's actually putting most of my consult
at race now. So let's actually accelerate
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that, because that would really live
on value for my business. Yeah,
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I think it's a really it's a
really good example and I want to share
333
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an example which I wasn't involved in, but I listen to the story and
334
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it's a software called gorgeous. Their
help their software for ECOMMERCE, orcause.
335
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Gorgeous. Yeah, yeah, are
you familiar with them? No, no,
336
00:22:27.579 --> 00:22:32.210
no, no, anyone. I
think it's a French company. So
337
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I may have announced it wrong,
but I'm reading it as it as it
338
00:22:34.410 --> 00:22:40.410
looks. I'm saying as it looked. They they essentially use the trigger of
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somebody installing a live chat software on
their ECOMMERCE site, so shopify in particular.
340
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So it looked at all shopify sites
that had started using live chat.
341
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Now, when somebody just starts using
live chat, that's not the time for
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00:22:52.599 --> 00:22:55.720
gorgeous. It doesn't help them when
they've just got one or one or two
343
00:22:56.079 --> 00:22:59.670
chats coming in an hour. It
really hurt. They it really come.
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The product really comes into its own
once it has high volume and it uses
345
00:23:03.029 --> 00:23:06.549
ai to help understand the the sentiment
and all the different questions. You know,
346
00:23:06.589 --> 00:23:08.549
there's got I'm not a salesperson gorgeous, so I'm probably butchering their pitch.
347
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However, what they did is they
started to build that relationship with these
348
00:23:12.700 --> 00:23:17.980
shopify store owners as they were growing
and they geared a lot of their content
349
00:23:18.140 --> 00:23:21.940
to say here's how you grow your
ecommerce brand. So here's how you market
350
00:23:22.059 --> 00:23:25.220
your etommost. Here's how, here's
the ultimate guide to facebook ads in two
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00:23:25.259 --> 00:23:27.930
thousand and eighteen, whatever it may
be. Again, this company isn't a
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00:23:29.009 --> 00:23:33.210
FACEBOOK AD agency. It's not selling
them that service, but they're providing value
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to help get their customers to the
point where they would need a solution like
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gorgeous. And again, who's the
person that they're going to go to when
355
00:23:40.170 --> 00:23:42.440
they're saying, well, my help
desk is overwhelming, I need to employ
356
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more customer experience professionals, or do
I just need a solution that can help
357
00:23:48.039 --> 00:23:52.240
find the efficiencies in the support that
we were giving? And that's actually how
358
00:23:52.240 --> 00:23:56.230
they grew very quickly and generates their
first a thousand customers. Was Investing in
359
00:23:56.630 --> 00:24:00.950
providing value and, like I say, the Challenger cell. They're of like
360
00:24:00.349 --> 00:24:04.069
helping people, asking questions, making
sure that they are are they aware of
361
00:24:04.150 --> 00:24:07.910
what we do and how we do
it? But yeah, that's the story
362
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of how gorgeous created their first thousand
customers. And just another example, slightly
363
00:24:11.380 --> 00:24:15.700
away from sales, I used to
work in the data center industry for a
364
00:24:15.740 --> 00:24:18.619
design and build company. So they
built data centers or design and build them,
365
00:24:18.940 --> 00:24:22.220
and there's a huge conference every year
in that the XCEL and London.
366
00:24:22.220 --> 00:24:26.289
It's almost a Kloma along. It's
a huge exhibition. One year we decided
367
00:24:26.410 --> 00:24:30.690
not to go and get the big
stand that they normally did and I managed
368
00:24:30.690 --> 00:24:33.490
to secure around two Thousan pounds to
put behind a bar. And the reason
369
00:24:33.529 --> 00:24:37.490
I did that is because I knew
the majority of people are middle aged men
370
00:24:37.569 --> 00:24:41.680
and they like golf so and they
like beer. So we put on a
371
00:24:41.720 --> 00:24:47.039
happy hour, we rattled off a
golf trip ticket. But really what people
372
00:24:47.039 --> 00:24:49.519
are interested in is finding out what
other what their peers are doing, and
373
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especially in this world of the data
center industry. From that, from that
374
00:24:55.150 --> 00:24:57.990
event we ran the company was able
to build the relationship with a prospect that've
375
00:24:57.990 --> 00:25:02.269
been trying to reach and the turn
into a ten million dollar deal. And
376
00:25:02.349 --> 00:25:06.309
then that actually replicated into a further
ten million dollar deal. After they delivered
377
00:25:06.349 --> 00:25:10.700
the data center, they were asked
to replicate it in America. So almost
378
00:25:10.740 --> 00:25:14.859
twenty minute, twenty million dollars off
two thousand pounds ad spend, again just
379
00:25:14.940 --> 00:25:18.619
by connecting people and putting peers in
the same room, giving them some beer
380
00:25:18.980 --> 00:25:22.210
and the opportunity to win a golf
trip. So again it's going back to
381
00:25:22.250 --> 00:25:26.089
your point, is about thinking about
what do they really want? They want
382
00:25:26.089 --> 00:25:27.089
to learn, they want to know
whether they're doing a good job. They
383
00:25:27.089 --> 00:25:32.849
want to understand from you, who
has a unique insight into hundreds of campaigns,
384
00:25:32.890 --> 00:25:36.319
a hundreds of customers, and learning
from your insights is one of the
385
00:25:36.359 --> 00:25:40.200
best ways to kind of build yourself
at sorry, position yourself as a trusted
386
00:25:40.240 --> 00:25:44.039
advisor and not that salesperson. Yeah, yeah, I knew there is bier
387
00:25:44.160 --> 00:25:47.480
involved. You make thing even better. So the happy days. Yeah.
388
00:25:48.359 --> 00:25:52.190
So thanks for that, Mark.
It was a great chat. which we
389
00:25:52.230 --> 00:25:55.069
do at the stage of the of
the conversation and just to close off,
390
00:25:55.190 --> 00:25:59.630
is to ask our guests to tell
us how our listen. I can get
391
00:25:59.710 --> 00:26:03.150
in touch with them they wish to
carry on the conversation or if they want
392
00:26:03.190 --> 00:26:07.900
to speak to you about speak on
podcasts or the sensine back acaded me show
393
00:26:07.900 --> 00:26:10.900
up, except as rock. So
what is the best way to get to
394
00:26:10.940 --> 00:26:14.180
hold of your bout? Yeah,
the best way to reach me is Linkedin,
395
00:26:14.299 --> 00:26:15.940
so you can search for Mark Colgan
and there's not too many of the
396
00:26:17.019 --> 00:26:19.289
Mark Hogan's on there. And if
you want to find out about some of
397
00:26:19.329 --> 00:26:22.730
the other projects, I'm working on. Then I have a website, Mark
398
00:26:22.849 --> 00:26:26.490
Colgan dot code at UK. Perfect. Well, it was great to have
399
00:26:26.609 --> 00:26:30.130
you on the podcast today, so
thank you very much for your time.
400
00:26:30.490 --> 00:26:36.079
Thank you very really appreciate it.
Take a operatics has redefined the meaning of
401
00:26:36.240 --> 00:26:41.720
revenue generation for technology companies worldwide.
While the traditional concepts of building and managing
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inside sales teams inhouse has existed for
many years, companies are struggling with a
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lack of focus, agility and scale
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enterprise technology sales. See How operatics
can help your company accelerate pipeline at operatics
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