97: Marketing as a Revenue Driver

WEBVTT 1 00:00:02.560 --> 00:00:08.349 You were listening to bb revenue acceleration, a podcast dedicated helping software executive stay 2 00:00:08.429 --> 00:00:12.189 on the cutting edge of sales and marketing in their industry. Let's get into 3 00:00:12.269 --> 00:00:17.350 the show. Hi, welcome to be to be a revenue acceleration. My 4 00:00:17.429 --> 00:00:21.500 name is aunemit you and I'm here today with flowers. Broad Rick, sorry, 5 00:00:21.500 --> 00:00:25.539 I'm from seeing your name very, very French way. FLOWS VP OF 6 00:00:25.699 --> 00:00:29.100 MARKETING AT CAW too. How are you today in France? I'm good, 7 00:00:29.140 --> 00:00:33.700 and I like the exhausted pronunciation. I'm surviving lockdown and, as I don't 8 00:00:33.740 --> 00:00:38.409 have kids in the background, probably doing that the new exactly exactly. If 9 00:00:38.409 --> 00:00:41.090 you are screaming, don't worry, it's just normal. They do that a 10 00:00:41.210 --> 00:00:44.530 lot. So today we will be we will be talking about marketing as a 11 00:00:44.570 --> 00:00:48.890 reven new driver, which is a great topic. But before we get into 12 00:00:48.890 --> 00:00:53.200 the conversation, could you please tell us a little bit more about yourself lance, 13 00:00:53.359 --> 00:00:56.439 as well as car to, the company had to represent, and what 14 00:00:56.560 --> 00:01:00.880 you do for it? Absolutely so. I am based in London working for 15 00:01:02.039 --> 00:01:07.629 Carto, who have offices between Madrid, Seville, New York DC, although 16 00:01:07.629 --> 00:01:11.549 names in an office right now and there's doesn't. Let me going back in 17 00:01:11.590 --> 00:01:17.510 the manytime soon, but I leave marketing and Celles Development Company and our software 18 00:01:17.670 --> 00:01:21.819 is for location seligence. So if you think about all of the businesses out 19 00:01:21.819 --> 00:01:26.780 there today, so much of the decisionmaking revolves around location, particular in this 20 00:01:26.859 --> 00:01:30.500 new normal that we're living in. So we help different customers turn geospatial data 21 00:01:32.060 --> 00:01:34.689 into some kind of business outcome. So whether that's McDonald's deciding where are they 22 00:01:34.730 --> 00:01:40.530 going to put the next turn curb side pickup locations in London, or whether 23 00:01:40.569 --> 00:01:46.090 that's a healthcare company understanding how they can improve healthcare access for customers who need 24 00:01:46.170 --> 00:01:49.959 to have a special hit doctors closer to their their houses, for example. 25 00:01:49.640 --> 00:01:53.439 Whatever position it is, it's related to location and our software helps customers with 26 00:01:53.560 --> 00:01:57.719 that. All right, so really, really used keys driven tape offers sinning 27 00:01:57.799 --> 00:02:01.629 against because it's very busy feet twitt industry, and would they could do with 28 00:02:01.709 --> 00:02:05.790 yourself, too? I guess absolutely. Yeah, the use cases is a 29 00:02:05.829 --> 00:02:09.110 very interesting I mean our sales team can go from a cool with a growing 30 00:02:09.189 --> 00:02:14.229 cannabis firm in North America who are looking to try and understand where they should 31 00:02:14.229 --> 00:02:16.900 put new dispensaries, to in the next call suddenly be talking to the New 32 00:02:16.939 --> 00:02:22.979 York government about overcrowding in metro stations during covid nineteen and how our software can 33 00:02:23.020 --> 00:02:27.060 help them with that. So it's very diverse and interesting. Someone needs to 34 00:02:27.099 --> 00:02:32.449 give you a call for vaccination stations? Well, so you could get we 35 00:02:32.530 --> 00:02:36.810 could, we could get that jam. Well, we are actually working on 36 00:02:36.889 --> 00:02:39.610 some use cases in those lines because the interesting challenge there is the fact that 37 00:02:39.689 --> 00:02:46.639 it's going to be transported cold. So understanding both timing and location in the 38 00:02:46.759 --> 00:02:50.919 context of supplighting is a common use case for some of our logistics customers. 39 00:02:51.439 --> 00:02:54.719 Very interesting. What else great? So do deep a little bit in the 40 00:02:55.039 --> 00:02:59.150 in the topic now, I guess, you know, in the past, 41 00:02:59.629 --> 00:03:02.430 a long time ago from my perspective, because I think we took the shift 42 00:03:02.669 --> 00:03:09.349 ages ago at operatics. But Marketing was often associated purely with branding, PR 43 00:03:09.509 --> 00:03:16.300 communication, you know, and maybe not the revenue generation, generating paper things 44 00:03:16.340 --> 00:03:20.460 and more like the I guess the fluffy and I'm going to put it into 45 00:03:20.500 --> 00:03:23.379 bracket because you know, even back then when marketing was doing all that, 46 00:03:23.620 --> 00:03:27.530 is not pretty fluffy, but you know, it's what I used to call 47 00:03:27.530 --> 00:03:31.530 it. So there you go. And obviously the these days are in the 48 00:03:31.610 --> 00:03:37.930 past now and we see we see marketers really taking the driving seat, having 49 00:03:37.969 --> 00:03:44.520 a big contribution towards hels target and making direct impact on companies growth development, 50 00:03:44.840 --> 00:03:50.360 international product development. So first of all, you know, what are your 51 00:03:50.479 --> 00:03:53.120 sorts on that shift? Yeah, I think it's a really important shift. 52 00:03:53.240 --> 00:03:59.669 I certainly haven't been a marketing in companies where there's that perception of the marketing 53 00:03:59.789 --> 00:04:01.469 function, but I do know that there's still a lot of that out in 54 00:04:01.590 --> 00:04:05.909 more traditional industries. You know, tech it's probably an exception compared son, 55 00:04:06.469 --> 00:04:11.539 but there was an expression I heard from a lady who was actually a recruiser 56 00:04:11.580 --> 00:04:15.180 for CMOS and tech companies across the US. She still is, and she 57 00:04:15.259 --> 00:04:18.740 said that she's always looking for make money marketers rather than make it pretty markets, 58 00:04:19.259 --> 00:04:23.500 and I love that expression because I identified with it and I thought, 59 00:04:23.779 --> 00:04:27.810 you know, the key and the most important thing when you're hiring markets is 60 00:04:27.889 --> 00:04:30.610 that you find people who are gonna have a level playing field with the sellers 61 00:04:30.689 --> 00:04:34.689 in your company and if they go into a meeting with the leads tomorrow, 62 00:04:34.730 --> 00:04:39.879 they should be able to pitch Carso as well handle objections as well. Talk 63 00:04:39.920 --> 00:04:43.800 about your value proposition as well. They shouldn't be hiding behind, you know, 64 00:04:44.040 --> 00:04:47.079 pub spots outreach all that, all the tools they need to be customer 65 00:04:47.160 --> 00:04:51.000 centric and understand those problems just as well and be just as familiar with the 66 00:04:51.120 --> 00:04:57.029 different numbers relating to the cell cycle, the whether that's average deal size, 67 00:04:57.470 --> 00:05:01.829 learn the cell cycle, customer lifetime value, custom customer acquisition, you know 68 00:05:02.189 --> 00:05:05.310 all of that. We have to be as familiar with that as markets, 69 00:05:05.589 --> 00:05:09.699 as sales leadership would be. So, you know, I think it's an 70 00:05:09.740 --> 00:05:15.060 important shift than finding high quality markets in the market right now. Who who 71 00:05:15.100 --> 00:05:18.459 align with that is not always easy. I think the amount of times I 72 00:05:18.579 --> 00:05:21.970 see or people reach out to me, I see on the revenue collective people 73 00:05:23.089 --> 00:05:27.970 looking for a VP marketing, product marketing manager that has this philosophy. It's 74 00:05:28.050 --> 00:05:30.529 really tough to hire people just because it's a limited pool of talent and in 75 00:05:30.730 --> 00:05:33.850 certain markets, you know a lot of our hiring we do in Spain and 76 00:05:33.889 --> 00:05:38.319 then just isn't a huge be to be sous industry. It's not like the 77 00:05:38.439 --> 00:05:42.879 US or perhaps like UK that has a bigger market. So it's an interesting 78 00:05:42.920 --> 00:05:46.839 shift. Yeah, I've seen that. I mean obviously over the years we've 79 00:05:46.839 --> 00:05:50.750 had your Portunity to work with some brilliant marketers. You know, the people 80 00:05:50.790 --> 00:05:56.430 have been moving from companies to companies, helping startups to really scale. And 81 00:05:56.709 --> 00:06:00.110 I think what's really always amaze me when I was in meetings with those people 82 00:06:00.790 --> 00:06:04.379 is that, as you said, they could pitch your product with passion like 83 00:06:04.540 --> 00:06:09.500 a self person. I'm like, you know, you probably are better. 84 00:06:10.180 --> 00:06:13.740 I'm speaking about a few markets in personal time. I'm speaking to mention a 85 00:06:13.779 --> 00:06:15.899 couple of name gage like Tony Lacks, with at any knew. But what 86 00:06:16.019 --> 00:06:20.970 the clients before I trained my crew, people like Scott Garden was at risk 87 00:06:21.009 --> 00:06:25.569 a q and you know, then move to persecure and they just got a 88 00:06:25.569 --> 00:06:30.649 quite by eventity. These are people that technically you almost want them to good 89 00:06:30.769 --> 00:06:33.800 meetings because you know that they are speaking about their products with such passion. 90 00:06:34.120 --> 00:06:38.240 They know exactly. They can have a conversation with an analyst, with a 91 00:06:38.319 --> 00:06:42.519 technical person, with the sea level person. They add up straight away and 92 00:06:42.680 --> 00:06:46.269 then they're beautiful to waitness because you know they really onto some the product inside 93 00:06:46.310 --> 00:06:49.949 out. They really on those on the challenges of the customers, which is 94 00:06:49.990 --> 00:06:54.029 very important. And and then, I guess once you've got all that, 95 00:06:54.110 --> 00:06:57.509 it makes your life much easier to push. I can't by selling, I 96 00:06:57.550 --> 00:07:01.139 can't base marketing type of activities and also are being all your cell steam. 97 00:07:01.220 --> 00:07:05.620 So from the SDR bedls to do the actual selves, person on the field, 98 00:07:05.699 --> 00:07:10.620 with how to support them to get better. Okay, because I think 99 00:07:10.980 --> 00:07:14.579 it's a particul ularly when you get into complex cell cycles like yours, a 100 00:07:14.740 --> 00:07:16.329 car to. I mean I don't know how long it take a self person 101 00:07:16.410 --> 00:07:20.290 to be able to adapt from a conversation around the can that be dispensed Rey 102 00:07:20.329 --> 00:07:26.610 versus? You know, the jobs for covid nineteen, but surely when you 103 00:07:26.730 --> 00:07:30.399 go to these meetings you must be speaking with specially that I will completely different 104 00:07:30.439 --> 00:07:33.399 perspective on or to use your software and it doesn't become it's not about car 105 00:07:33.519 --> 00:07:38.160 to anymore. It's about being a chameleon that can addapt to their context. 106 00:07:38.560 --> 00:07:42.160 They also spinking about your stuff. Is Your stuff is just a facilitator of 107 00:07:42.399 --> 00:07:46.230 their issues. Technically, and I really agree with you at I think marketing 108 00:07:46.310 --> 00:07:50.990 should be able to pitch, if not as well, technically better and seals 109 00:07:51.430 --> 00:07:55.709 and they should be able to tell the story as well. Now you know 110 00:07:56.350 --> 00:07:59.980 what we've seen and what we've been saying, and probably less of all the 111 00:07:59.980 --> 00:08:03.939 last couple of fells because again we've seen the shifting. But we always consider 112 00:08:03.060 --> 00:08:07.939 our selves a little bit the glue between cells and marketing, and in the 113 00:08:07.019 --> 00:08:11.220 past I had a lot of experience, but you could see like two silos 114 00:08:11.779 --> 00:08:16.490 and and I think in these two sideos will often saw marketing train to work 115 00:08:16.610 --> 00:08:20.250 with seals but sells being a little bit more reluctant to work with marketing. 116 00:08:20.730 --> 00:08:24.649 That's kind of driving into my circle equation. You feel that cells team by 117 00:08:24.730 --> 00:08:30.279 increasingly valuing more the marketing function of you think still have the sort of Sido 118 00:08:31.279 --> 00:08:33.559 process. Yeah, I think it's two things to mention here. I think 119 00:08:33.639 --> 00:08:37.919 first of all, the people saying we should never run the MASTERMA, and 120 00:08:37.960 --> 00:08:41.240 it's very good news. If your VP sales and your VP marketing get on 121 00:08:41.360 --> 00:08:45.549 well, they align as if there's a clash they're I think that can be 122 00:08:45.590 --> 00:08:48.710 quite toxic. So, but I have a great relationship with both of our 123 00:08:48.710 --> 00:08:50.789 VP cells for North America and rest of the world and it's very easy to 124 00:08:52.230 --> 00:08:54.870 to plan things with them. But the bigger question here, and I think 125 00:08:54.909 --> 00:08:58.940 particularly in the context of this new normal, I said the words new normal, 126 00:08:58.100 --> 00:09:03.259 sorry, is the whole concept of is sales, science and art. 127 00:09:03.019 --> 00:09:09.139 How much of each is changing, because that whole factor of I go to 128 00:09:09.460 --> 00:09:11.529 the open data science conference and I end up a party and I meet all 129 00:09:11.529 --> 00:09:16.490 these data scientists are at the after party and all of that's gone out the 130 00:09:16.570 --> 00:09:20.090 window and it doesn't look like short term, mid term, that we're even 131 00:09:20.169 --> 00:09:24.279 going to have it anytime soon. And so the science side of sales has 132 00:09:24.320 --> 00:09:28.600 rapped up immensely. So, for example, if you looked at our budget 133 00:09:28.759 --> 00:09:31.559 last year versus the year before, the slice of the Pie that went to 134 00:09:31.679 --> 00:09:35.759 external events has now moved across. The lots of new digital tools, you 135 00:09:35.799 --> 00:09:39.269 know, remigrated to outreach. We started using due to intend data. We're 136 00:09:39.309 --> 00:09:43.909 using a lot more zoom in foe and Lussia for outbound prospecting. You know, 137 00:09:43.070 --> 00:09:48.950 we've really digitalized a much more accelerated rate, and so that has been 138 00:09:48.990 --> 00:09:52.220 I mean typically that all of that stuff starts in our SDR team. They 139 00:09:52.259 --> 00:09:56.500 are the kind of technology evangelists. They're they're very young, they're very digital, 140 00:09:56.980 --> 00:10:01.259 they're came to use all of these new tools and the sellers who are 141 00:10:01.299 --> 00:10:05.419 now having to build pipeline in other ways is to how they might done it 142 00:10:05.460 --> 00:10:07.809 before. A keen to learn about all those needs technologies as well, because 143 00:10:07.850 --> 00:10:11.289 they've got a gap that they haven't got from their normal, you know, 144 00:10:11.690 --> 00:10:16.970 customer events as well. So so for sure there's IT'S A it's a big 145 00:10:16.049 --> 00:10:20.250 shift and I think it's more relevant now than other because everybody's trying to get 146 00:10:20.330 --> 00:10:24.600 digital attention and you know, I think I get twelve sty r emails a 147 00:10:24.600 --> 00:10:28.720 day and I'm always curious to see how they're going to cut through the noise 148 00:10:28.799 --> 00:10:33.120 and whether that's, you know, linkedin Poles, loom, videos, direct 149 00:10:33.240 --> 00:10:37.269 mail. It works and I think it sometimes some sales people will be a 150 00:10:37.350 --> 00:10:39.710 bit virus. Is All Gimmick. I don't think I believe in it, 151 00:10:41.309 --> 00:10:45.389 but we have we have to try these things because it's a new era for 152 00:10:45.509 --> 00:10:50.860 sales now and you need those evangelist within your company to push those technologies and 153 00:10:50.980 --> 00:10:54.419 sometimes they might work, but you have to try them. Yeah, I 154 00:10:54.460 --> 00:10:58.139 agree with you. Then we should. The way people are buying or are 155 00:10:58.220 --> 00:11:01.460 looking at getting down information is changing. Of our type. You know, 156 00:11:03.539 --> 00:11:07.250 I was, I was on the putcast. I was, I think, 157 00:11:07.289 --> 00:11:09.169 a conversation with someone was to name me a to think it was. I 158 00:11:09.250 --> 00:11:13.250 can't trully recorded the exact number. So I conquord, but the exact number, 159 00:11:13.250 --> 00:11:18.759 but a large portion of millennium I've been that I've been interviewed. Are 160 00:11:18.799 --> 00:11:22.159 saying I don't want to engage, you know, direct conversation with a Solis 161 00:11:22.200 --> 00:11:26.679 Person. You know, I don't mind being on the chat, I don't 162 00:11:26.720 --> 00:11:31.360 mind exchanging some text what's up messages, I don't truly want to be picking 163 00:11:31.399 --> 00:11:35.429 up the full and living conversation with someone. So I think, I think, 164 00:11:35.470 --> 00:11:39.149 you know, digitalizing does make sense and and then when you digitalize out, 165 00:11:39.190 --> 00:11:43.350 you make sure that you've got that shred carpet experience. You know. 166 00:11:43.429 --> 00:11:46.340 My that's really important because that's probably the way the way things will go in 167 00:11:46.419 --> 00:11:52.980 the future. And it's an never ending adaptation curve and and and covid nineteen 168 00:11:52.980 --> 00:11:58.139 has been accelerating stuff. Everybody walking from home the we're doing that a lot 169 00:11:58.259 --> 00:12:01.730 in the US. Lots of people, most of my California and clients, 170 00:12:01.769 --> 00:12:03.289 when I call them and say looking in California. Can I come and see 171 00:12:03.370 --> 00:12:07.210 you? Yeah, we get you. Cool. Just like to govern with 172 00:12:07.409 --> 00:12:11.649 you in person and it's a bit it's almost so cold there, but in 173 00:12:11.769 --> 00:12:13.289 your or this kind of normal. You are in London. I'm in London. 174 00:12:13.330 --> 00:12:16.279 That's been for coffee right, and I think you know. I'm sure 175 00:12:16.320 --> 00:12:22.159 that will not go but it out do we addapt to it. Now people, 176 00:12:22.279 --> 00:12:24.480 everybody, will walk from home. You see large company that Camerazon and 177 00:12:24.519 --> 00:12:28.360 stuff like that, saying looks just shut down the office. Everybody, everybody, 178 00:12:28.399 --> 00:12:31.389 walks from home. Now people will get you to that. People will 179 00:12:31.429 --> 00:12:35.470 work more remotely. The probably will go countryside, bigger garden, you know, 180 00:12:35.629 --> 00:12:39.389 all that sort of great stuff. Get more for the on lenning and 181 00:12:39.470 --> 00:12:41.830 walk from home. So I thank you. It will. It will change 182 00:12:43.909 --> 00:12:46.779 the way we co operate with colleagues and the way we have to sell to 183 00:12:46.860 --> 00:12:50.259 the individuals. It will have a different flavor, not only in the opening 184 00:12:50.460 --> 00:12:54.980 of the conversation, which is our stuff, but also in the hour. 185 00:12:56.059 --> 00:12:58.809 Do you get to close the in I'll do you inference. People, if 186 00:12:58.809 --> 00:13:01.330 you've gone, put their want in the same room and that's going to be 187 00:13:01.250 --> 00:13:05.850 that's going to be interesting. And also making sure at when people are doing 188 00:13:05.889 --> 00:13:09.370 their research online, define everything the needs to to support you so that that 189 00:13:09.490 --> 00:13:15.840 that's definitely one when good point. Now I guess next question I've got for 190 00:13:15.960 --> 00:13:20.399 you is what do you think about market as a previous experience, he says. 191 00:13:20.960 --> 00:13:24.120 Do you think they would they would perform better as a marketer, or 192 00:13:24.200 --> 00:13:28.230 do you think of self supers of the previous experience in marketing with perform better? 193 00:13:28.230 --> 00:13:31.389 I don't know a lot of sales people were a previous experience in marketing. 194 00:13:31.870 --> 00:13:35.190 I'm I know a few market other the previous experience in sales, but 195 00:13:35.429 --> 00:13:39.990 I just wanted to get your opinion. Don't over do what you've would profited. 196 00:13:39.029 --> 00:13:43.259 You think we walk best. Yeah, I think it's I think actually, 197 00:13:43.259 --> 00:13:46.299 when I was twenty two, best advice I had I was not a 198 00:13:46.379 --> 00:13:50.419 graduate program at Telephonica and I asked one of my mentals about what I should 199 00:13:50.460 --> 00:13:54.539 do my next rotation on this program and it was sales or marketing, and 200 00:13:54.659 --> 00:13:58.769 his advice was go and do a stint in sales because when you're a marketer, 201 00:13:58.929 --> 00:14:01.289 if that's really what you want to do, you'll have a lot more 202 00:14:01.330 --> 00:14:03.889 respect them, says, if you've been in front of the customer, handled 203 00:14:03.929 --> 00:14:07.730 objections, handled rejection, all of the tough things that come with sales. 204 00:14:07.769 --> 00:14:11.519 And I think it was amazing advice because it it got me to be customer 205 00:14:11.559 --> 00:14:16.240 centric and oriented in a way that I might not have if I hadn't done 206 00:14:16.279 --> 00:14:20.120 that stint in sales. So I think it's amazing if you can have an 207 00:14:20.159 --> 00:14:24.710 organization where people can actually see a development path into one or the other. 208 00:14:24.830 --> 00:14:28.909 So, for example, for our SDRs, we have a document at carto 209 00:14:28.110 --> 00:14:33.029 that documents like their quick career path and the options they have, whether that's 210 00:14:33.070 --> 00:14:35.789 going into a c a cerain role, that's going into an account executive role. 211 00:14:37.429 --> 00:14:41.539 Our oldest cl is actually a content marxting manager at carto now, and 212 00:14:41.620 --> 00:14:45.500 I think that's really important because one can evangelize for the skills of the other 213 00:14:45.539 --> 00:14:48.659 than the team. So the NSTRS that are going up into our sales team 214 00:14:48.659 --> 00:14:52.620 at the moment are the ones really helping the AE start using sequences and outreach 215 00:14:52.700 --> 00:14:54.889 and starting to use these new techologies. So if you can, if you 216 00:14:54.970 --> 00:14:58.730 can have that great little circle of development, I think that's highly beneficial the 217 00:14:58.889 --> 00:15:03.250 company. But it's it's true. I haven't met many sales people that have 218 00:15:03.809 --> 00:15:07.799 put across the marketing so far. I guess because if you're really good at 219 00:15:07.840 --> 00:15:11.600 sales and and you're smashing your quota economically, may not make sense to go 220 00:15:11.919 --> 00:15:16.000 to go into marketing for you at personal level, I think that's some fear 221 00:15:16.080 --> 00:15:20.279 of always you. I've seen market to our working are de land sears people, 222 00:15:20.840 --> 00:15:24.029 you know, and I think you know in a in a way, 223 00:15:24.950 --> 00:15:28.549 you'll see them spending more time doing more things, that being more stress or 224 00:15:28.629 --> 00:15:31.309 on events and stuff lay the as you know, big things to menage. 225 00:15:31.629 --> 00:15:35.980 Sure. So suppose is pretty much have to manage yourself. You Manage Yourself, 226 00:15:35.059 --> 00:15:39.539 you do your stuff and maybe when't if you are a good sense pells 227 00:15:39.659 --> 00:15:43.419 and the money is flowing, where would you? Where would you call see 228 00:15:43.539 --> 00:15:46.500 something else? But I agree with your in fact, you know, we 229 00:15:46.700 --> 00:15:52.169 are marketing director, Ere douporietics is could being from doing the the young rule 230 00:15:52.250 --> 00:15:54.929 of self. So she was. She was one of Fisdi and we've seen 231 00:15:54.970 --> 00:15:58.850 if she was a resource that have been recruiting by some of our clients to 232 00:15:58.929 --> 00:16:02.049 move to marketing role, and it makes sense. You know, you've got 233 00:16:02.090 --> 00:16:03.960 to be in the trench. She's to know what it is like and then 234 00:16:04.039 --> 00:16:07.320 you can you know how to address you know the changes and you know what 235 00:16:07.440 --> 00:16:11.639 these people would need to be successful. So that I think that makes perfect 236 00:16:11.639 --> 00:16:15.360 sense. Okay, has sometimes in the SASS industry you hear like a bit 237 00:16:15.440 --> 00:16:18.389 of a turn towards the str role, but I actually think it's the most 238 00:16:18.429 --> 00:16:25.149 important role in Sass companies just because nobody is in front of more prospects than 239 00:16:25.230 --> 00:16:27.629 that. I see up you know, they've ver billed five hundred and ten 240 00:16:27.710 --> 00:16:32.590 times as many pools as an account ex active or CSN, and so I 241 00:16:32.669 --> 00:16:37.659 think it's actually really important that people raise awareness well how important is and the 242 00:16:37.700 --> 00:16:41.419 possibilities that there are fen strs after finishing the role. Yeah, I think 243 00:16:41.580 --> 00:16:45.940 we were speaking it truly with with one of our one of our friend agay 244 00:16:45.980 --> 00:16:49.889 called David Denny, was well involved in that BEDR and B to be says, 245 00:16:51.009 --> 00:16:53.210 and I was sort of great stuff and it's got a great company and 246 00:16:53.889 --> 00:16:57.690 when we're speaking with him as that group, well, I think that Bedr 247 00:16:57.730 --> 00:17:00.090 should be at the bottom. We should have a be DR leader which would 248 00:17:00.090 --> 00:17:04.119 have a silver very bedr person, technically wise the our personal inside serves or 249 00:17:04.119 --> 00:17:08.799 whatever we want to cut it, but technically a Selo verse senior development be 250 00:17:10.200 --> 00:17:15.240 a silver business development person sitting at the ball because, like you said, 251 00:17:15.359 --> 00:17:18.589 this is such such a mean important function okay, I'm not saying it's the 252 00:17:18.670 --> 00:17:22.269 live blood of the business because obviously, if you are bit a piece of 253 00:17:22.390 --> 00:17:25.950 a company, development is also very important and in the right product is very 254 00:17:25.990 --> 00:17:30.539 important. Of course marketing is critical. Having people on the field that can 255 00:17:30.700 --> 00:17:34.579 close business is also very, very, very important. But all these states 256 00:17:34.579 --> 00:17:41.779 dare. The way they behave with your prospect will potentially influence your brain reputation. 257 00:17:41.380 --> 00:17:45.970 Okay, you want them to have the right level of conversation and also 258 00:17:45.049 --> 00:17:48.410 it's about calibrating. You know, we work with a lot of startups and 259 00:17:49.089 --> 00:17:52.890 we spend our time on really all our time, but the firmunt of our 260 00:17:52.930 --> 00:17:56.250 time to discuss about the voice of the customers. What are we hearing in 261 00:17:56.289 --> 00:18:00.440 the trenches? This is how we should change the message. Will focusing on 262 00:18:00.599 --> 00:18:03.839 that issue, but really the big issue people are trying to solve this that 263 00:18:03.960 --> 00:18:07.720 one. So how can we change an adapt our message to solve the issue? 264 00:18:07.759 --> 00:18:10.359 Seems to be rev and can work really do a company about it out? 265 00:18:10.640 --> 00:18:12.029 And, by the way, here the objection, and we have some 266 00:18:12.109 --> 00:18:15.470 kind that are great because we give them lists of objection and what do they 267 00:18:15.509 --> 00:18:22.829 do? They go and create contents to actually tackle the subjection very openly through 268 00:18:22.910 --> 00:18:26.589 content. Hijeffik, is great because if there is an objection, it's Alf 269 00:18:26.630 --> 00:18:30.339 trying to scoop it on the carpet or brush it under the carpet. You 270 00:18:30.420 --> 00:18:32.579 May as well put it in the opening, speak about it and give your 271 00:18:32.619 --> 00:18:34.900 opinion on it, and all that would not be possible if we are just 272 00:18:36.099 --> 00:18:40.539 like kind of living on our own and not really providing feedback back to the 273 00:18:40.660 --> 00:18:44.529 top people. So, you know, agree with you, and obviously I'm 274 00:18:44.529 --> 00:18:49.450 a big bias. Yes, but look for us that that was really good 275 00:18:49.529 --> 00:18:52.730 to reduce them to you today. I think you show some very, very 276 00:18:52.769 --> 00:18:56.319 good points. I would like to I would like to thank you for your 277 00:18:56.480 --> 00:19:00.240 time. If anyone wants to post you the conversation with you all gets into 278 00:19:00.319 --> 00:19:04.000 treat you to discuss about Colt or anything else. What would be the best 279 00:19:04.039 --> 00:19:07.640 way to get into treat you? France? Yeah, this reach out on 280 00:19:07.720 --> 00:19:11.109 Linkedin. So my connection request or to drop me an email. Its flow. 281 00:19:11.150 --> 00:19:15.670 It cansocom very easy one. There you go. Well, thanks again. 282 00:19:15.710 --> 00:19:18.349 I would like to thank you for being a thought of the podcast today 283 00:19:18.470 --> 00:19:25.619 and Okray would speak very soon again. Awesome, great to chat. operatics 284 00:19:25.740 --> 00:19:32.099 has redefined the meaning of revenue generation for technology companies worldwide. While the traditional 285 00:19:32.259 --> 00:19:37.380 concepts of building and managing inside sales teams inhouse has existed for many years, 286 00:19:37.779 --> 00:19:42.089 companies are struggling with a lack of focus, agility and scale required in today's 287 00:19:42.170 --> 00:19:48.250 fast and complex world of enterprise technology sales. See How operatics can help your 288 00:19:48.369 --> 00:19:56.160 company accelerate pipeline at operatics dotnet. You've been listening to be tob revenue acceleration. 289 00:19:56.880 --> 00:19:59.920 To ensure that you never miss an episode, subscribe to the show in 290 00:20:00.000 --> 00:20:03.160 your favorite podcast player. Thank you so much for listening. Until next time, 291 -->