B2B Revenue Acceleration
B2B Revenue Acceleration

Episode · 10 months ago

95: What to Expect from the B2B Sales World in 2021

ABOUT THIS EPISODE

When you can’t meet with buyers face-to-face anymore, where do you meet them?

You must go to their preferred channel and create a sales experience there.

In a recent episode of B2B Revenue Acceleration, we welcomed Jake Dunlap, CEO at Skaled Consulting, to talk about what to expect in the B2B sales world in 2021.

What we talked about:

  • Predictions for B2B sales in 2021
  • 2020 trends that will stick
  • The main focus areas for B2B sales


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

You're listening to be to B RevenueAcceleration, a podcast dedicated helping software executives stay on thecutting edge of sails and marketing in their industry. Let's get into the show hi welcome to be to be revenueacceleration. My name is Ovena witg and Amher today, with Jack Dunlar Co atskin consemting. How are you today Jick I'm doing fantastic ary man yeah, I'mgood uppinow year today we will be speaking about what to expect from beto be cells, word in two thousand and twenty one, so you must have a crystalball or awesome sort of profelthen. As that elp you to read the future, whichis great jokapot before we starpe the conversation Jake. Would you mind justintroducing yourself briefly as well as your companies can contoy yeah?Absolutely? Yes, I don't know if it's a crystal ball,it's more of a you know, I think there's some t leaves that have been inmotion yeah some things that have been in motion that I think are that thattwo thousand and twenty accelerated so I'm Jake donlap. As you said, I run a sales consulting operation, faledconsulting we specialize and working with companies that are either growingthrough various stages of growth and need a mix of strategic and tacticalsupport, BOT staff, augentation and strategy support or companies that arealready established. Big Global Bloble twothousand companiesthat are trying to modernize. So really what differenciates us and Mhy peoplebring us in is the tactical execution component, meaning much ofourconsulting work, which you know, people usually have a her. I love forthe word consultant is actually on the the Tactical Execution Sid. So it's notjust in telling people analysis and recommendations. It's also been in thePulthror, because you know our job is really to affect change, to really helpto create the future of sales and my background. I've been in sales foralmost twenty years. Various sales leadership roles. At some point, mycareer, I realized- I wasn't a very good employee and decided that I I wasEi loved the work and was extremely good at the work, I'm not so good atthe politics and other things and started scaled almost eight years ago.Now, with really the goal that, against I saw sales organizations, weren'tsupported with you, know, kind of an agency or support model like otherparts of the organization and one Ed, an opportunity to bring that tacticalhands on support to sales. So he has a quick high level on us and me there's alot more, even go deep, there's a lot! I've got a lot of layers here. Welloton, more question about it. Im is, is the specific type of serce organizationthat you would feel Youare more equipp to support. Or can you go from BlueShap to good trup startups and our clients are all over the board fromcompanies that might have you know? Twenty to fifty people, hand,companies that have thousands and it's...

...just it's different. It's a differentmix. You know T at early stage. We do a lot of interm work, so maybe you don'tneed a full time. Sero, you need a half time. Maybe you don't need a fulltimesales operations person. You need reforce time so at the smallercompanies. A lot of it is very hands on work, and then you know it's a lot of.It is just trying to bring those same principles of what you see these kindof smaller cutting edge companies doing to larger companies. I think there's afallacy that usually the bigger the company, the more dysfunction actuallyand- and I think, a lot of people think it's the opposite. They think that youknow the grow stage. Is the disfunction? That's just not the PACE, yeah yeah! No.I appreciate that Nice good n and to goness with you. We need texticalpeople in this word. You know it's all good to come up with big POW pointpresentation and Mols and stuff like that. But you know the days aboutexecution. You know it's about big guy every day and from my perspective,seminar situation as you've never really walked for O company before, butthe thing that we tend to see so ye Sothink, I think tactical execution is,is actually very, very, very important because you know in the world we are in,which is particularly after two thousndandtwenty and order star thathappened last year. It's about adaptation, Teswis Adi, you plan. Ofcourse, everybody's got to Blan, I'd like to have a five year, six Yart andyour splading everything, but that is about executing and almost fintoningcalibrating every week and that's why I think texical execution is so much Ro.They are both important, but it's in the tactical that you will actually seeyou in resurt is in Tecticallyyo, really good people. People are able totake a look in the merror very quickly and adapt the trajectory within withinminutes that weeks. Basicallyyeah. That's exactly and you think about it.It's why you know there's no shortage of ideas, people in this world,everyone- and we were talking about this- a for Coachin, a there's, noshortage of people to give you advice and come up with ideas. The shortage wehave in this world is that you know Tho get shit done, people yeah, and I thinkthat that's that's really the you know one of the main reasons: IAVE workedwith consultants at both and both companies, whereas a bps sales, a glassdor and a chart beat- and I specific I remember- I walked away from bothengagements like what am I supposed to do with this. Like sounds great. Youknow that we spent this three weeks four weeks together and you generatedthis massive. You know document about our international expansion and I'mlike cool. Now what I and- and I feel like, that'swhat it's but, but you know we're no different, whether it's in an internalproject, it's the same failpoints right that we see companies get so excited.They implement e new initiative that buy a piece of tech. It's about thediploment, an the follows not about the the implementation or the new processis step one, and so I think a lot of companies just it's a mindset shift forthem that not don't get so excited about the implementation. Get excitedabout the long hall of the deployment, because that's where the changehappened, Yeah Yeah! I agree with you.

I agree with you jake. So, let's getinto a toptic now thsandad twenty one just kicked off. You know the firstweek of two thousand and twenty one was relatively animated. Watch the news inthe US few things happening. Let's put that as ID a no buny takes Jake nelyandeverybody, I guess is wondering what to expect from two thsandand. Twenty onepawipar is going to be the BREX for you, economly will go back and everybodywill be apper, geting able to go out and seep on cocktoms in Bals andeverything T. that's what I hope, but I also know that you recently join wentlive on Clabas and Blakeyou to discuss. I T littl m because we spent ten mearesin proparation from this podcast to discuss. Abotecla Bals and you got mevery excited about it seems to be Blok Cool. I only be part of it now: Anather Ton Abous, you Youare, sharingyour predictions about be to the the BIATO DECERCS war for Tan Twenty one.So to things forsoal at like, maybe for you to give a couple of sentences ordescription as to grabouse what clabause is, but also, most importantly,because ats, the am of today I'd like to Anor Sone from you, the trinds thatyou are seeing oppening or coming to us in two thousand and twenty one yeah Imean whet, I feel like so club house- is a new APP at actually launched,maybe six to seven months ago. It's still it's still in relative Vata Thet.Basically I mean I don't know how you know, I'm sure audience wisers all over,but but think about it. Like you know, you join up. There's a bunch of roomshappening about various topics that you can join an audio only and it's onehundred percent live with no archives. So so I think what it is is there's anneed, if you think about all these social media plap, you know whetherit's Linkton or instagram. You comment on people's post. They comment backyeah. You know, I think, we're craving that interaction, whereas a clubhouse,you, you sign up or you'll, find somebody who can get you to to sign upand then you can just jump in these rooms and you can raise your and youcan talk to people. You can hear their voice or maybe that person that you'vebeen folling on social media. For, however long you cannow hear them talkand you can interact with them, and so I think that there's a humaninteraction piece that we've been craving, that clubhouse helps to salvefor right now and who knows, if that will I'm sure, Linkein and Instagraminstagram particular is not done and they've been very good about innovatingand finding new ways to bring in new products so ut. But that's what I thinkthat the need that one solves, and so, if you're not on it, I suggest you getin and that's really you know when you talk before about a crystal mall. It'syou know it's just playing around with a lot of things like Ol go on clubHouse for the next whatever, and for some reason I lose steene, then I'll.You know I'll kind of get a feel that well, you know maybe there's somethingthere. It's like you know linked in release stories. For example, I big onstories and his I play you kno. I did it more I' like well, you can tellthey're not really investing in this. This th are going up, so you know, Ithink, with a lot of people. You just...

...need to go and test it yourself, butfor me you know dancer. The second part of your question, which was w some ofthe trends, and then we can kind of will go deeper on each of these. Thefirst thing that I think two thousand and twenty accelerated is that salesand marketing organizations need to learn how to digitally interact withpeople that we were so used to either one way communication of you download awhite paper or Blod poster. You read something in the email, ou verse. Howdoes a marketing department start to be more proactive right, actually engage,interact, comment, get their get their organization doing that verse, Reactivwaiting waiting for all the fish to come into your net and then on theindividual side. On the sales side, we've got a we've got ta we've got tofigure out, because I think a lot of people are starting to get wise is howto create a sales experience digitally when we were faced to face. Youcouldn't be on your email, because I'm right in front of you, if you knowwe're at a trade, show you're, not multitasking, and so a lot of the work,the conversations we were having the last half of last year in the firstpart you know brand new this year is how do you create a premeetingexperience by using content or screen shots? And then how do you start toshare your screen during the meeting to make it more interactive? And then whatdo you do post meeting to keep people warm? So the biggest trend, I think, isgoing to continue to be the evolution of creating a digital sales experience,and I think that that's going to be mission critical for every company andespecially those companies that were predominantly you know, field teamsyeah they had outside Reps. so those are a few things little club house alittle little predictions. I've got a few other that, but we can. We can godeeper here for now yeah, and that makes Pelfik science sake. So we have,I think, clabols I'd love to get on it, but it seems to be very difficult toget oi tos MES me woncs to get ait even farther it'scrazy Cratin withget get meout of here, but no, I think that makes perfect Sensivmean from from the because we've been forse to kind of take that that digitaljouny and I've got to tell you. I was completely not completely against it,but tispite the ALTOM. You know not new to sers, but may not have twenty sot,yes expiretin setting and probably have a good ten fifteen years. Beind me I'ma big believer in your school way of saling. You know looking at people inthe eyes meeting them in person. I love to go to events. I love to Trauvele topeople, you know for me. If you go to visit the clients, it's it's important.It means that you care about them and you want to know what's happening withthem, Exetra, etc, and- and that's that's two thousand andtwenty I've already told me that you know now you've got to do without itand you've got to move. You Move Online...

...and we've not seen a drastic change interm of conversion rates. But do you see people adding towaup theirplan from a conversion perspective base on the Fella know, we've got more of adigitor sens jouny. I mean I think, you're going to have to adopt your plan.If you don't adapt the way you're selling digtally meeting like like yousaid you actually hit it on the head, you go well. We haven't seen that bigov a droping conversion. Well, you know it's interesting. I think AF, thebuyers are kind of e me. Look. There wasn't really an option right fortravel, let's just call it what it was yeah. I think this is one of those roads thatonce you cross it, you know what we have face to facemeetings again. Sure. But again I think the the, if you ask someone a year ago,could you close a six, a big six figure or seven or bigs, are mid. Seven figuredeal without any face to face. I think most peoplewould say t theyd be reallyreally hard, yeah. Somehow nagically we figured out how to do it and- and Ifeel like that- is the beginning of the end forthe amount of people we have in the field, and it just is what it is thatlook. Yes do people and it's so interesting. You know you like. I liketo travel. I like to do this. I do too guess what I like the travel. I likewine. I like expensive dinners. I like golf, I like all those things right,but guess what your buyers are saying. They don't really care as much mandso.We have to adapt this sellars and instead maybe it's about how, beforethe meeting I used, Sindoso or another service to send you a you know a newmob, a new travel mug or you know I do something and and have a coffee on you.I just think that this little, you n Cauglt Saran Dipity, that's Tho,serindipitous moments that sellers and buyers would have when it's walking ina hallway. You know the ditch idole Chit Chat in between meetings. We'vegot to figure out how to bring those experiences when we're not face to face,and that is a skill that is going to be. You know, net it'll never go away likeit's just it's just a good skill set because then, if you lay er on face toface, then then you're, then you're hitting ahome run. You know one face to face becomes more acceptable. You know maybetoward the end of the year. I think we'll see it. Two thusand and twentytwo will maybe ease back into it, but I don't think 're going to see asubstantial return to face to face and for at least a year and a half yeah andthit's kind of made manix question ow. So let's first fall out six months.opfully we get, we get the vaccine roard out. People get the injection.You know, corner virus is eradicated from the surface of earth, which wouldbe great. When do you see from what we've learnedon how we have at Tadat in two thosand...

...and twenty an now? What trends do you think wwill remainwhat othe things that you think w will remain and what other the adaptation that we have ad, becausethey were fast on us to put in place that we Wul e, would actually just youknow, put back in the Bin and car onas as we used to be for look if you'vebeen in sales for a bunch of years. You just have to realize that your buyerhas changed. You still probably have these old connections and they'reistill the same, and they want the same things for you y there's a report, andI think this report is one of the most tellingof Gartner put out a report in.I think it was the beginning of November of this year and it was atheir state of sales, two thousand and twenty Ontwo thousand twent twn twentyone I can', remember and, and they did a survey. Eighty percent of millennialsand DTB said they did not want to talk to a sales person during the process.Eighty percent, so they did not want to millenniums right now- are inval inforty percent of all decisions made, whether that's the the in user, themanager, the direct whatever, and what I think you have to realize init doesn't mean they don't want to interact. They don't want to talk andSoy. If you is a seller, your only trick is I make people like you, I'mcharismatic in person, I think you're. Well, now I wilt you take that skilland translate I to startmaking videos lit right instead of after we meet. Whydon't they send you a video recap? Why don't I send you a video agenda, so Ifeel like that. The number one trend that most sales people need to realizeis that you need to mix up and have a lot andbe able to meet people. Maybe John Likes to do text message great. Youneed to ask then, after the first meeting hey you know if something comesup between now. Is it okay? If I text you or maybe it's after the secondmeeting or third meeting or whatever t its right, how are you using textmessage? How are you interacting on link? Did? Are you interacting onclubouse? Are You doing this? I mean there's literally people, one of the the person whe runs ourlinked in strategy group. She joined club House on Monday of last week,she's been on she's already had four new business meetings from clubhousefor right and again it's not even now it's omthing to like a million peopleor something so so. My point is: You need to up your ability to interactand create meetingful interactions outside of just your charming Chrismifacebased, and I think that is that is going to be a universal skill forsellars. As we go forward, it's Ai, it's going to be a non negotial whal, it's als, so the direction weregetting to. I an I if that survey from from Gord ni sayingthat you know eighty percent of the Melin yer w will be. The decisionmakers of tomorrow are no Tury Yong One tongation TeDifferent O. I guess who would have to adupt. We don't have any in his EMEAN.Can you imagine right like look everything that is BTC comes to be tobe it just I okay, I could you imagine,...

...like I had to call a travelage to book aplane ticket yeah. Can you imagine that I, like I mean thef course, maybe youand like your extended family ar planning some big ass trip, but for thebasic datoday, whatever yeah just want to do it on line, Oh my God or book ahotel e Thinkof, all this stuff, even a realtur. You know in the in the US TNOT last year year, GG, two thousand andnineteen. Seventy percent of homes were found by the buyer by using sites etct.Like you know, we don't. We want access toinformation and I think that that's the key to an modern sales orgis. Are Yougating content? Are you putting up walls or are you allowing? Are youeducating people? Are you giving them access to information sthere's? Youknow, there's some studies that they're gone who's, a big call monitoringsoftware. They they did a study tiss about a year ago, and it said thatsellers that talked about the competition and the first call atd ahigher close rate. It's okay! It's just! U You talk about this, you giveinformation, it's how you build trust and it's Athese aren't new skills, butthere's certainly skills that. I think we you know we forget about from timeto time absolutely, and I think you know it's just I've always been like that thoug. Ithink if I think about the way we've been working without him, I remembereven with my sense, to Mor wer saying well, look if then not responding toyour course. You've got to try something else. So then emain the Imntreeman send them a text. You denot repony to TEC, send them a what up. Ifyou can see ther in your wes up an non Crispano, send him a voice. Note rightfind a way that they can get the information and get closer, but alsofor the first meeting Infacthad Wen this morning, where you know everysingle false met at Tham. Doing at the moment instead of going through becauseis Fedup, is doing presentation of the company and things that s just Sa. Well,let's see if we've got ta fit, you know what is that you are trying to achieve?Do you have a specific budget to wolks towards what would success means to you and let me have you to find the rightsolution, because you might not be me. Hou might not be my company, but Ithink in thes time Wa to support each other and Whel. We miyht not be thesilvil bullet, fo certaly everything I'd like to support you, because I'mglad ween' connecting in the world and and people love it and at's when peoplereally open up and they wodn't tell you about your budgh dam budget and stufflike that and and you've got to be honest, you know, and and this morningin fact, I don't think it would be a good fit for us. The name of thecompany would have been a fantastic. You know in the trofhic cabinets itwould have been a good one to bring back home and I could have tried to technically sell to them and you know,but but foforcing a square peg in the wrong hole. You know it's just. Hewon't walk in the long term. It's not what it's not what she want and an yeah.I do a drink PAS in a year and three years and a half year that personleaves the company Tlike. You never...

...know when that deal, they're notqualified for now, but that's for now and I think at theyr respect o that'sright and in that way, if you reach out in six months for twelve months ortwenty four months or four years, I'm telling it people remember that, andit's interesting so is asked on a podcast. Actually last week, thisquestion about you know what else is changed. You know with covid. It's likeyou've always had buyers that are in really good industries, you're, notsure, but maybe and their industries are struggling and what' twonand twentydid is. We just gave this blanket path. Everybody is struggling, it s it'strying times, etc and and now what we've got to come back to sales withit's like. It's always been that way, but there's a lot of industries doingextremely well, there's some that are doing okay and you need to talk to themand others that just aren't a fit right now, whether it's your product or theindustry, and what you just did there is create your nurture funel and thenevery sales, org and sales individual needs to have a group of people. Theynurture over a longer period of time, a middle group that they nurture over athree to twelve month period and then the people that are ready to vine outbefore we had we treated everyone like a buyer and if they weren't a buyer orlike your shit like just go back to marketing automation, you know salesdisqualifies you and then all of a sudden we're like. Oh Man, we got towork. These leads again, it's like well, what were you doing before? You shouldhave been creating these different types of ways that you engaged based onthat industry, that that person's in and their company situation and whatyou do- and I feel like that's another trend that people need to do is makesure every seller is playing the long, mid and short name, not just the shortgame yeah. I feel like too many organizations over the course of thelast when things were frofthy right, the Markis doing. Well, you thinkeveryone's a Byer, even though it wasn't necessarily the case. Ni Agrewish you. In fact you know, I remember having some conversation with a fairfew crients, because you almost felt that thei r selvsprocess was really robatic, so you get them in front of a prospect andfarstting that they want to do is to force that POW, U Pint, presentation orDevo to thenuse, no matter who you are no matter what your title. This is whatwe do. This is a certain cycle. This is the process. I'm going to do apresentation. I'm come with my engineer, I said ther, I said nothing and I'vegot my guy speaking about the whole thing and the only question I ask a Ja:Did you like it? You want one now all right Wat you later and it's just likeShirle when you speak to someone the first ten fifte minute should ouconversation. Is that a this is where we come from. This is what we do terina little bit more bot you guys a than a bit of research, unexpected I'MNETEX,expecting that is a TRITI TAT Trong! You know! What are you objective? WhyAre we speaking today? I don't let you know, got my innotes, but really wantedto get into the reason why we here what we can do for you and then let me adaptthe presentation to you can still push...

...your power point if you want to, butit's almost like okay. This is what I've got to do. Lizis coming, fhromBoon Cor, get to someone, someone cul! If I get a fifteen mints Cor, FiftyMint Callis I've got ha presentation for you, W Theo, no okay, move on tothe next plane and I think that's liking a little bit of charm. That'slikeing read a bit of everything and I think even prospect was just thike kindof that's. What probably the reason why people don't torn up to mee things.We've seen a big drop in meetings because everybody's trying to make it to regid- and I think many depends- I guess, if you'reselling stuff at ten fifteen gal pots, maybe you should have a process that isa bit more in out inout. But when you go ver Ondrad K, Hondredand fifty twohundredk solution, selling apof stuff. You know you want to have aconversation, particularly if you're going to sit in Fort Thef, vesinoveryperson, you don't want to just drup dies. Take give me the Makble a justneed to put for e presentation. Ou Fast question: You know Wellwhat, I wouldsay, though, is even in that fifteen sanddolar sale. It's the same thirty orforty five minute conversation you can either choose to engage or you canchoose to just treat it like a transaction. The only person that knowsthat this is going to be a fifteen hosan dollar sale or is transactionalas you that buyer that individuals, interacting for the first or secondtime and so you've got TA. You got to create an experience for everybody.It's the same amount of time, the same amount of energy. It's just the workthat you're putting in during the call or before after so wh. When do youthink we got that check? Do you think we got that because too many sof to ouvendors, not enough sales talent that can actually become a camerion in frortof prospect, adapt an another, genuine, interesting conversation with theprospect, so basically you've goot people that I don't believe the wordMedyoka is the right adjective here, but overage more coming in and youtechnically want to put them in a box because that's the best way for you tocontrol what they are doing, you think. Do you think that O situation? It wasspeaking about about the lack of because I don't get it does'T. I think.If Youra Self Spersom you should Lo, you should be curious. You should beinquisity, you should know about people you should. You should be like veryinterested to Anuson why people want to buy your thing and why they would notwant to bay it. You know because hit's the Bos kin packer as interesting as eaOs, I know. Obviously there is one that's and I had a good phrase.Actually one of my fouters manager e tell me what was your Oreggin value?Whites Andred k? Okay, how many people would say no to you before you getTrong Yondred K, IEREAD, dim clothes as well? Maybe ten, that's great so foreverysingle person says no to you. That's ten run of FROVETU for yourcompany. This is beautiful and you I don't know. I think I think it'srealy important to underston te know as much as the Yes creay progresses is anSpelson as whater. It seems that is.

That is critical man. You know it'sInteret. I thought a lot about this question and I think look. I don't knowif you can penpoint it to one one reason of how sales is kind of youended up in the state it's in, but let me tell you one of the things that hadthis kind of I don't know thers realization, maybe six six to ninemonths ago. I think actually one of the bigger issues and maybe like again I'mbecause I'm trying to do get to the root cause is how do we root this thingout and fix it? I think right now that there's a mix ofwe have people a shorter ten years than ever right. You know that jump everyyear and a half two years from a job sales job to sales job, and now wedon't even there's no unitive for that and look sometime it. This doesn't workout, so there shouldnt shouldn't be, but what I think we have right now as achicken and egg problem that companies I feel like are investing at an alltime, low and training. You know I'm going to tell you, especially in tact.The development of leadership is pathetic. I mean beyond pathetic. Wepromote these people, you know, sales teams have a hundred people and tenmanagers and those managers have went through one tenth, the training thatthe Sales Development Replin, my friends, it's the opposite. You got Ta Overinvest in training, yourleaders and then, and that makes the all ships rise. So I think we have abit of a chicken and a that. The reason sales talent is getting less iscompanies are investing less inin training and ongoing training, becausepeople are leaving and people are leaving because they're not getting theamount of training and development they want yeah. So the companies look allyou know. Speaking for my own company, all I can do is control that I cancontrol, which is you know, are we developing our people? Does everyonehave a career development plan? Is Their leader meeting with them on it?So I feel like to me what I abecause I've thought about this question. A lotthat to me is the closest I can get to the rout causeis that both sides are under investing in their relationship and thereforethey're, never going to see. Neither side will ever see the potential of theindividual or that individual won't buy Ino the company to then you know,invest in getting better and better. So then that's the best that I've got onhow Howa company can potentially top. This is so true and big retization, aswell speaking about the things that we've done in two thusndand twenty twho were reproducing two thousand and twenty Onein a Serzen broment. Onething that a massive we realized autoporatics. We became complesentbecause Werewe've been a successful company. You know Granavria and stufflike that, and you kno. We really realize our complicency, becausesuccess drive a bit of compresense. Even if you know it's coming, you don'tsee it coming. You don't become compresent because you are complecentperson anapesent. You are complasent only when you realize that you havejust been compraced and you need to do something about it. So what woulrealize this Ri Thet wo are Ondo Investmng in Respi e people, and youknow normally we are in the office. You...

...know we fly to one office, we tak themout for Yiuner. We spend some time with them and Tlet's quality time. They feelinvested the FE. Let you care you see them. You know. In the UK we go totourface people see you, you go for be on Friday night. You know, people seeyou and stuff like that. You go around. You have a futit chat boom, that's it!Everybody knows about it. You take that away. You think that social interactionaway. We were actually losing people appetite to walk for us, you know sortof, and we felt it. You know it was not too bad, but what we o Sayyou to do isto completely reinvesting training and in fact we started with a leadershiptraining session and basically traing everyone to be a reader. What t whatsthe bases of redom? We are Alreadyer, okay. So what do we need to do? Tode,ourown, wife and- and we saw what I hope is a great responsidient walk foreveryone. Of course you know you never can never have a hundred person successfreight, but I think we've really made a big changewhen we o say it to a treay. Okay, you know what, instead of screaming atpeople or being not scraming at them, because we has scrimet them as such,but I Soto being a onow that people what we should wit invest in them,because you know life is a mirror and maybe they are they don't see what we are doing forthem. So they don't do what wel expect them to do for us so and hat's such abig thing that w will carry in two thsand and twenty one forus is keep oninvesting on people. Never forget that, because this is how we startie thecompany, but with SIC with success we drove that compresensi drove of wasdriven in a it may be less investment in the people we took them for grantedand Gods. Covin nineten AIPORS, O te Kets traight back in the face, and nowyou know we won't stop investing in people, because this is in fact we'vegot new career Pathat, Gor drufting at the moment, whor would ling that n weready everything is about, is about people yeah and that's it and aboutinvesting in the individual' the same thing as t prospects. If you get toknow them and invest in then there's a lot of a lot of synergy between thosedo or a lot of overlap. Yeah, so cick appreciate that we we got carried awayand just want a little bit Al of other place. So if we want you to bring backreat a bit of structure, what would you say in term of you know what wouldexpect for the be to be sens one in two thsandand, twenty one, just just tosummarize what you see as the main trends and the main fockehinthe firststart of the mindset ship. If you start to engineer your sales process rightnow, reengineer right and obviously look you can reach out to me- and thisis obviously part of what we're doing right now, but I k where they work withus or not. I really don't care. If y you have to start to reenginneer yoursales process like B to be will neveror like face to face will never come back.What would you do? How would you change the way that you interact with peopleif you knew you never had face to face...

...ever again and if you go ind at it withthat mindset, you will force yourself to then start to say man, okay, let'sjust map the customer journey and what the and what that looks like and, let'sthink about where we can create surprise and delight Serin dipity. Youknow multithreat with people and connect with them and interact withtheir content. I think, if you take that lineset and you reingand, you takea good look at your customer journey. I think you will you can almostimmediately elevate yourself above the competition. I feel like right now. Thesales experience bar is so low that, if literally you just do such a smallamount of what I'm talking about you do anything you create a better premeetingexperience. You Create Bal, a better followup experience, you're able to doany of those things. I think you're going to win. Yeah effact Soas, GratCICK. So what we do a distenge of the the podcast is ask our guests. Whatwould be the best way to get in touch with you? We may have some of ourlisneones to you know other conversation about skin consurtting,and maybe you guys an ping them Somosol may want to just pick your brain up onone of the topas that reet discous today ar one of the subject that Yo youaddress today. So what's the best way to get old of your ceck sure, an o look,you can find me on Linkedon, I'm quite active there. It's just type and JakeDon map o'm the first one that comes up most of the time or you know, feel freeto email me jake at scale, SK, a ledcom or I club house, just at Ject on Hayour own clubhouse Folloi Oi. But that's what no I mean I try to beyeah. I try to do a good job of following up and engaging stuffy hit meup on any of these platforms I'll be available. That sounds Great Jak. Well,once again many things to have yon the podcast for day it was. It was good todiscuss wit, Hou yeah thanks man, I really enjoyed it too. operadics has redefined the meaning ofrevenue generation for technology companies worldwide, while thetraditional concepts of building and managing insize sales teams in househas existed for many years. Companies are struggling with the lack of focus,agility and scale required in today's fast and complex world of enterprisetechnology sales. Seeo operatics can help your company accelerate pipelineat operatics. Dot Net you've been listening to be to be revenueacceleration to ensure that you never miss an episode subscribe to the showin your favorite podcast player. Thank you so much for listening until nexttime.

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