B2B Revenue Acceleration
B2B Revenue Acceleration

Episode · 1 year 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 tob revenue acceleration, a podcast dedicated to helping software executive stay on the cutting edge of salesand marketing in their industry. Let's get into the show. Hi, welcometo be to be a reven new acceleration. My name is Ovid M, withyou and I'm here today with Jake. Done that. See you at scanconsulting. I love you today, Jake. I'm doing fantastic, areyou man? Yeah, I'm good, happy. Know. Yeah, todaywe will be speaking about what to expect from BTV sells world in two thousandand twenty one. So you must have a crystal bowld or some sort ofFello and as that amp you to read the shoot show, which is greatjoke. ABOPS, before we stop the conversation, Jake, would you mindjust introducing yourself briefly, as well as your company's can consulting? Yeah,absolutely. Yes, I don't know if it's a crystal ball, it's moreof a you know, I think there's some tea leaves that have been inmotion. Yeah, some things that have been in motion that I think arethat two thousand and twenty accelerated. So I'm Jake Dunlap, as you said, I run a sales consulting operation. Still Consulting. We specialize and workingwith companies that are either going through various stages of growth and need and mixof strategic and tactical support, but staff augmentation and strategy support, or companiesthat are already established, big, global, global tooth thousand companies that are tryingto modernize. So really what differentiates us and my people bring us inis the tactical execution component, meaning much of our consulting work, which youknow people usually have a very love for the word consultant, is actually onthe the tactical execution side. So it's not just in telling people, analyzesand recommendations, it's also then in the pull through because, you know,our job is really to effect change, to really help to create the futureof sales. And My background, I've been in sales for almost twenty yearsvarious sales leadership roles. At some point in my career I realized I wasn'ta very good employee and decided that I was extra. I love the workand it was extremely good at the work, not so good at the politics andother things, and started scaled almost eight years ago now, with reallythe goal that against I saw sales organizations weren't supported with, you know,kind of an agency or support model like other parts of the organization and wantedan opportunity to bring that tactical hands on support to sales. So yeah,it's a quick high level on us and me. There's a lot more andeven go deep. There's a lot. I've got a lot of layers there. Well, just got one more question to bother. The means's, though, specific type of sets organization. That's you would feel you all more equippedto support. Or can you go from blue shape to to to boots,truck stalltops? Our clients are all over the board, from companies that mighthave twenty two fifty people hang companies that...

...have thousands, and it's just it'sdifferent. It's a different mix. You know it at early stage. Wedo a lot of interim work. So maybe you don't need a full timeCerro, you need a half time maybe you don't need a full time salesoperations person, you needforce time. So at the smaller companies a lot ofit is very hands on work and then you know, it's a lot ofit is just trying to bring those same principles of what you see these kindof smaller, cutting edge companies doing two larger companies. I think there's afallacy that usually the bigger the company, the more dysfunction actually and and Ithink a lot of people think it's the opposite. They think that, youknow, the growth stage is the dysfunction. That's just not as yeah, yeah, now, appreciate that. Nice good and, to be honest withyou, we need technical people in this world. You know, it's sogood to come up with big pop point presentation all and stuff like that,but the end of the days about execution. You know, it's about big dieevery day and from a despective similar situation as you've never really worked forbook company before, that the thing that we tend to see. So yeah, so I think, I think taxical execution is is actually very, very, very important because, you know, in the world we are in,which is particularly of top two thousand and twenty and older stud that happen lastyear, it's about adaptation. Will Stress Having your plan. Of course,everybody's got to plan. I'd like to have a five year or six shotand your splend and everything, but then it's about executing and almost fund tuning, getting rating every week, and that's why I think tactical execut you shouldbe so much right now. are both impoltant, but he seemed the techtrecord that you would actually see real results. You seemed technical, really good people, people are able to take who look in the mirror very quickly andadapt. The trajectory was in within minutes. That weeks, basically. Yeah,that's exactly and you think about it, it's why, you know, there'sno shortage of ideas people in this world. Everyone, and we weretalking about this before, coaching, but there's no shortage of people to giveyou advice and come up with ideas. The shortage we have in this worldis that, you know, the get shit done people. Yeah, andI think that that's that's really the you know, one of the main reasonsI had worked with consultants at both at both companies, were as a VPof sales at glass door and a chart beat, and I specifically, Iremember I walked away from both engagements like what am I supposed to do withthis, like sounds great. You know that we spent this three weeks,four weeks together and you generated this massive, you know, document about our internationalexpansion and I'm like cool, now what 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 fail points, right that we see companies get soexcited they implement a new initiative, they buy a piece of tech. It'sabout the deployment in the follow for it's not about the implementation or the newprocess is step one. And so I think a lot of companies just it'sa mindset shift for them to not don't get so excited about the implementation,get excited about the long haul of the appointed, because that's where the changehappened. Yeah, I agree with you.

I agree with you, Jake.So let's get into a topic now. Two Thousand and twenty one just kickedoff. You know, the first week of two thousand and twenty onewas relatively animated, which the news in the US. You have a fewthings opening. Let's put that aside, and no puddy things, Jake.So let's give and everybody, I guess, is wondering what to expect from twothousand and twenty one. Okay, we expect is going to be thebreaks for your economy. will go back and everybody will be up. Youa getting able to go out and see fund cocktails in bars and everything.That's that's what I hope. But I also know that you recently join ourwent life on clubous and like you to discuss at a little be because wespent ten Mus in preparation from this podcast to discuss about the club house andyou get me very excited about it. Seems to be could I want tobe part of it now. And another talk globout you. You're sharing yourpredictions about B to be the BB sells world for two thousand and twenty one, and so two things. First of all, that like maybe for youto give a couple of sentences or description as to club house, What ClubHouse is, but also, most importantly, because as the aim of today,I'd like to one or some from you the trends that you are seeinghappening or coming to us in two thousand and twenty one. Yeah, Imean where I feel is. So clubhouse is a new APP that actually launchedmaybe six to seven months ago. It's still it's still in relative data.It basically, I mean I don't know how you know the sure audience,wise there's all over. But think about it like you know, you joinup, there's a bunch of rooms happening about various topics that you can joinan audio only and it's one hundred percent live with no archives. So soI think what it is is there's in need. If you think about allthese social media platforms, you know, whether it's Linkedin or Instagram, youcomment on people's post, they comment back. Yeah, you know. I thinkwe're craving that interaction, whereas the clubhouse, you you you sign upor you'll find somebody who can get you to sign up, and then youcan just jump in these rooms and you can raise you and you can talkto people, you can hear their voice. Or maybe that person you've been followingon social media for however long, you can now hear them talk andyou can interact with them. And so I think that there's a human interactionpiece that we've been craving that clubhouse helps to solve for right now. Andwho knows that? Well, I'm sure linkedin and Instagram, instagram particulars isnot done and they've been very good about innovating and finding new ways to tobring in new products. So, but that's what I think that the needthat that one solves, and so if you're not on it, I'd suggestyou get in. And that's really you know, when you talk before abouta crystal ball, it's, you know, it's just playing around with a lotof things like Oh, go on clubhouse for the next whatever and forsome reason I lose steam. Then I'll, you know, I'll kind of geta feel that. Well, you know, maybe there's something there.It's like, you know, linkedin release stories, for example. I'm bigon store raisons. That put you know, I did it more like, well, you can tell they're not really investing in this. The are goingup. So, you know, I...

...think with a lot of people youjust need to go and test it yourself. But for me, you know,to to answer the second part of your question, which was some ofthe trends, and then we can kind of will go deeper on each ofthese. The first thing that I think two thousand and twenty accelerated is thatsales and marketing organizations need to learn how to digitally interact with people that wewere so used to either one way communication of you download a white paper orblog post or you read something, and we email you verse. How doesa marketing department start to be more proactive right actually engage, interact, comment, get their get their organization doing that verse, reactive, waiting, waitingfor all the fish to come into your net. And then on the individualside, on the sales side, we've got a room we've got to we'vegot to figure out, because I think a lot of people are starting toget wise this, how to create a sales experience digitally. When we werefacetoface, you couldn't be on your email because I'm right in front of you. If you know we're at a trade show, you're not multitasking, andso a lot of the work, the conversations we were having the last halfof last year in the first part, you know, brand new this year, is how do you create a pre meeting experience by using content or screenshots, and then how do you start to share your screen during the meetingto make it more interactive? And then do you do post meeting to keeppeople warm? So the biggest train, I think it's going to continue tobe the evolution of creating a digital sales experience and I think that that's goingto be mission critical for every company and especially those companies that were predominantly,you know, field teams. Yeah, they had outside Reps. so thoseare a few things. Little Clubhouse, a little little predictions. I've gota few other that, but we can, we can go deeper here for now. The other and that makes perfect sense. Shake. So they have, I think, clubhouse. I'd love to get on it, but itseems to be very difficult to get on it. Twin, she makes mewants together it even father. It's crazy, crazy, what gets get me outof here. But now I think that makes perfect sense. I meanfrom from the because we've been false to kind of take that the digital journey, and I've got to tell you I was completely, not, completely againstit. But despite the FACTOM, you know, not new to sells bymay not have twenty sorts, he has experience and setting and probably have agood ten fifteen years behind me. I'm a big believer in the old schoolway of setting, you know, looking at people in the eyes, meetingthem in person. I love two good events. I love to travel topeople. You know, for me, if you go to visit the clients, it's it's important. It means that you you care about them and youwant to know what's happening with them. EXE, try ECTER and and that'sthat's two twins. The other already took me that. You know, no, you've got to do without. It's and you've got to move. YouMove Online and we've not seen a drustick...

...change in term of conversion rates.But do you see people, I think, to add up the plan from aconversion perspective based on the fine out? No, we've got more for DGtour sens, Johnny. I mean I think you're going to have toadapt your plan if you don't adapt the way you're selling. Did really meetinglike, like you said, you actually hit it on the head. YouGo, well, we haven't seen that big of a droping conversion. Well, you know, it's interesting. I think that the buyers are kind oflet mean, look, there wasn't really an option right for travel. Let'sjust call it what it was. Yeah, I think this is one of thoseroads that, once you cross it, you know what. We have facetofacemeetings again, sure, but again I think the the if you asksomeone a year ago, could you close a six, a big six figure, or seventh or biggs are mid seven figure deal without any facetoface. Ithink most people say that they'd be really, really hard. Yeah, somehow,magically, we figured out how to do it, and I feel likethat is the beginning of the end for the amount of people we have inthe field, and it just is what it is. That look, yes, do people, and it's so interesting. You like I like to travel,I like to do this. I do too. Guess what up,I like to travel, I like wine, I like expensive dinners, I likegolf, I like all those things. Right, but guess what your buyersare saying? They don't really care as much, and so we haveto adapt this sellers. And instead maybe it's about how, before the meeting, I use send Doso or another service to send you a, you know, a new Mug, a new travel mug, or, you know,I do something in it and have a coffee on you. I just thinkthat this little called Sarendipity, that's those serendipitous moments that sellers and buyers wouldhave, whether it's walking in a hallway, you know that, the idle ChitChat in between meetings. We've got to figure out how to bring thoseexperiences when we're not facetoface and that is a skill that is going to be, you know, net it'll never go away like that's a such a goodskill set because then if you lay her on facetoface, then then you're thenyou're hitting home run. You know, one facetoface becomes more acceptable. Youknow, maybe toward the end of the year, I think we'll see it. Two Thousand and twenty two will maybe ease back into it, but Idon't think we're going to see a substantial return to facetoface and for at leasta year and a half. Yeah, and that's kind of made my nextquestion now. So let fuss flow up. Six months O putty would get towe get the vaccine roared out, people would get the injection, youknow, coronavirus. He's a redicating from the the to a face of earth, which would be great. What do you see from what we've wrote onall? We have at two adapt in two thousand and twenty end. Nowwhat trends do you think will remain?...

What are the things that you thinkwill remain and without the the the adaptation that we have had, because theywill fast on us. To put in Plaise, that we would we wouldactrually, just, you know, put back into being and care on usas we used to be. Fall Look, if you've been in sales for abunch of years, you just have to realize that your buyer has changed. You still probably have these old connections and there it's still the same andthey want the same things for you. There's a report, and I thinkthis report is one of the most telling of Gartner put out a report inI think it was an the beginning of a member of this year, andit was a their state of sales. Two Thousand and Twenty One, twotwenty one, I can remember. And and they did a survey. Eightypercent of millennials and B Tob said they did not want to talk to asalesperson during the process. Eighty percent. So they did not want to.Millenniums right now are involved in forty percent of all decisions made, whether that'sthere the end user, the manager, that there whatever. And what Ithink you have to realize, and it doesn't mean they don't want to interact, they don't want to talk and say if you as a seller, youronly trick is I make people like me and I'm charismatic in person. Ithink you're well. Now I want you to take that skill and translated tostart making videos. Yep, right instead of after we meet. Why don'tI send you a video recap? Why don't I send you a video agenda? So I feel like that the number one trend that most sales people needto realize is that you need to mix up and have a lot and beable to meet people. Maybe John Likes to be text message. Great,you need to ask them after the first meeting. Hey, you know,if something comes up between now, is it okay if I text you?Or maybe it's after the second meeting or third meeting or whatever. It's right. How are you using text message? How are you interacting on Linkedin?Are you interacting on clubhouse? Are You doing this? I mean there's literallypeople. One of the person who runs are Linkedin Strategy Group, she joinedclubhouse on Monday of last week because she's been on she's already had four newbusiness meetings from clubhouse or right and again, it's not even know. It's openedlike a million people or something. So my point is you need toup your ability to interact and create meaningful interactions outside of just your charming Chrismaface. And think that is that is going to be a universal skill forsellers as we go forward. It's a it's going to be a nonnegotiable.What sort of the direction we gets into having. If, if, if, that's it from from Galt Nice saying that you know, eighty person ofthe meeting, you or we would be the decision make else off tomorrow.I'll not sure. You on one too, engasion a de Front I guess.Who would have to add that? We don't have any any. Imean, can you imagine? Right, like it? Look, everything thatis b TOC comes to be tob. It just is. Okay, canyou imagine, like I had to call...

...a travel agent to book a planeticket? Yeah, can you imagine that? I mean, of course, maybeyou and like your extended family or planning some big ass trip, butfor the Basic Day to day whatever, yeah, just want to do iton like Oh my God, or book a hotel. Think of all thisstuff. Even a realtor, you know, in the US it not. Lastyear your two thousand and nineteen. Seventy percent of homes were found bythe bio, by using sites, etc. Like you know, we don't.We want access to information and I think that that's the key to amodern sales org is. Are You gating content? Are you putting up wallsor you allowing are you educating people? Are you giving them access to information? Absolutely, there's you know, there's a some studies that they're gone.WHO's a big call monitoring software? They they did a study is about ayear ago and it said that sellers that talked about the competition and the firstcall at a higher close rate. It's okay, it's just you. Youyou talk about this, you give information. It's how you build trust and it'ssome of these aren't new skills, but there's certainly skills that I thinkwe, you know, we forget about from time to time. Absolutely,and I think you know it's just I've always been like that. Do Ithink? If I think about the way we've been working without him, Iremember, even with myself team, always saying well, look, if they'renot responding to your calls, you've got to try something else. Set anemail them in two emails, send them a text. You do not respecablyto text and them a what's up? If you can see the radio,what's up and no response, and send them a voice note right, finda way that they can get the information and get closure, but also forthe first meeting. In fact, I had when this morning where, youknow, every single first meeting at I'm doing at the moment, instead ofgoing through because I was fed up with doing presentation of the company and thingslike it's just said, well, let's see if we've got a fit.You know, what is that you are trying to achieve? Do you havea specific budget to works to us? What would success means to you?And let me emp you to find the right solution, because you might notbe me, you might not be my company, but I think in thestates way to support each other and well, we may not be the silver bulletfoxlely everything, I'd like to support you because I'm quite well connected inthe world and people love it and that's when people really open up and theywill tell you about your budget, that budget and stuff like that, andyou've got to be honest, you know, and and this morning in fact,I don't think it would be a good fit for us. The nameof the company would have been a fantastic you know, in the trophy cabinet. It would have been a good one to bring back home and I couldhave tried to technically sell to them and you know, but like for forcinga square peg in a round hole, you know it's just so you'll walkand they don't tell me. It's not what it's not what you wanted.And Yeah, I do a roomers in a year and three years and ahalf year that person leaves the company. Like you never know when that deal. They're not qualified for now, but...

...that's for now and I think thattheir respect. That's right. And then that way, if you reach outin six months or twelve months or twenty four months or four years, I'mtelling you, people remember that and it's interesting. So I was asked ona podcast actually last week, this question about, you know, what elseis changed? You know, with Covid it's like you've always had buyers thatare in really good industries. You're not sure, but maybe, and theirindustries are struggling. And what two thousand and twenty did is we just gavethis blanket path as everybody is struggling, it's it's trying times, etc.And and and now what we've got to come back to sales with is likeit's always been that way, but there's a lot of industries doing extremely well. There's some that are doing okay and you need to talk to them andothers that just aren't a fit right now, whether it's your product or the industry. And and what you just did there's create your nurture funnel and thatevery sales organ, sales individual, needs to have a group of people theynurture over a longer period of time, a middle group that they nurture overa three to twelve month period and then the people that are ready to buy. Now, before we had we treated everyone like a buyer and if theyweren't a buyer or like your shit, like just go back to marketing autonation. You the sales disqualifies you, and then all the sudden we're like, Oh man, we gotta work these leads again. It's like, well, what were you doing before? You should have been creating these different typesof ways that you engage based on that industry, that that person's in,their company situation and what you do. And I feel like that's another trendedpeople need to do is make sure every seller is playing the long, midand short game, not just the short game. Yeah, I feel liketoo many organizations over the course of the last when things were frothy right,the marks doing well. You think everyone's a buyer, even though it wasn'tnecessarily the case. Now agree with you and in fact, you know,I remember having some conversation with a fair few clients, because you almost feltthat they are selves. Process was really robotic. So you get them infront of a prospect and first thing that they want to do is to false. That's poop. Point presentation not deble to the end user. No matterwho you are, no matter what's your title, this is what we do. This is a certain cycle, this is the process. I'm going todo a presentation. I'm coming with my engineer. I said there, saidnothing and I've got my guy speaking about the whole thing and the only questionI asked Ens Hey, did you like it? Do Your want one?No, I what's you later? And it's just like, surely when youspeak to someone, the first US and fifteen minutes should be a conversation.It's that a this is what we come from, this is what we do. Tell me a little bit more about you, guys. I'm done abit of research. I'm expected, I'm epics expecting, that these at tritiesare strong. You know what are your objectives. Why Are we speaking today? I don't that you know. I've got my notes, but I reallywanted to get into the reason why we hear, what we can do foryou, and then let me addapt the presentation to you. Can Still Pushyour power point if you want to,...

...but it's almost like, okay,this is what I've got to do. List is comings from booms God.Get to someone, someone qual if I get a fifteen us or fifteen muscall is I've got a presentation for you. Well, wit on that. No, okay, move on to the next one. And I think that'sliking a little bit of charm. That's liking a little bit of everything,and I think even prospect will just like kind of that's what probably the reasonwhy people don't turn up to meetings. We've seen a big drop in meetingthis because everybody's trying to make it to riget. And I think I meanit depends. I guess. If you're selling stuff at ten, fifteen careput, maybe you should have a process that is a bit more in,out, in, out, but when you go hundred k under and fiftytwo hundred K solution selling type of stuff, you know you want to have aconversation, particularly if you're going to sit in for the silvery person.You don't want to just drop downs take give me the GGMIK, but Ijust need to put form a presentation the office question. You know. WhatI would say, though, is even in that fifteenzero dollar sale, it'sthe same thirty or forty five minute conversation. You can either choose to engage oryou can choose to just treat it like a transaction. The only personknows that this is going to be a fifteenzero dollar seal or transactional as youthat buyer, that individuals interacting to the first or second time. And soyou've got a you got to create an experience for everybody. It's the sameamount of time, the same amount of energy. Is just the work thatyou're putting in during a call or before or after. So wait, whydo you think we got the check? Do you think we got there?Because too many software vendors, not enough sense talent that can actually become achameleon in front of prospect adapt another genuine interesting conversation with the prospect. Sobasically you've got people at I don't believe the world. Mediocre is the rightadjective here. But average more coming in and you technically want to put themin a box because that's the best way for you to control what they aredoing. You think pase, or do you think that whole situation that wasspeaking about about the lack of because I don't get it. Personally, Ithink if yourselves personal, you should look, you should be curious, you shouldbe inquisy to you should know about people. You should you should belike very interested toner some why people want to buy your fame and why theywould not want to bait. You know, because he's bust feedback as interesting aseach other in a well, obviously there is one that's an I hada good phrase actually one of my foster's manager. Tell me what was youraverage Jean value? HIGHT'S ON RED K okay, how many people would sayno to you before you get you your own Dreid k? I've read dealclose as well. Maybe ten. That's great. So for every single Bustonsays no to you, that's ten grown up for Av you, for yourcompany. This is beautiful. Are you? I don't know. I think Ithink it's renting bottom to endulstomed to know as much as the Yes toreally progresses us and spells and as whatever...

...it seems that is. That iscritical, man. You know, it's a true I thought a lot aboutthis question and I think, look, I don't know if you can pinpointit to one one reason of of how sales is kind of ended up inthe state it's in. But let me tell you one of the things thathad this kind of I don't know, this realization maybe six, six tonine months ago. I think actually one of the bigger issues, and maybe, like again I'm because I'm trying to do is get to the root causeit's how do we root this thing out and fix it? I think rightnow that there's a mix of we have people with shorter ten years than everright. You know, that jump every year and a half, two years, from a job, sales job, to sales job, and now wedon't even there's no punitive for that. And Look, sometimes it this doesn'twork out. So there shouldn't shouldn't be. But what I think we have rightnow as a chicken and egg problem that companies, I feel like,are investing at an all time low and training. You know, I've gotto tell you, especially in tech, the development of leadership is pathetic.I mean beyond pathetic. We promote these people in the sales teams have ahundred people and ten managers and there's managers have went through one tenth the trainingthat the sales development replent. My friends, it's the opposite. You've got tooverinvest in training your leaders and then and that makes the all ships rise. So I think we have a bit of a chicken and egg that thereason sales talent is getting less is companies are investing less and in training andongoing training because people are leaving and people are leaving because they're not getting theamount of training and development they want. Yep, so the company is look, all you know, speaking for my own company, all I can dois control it. I can control which is, you know, are wedeveloping our people? Does everyone have a career development plan? Is Their leadermeeting with them on it? So I feel like, to me, whatI actually I thought about this question a lot. That, to me,is the closest I can get to the root cause, is that both sidesare under investing in their relationship and therefore they're never going to see, neitherside will ever see the potential of the individual or that individual won't buy intothe company to then, you know, invest in getting better and better.So that that's the best that I've got on how a company can potentially stopit. This is so true, and big Ranization as well. Speaking aboutthe the things that we've done in two twenty at who were producing two thousandand twenty one is, you know, serves environments. One thing that amessy real realize that autoprotis we become complisoned because, well, we've been asuccessful company, you know, Gray e, Rhya and stuff like that. Andyou know, we really realize all complexancy, because success drive a bitof comprisons. Even if you know it's something, you don't see it coming. You don't become complesant because you are compleasant personal up present. You arecomplaisant only when you realize that you've just been completed and you need to dosomething about it. So what we realize this right that we are on theinvesting in respoonces, in people and and...

...you know, normally we are inthe office. You know, we fly to one office, we take themout for dinner, we spend some time with them and that's quality time.The feeling invested if you let you care, you see them, you know,in the UK, we go to the office, people see you.You go for a be on Friday night, you know, people see you andstuff like that. You go around, you have a few Che Chat,boom, let's set. Everybody knows about it. You take that away, you take that social interaction away, we were actually losing people appetite towork for us, you know, sort of, and we felt it.You know, it was not too bad, but what we de say you todo is to completely reinvest in training and in fact with starting with aleadership training session and basically train everyone to be a leader. What's the wasthe basis of leader. We are all leader, okay, so what dowe need to do to lead our own life? And and we saw whatI hope is a great response. Didn't work for everyone, of course.You know, you never you can never have a hundred person success, right, but I think we've really made a big change when we de say itto actually, okay, you know what, instead of screaming at people, arebeing not screaming at them, because we don't scream at them as such, but it's all of being annoyed at people. What we should do isinvest in them, because, you know, life is a mirror and maybe theyare. They they don't see what we are doing for them, sothey don't do what we expect them to do for us. So, andthat's such a big thing that we will carry on in two thousand and twentyone for us is keep on investing on people. Never forget that, becausethis is always started the company. But we seex with success. We drovethat complacency. Drove of was driven in a maybe less investment in the people. We took them for granted and God's Covid nine post to take its straightback in the face. And now you know, we won't stop investing inpeople, because this is in fact, we've got new carrier PAS that Goddrafting at the moment where I'm would link that. You know, we reallyeverything is about is about people. Yeah, and that's it. In about investingin individuals. The same thing as prospects, if you get to knowthem and invest in them. There's a lot of a lot of synergy betweenthose two. Are A lot of overlap. Yeah, so Jack appreciate that.We we got carried away and just went a little bit out of allthe place. So if we want you to bring back a little bit ofstructure, what would you say in terms of, you know, what wewould expect for the B tob sells one in two thousand and twenty one?Just just to summarize, what do you see us? The main trends andthe main focus are real. I think look, the first start of themindset a if you start to engineer your sales process right now, re engineerright and obviously, look, you can reach out to me and this isobviously a part of what we're doing right now. But look, where theywork with us or not, I really don't care if you have to startto reengineer your sales process. Like be to be will never like facetoface willnever come back. What would you do, how would you change the way thatyou interact with people, if you knew you never had facetoface ever again? And if you go in at it...

...with that mindset, you will forceyourself to then start to say, man, okay, let's just map the customerjourney and what the and what that looks like and let's think about wherewe can create surprise and delight, serendipity, you know, multi thread with peopleand connect with them and interact with their content. I think if youtake that mindset and you reinngine, you take a good look at your customerjourney, I think you will. You can almost immediately elevate yourself above thecompetition. I feel like right now the sales experience bar is so low thatif, literally, you just do such a small amount of what I'm talkingabout, you do anything, you create a better pre meeting experience, youcreated about a better follow up experience. You're able to do any of thosethings, I think you're going to win. Yeah, perfect, sounds great,Jake. So what we do at deschange of the the the PUTCASTS.He's asked our guests what would be the best way to get in touch withwith you. We may have some of Fardy snow that wants to, youknow, have a conversation about skid going sorting and maybe you guys in Pingthem. So Moza may want to just pick your brain up on one ofthe piece that's we discuss. So they are want to the subject. That'syou. You had dressed today. So's the best way to get to Pardof Your Jake? Sure, I mean, look, you can find me onLinkedin. I'm quite active there. It's just type in Jake dunlap.I'm the first one that comes up most time. Or you know, feelfree to email the jake at scale as Ka ledcom or on clubhouse at jakedon lap. You're on clubhouse. Followed did it, but that's what no, I mean. I try to be yeah, I try to do agood job of following up and engaging stuff. You hit me up on any ofthose platforms. I'll be available now. Sounds Great, Jake. What onceagain, many things to have you on the podcast today. It wasit was good to discuss belting. Yeah, thanks, man. I really enjoyedit too. operatics has redefined the meaning of revenue generation for technology companiesworldwide. While the traditional concepts of building and managing inside sales teams inhouse hasexisted for many years, companies are struggling with a lack of focus, agilityand scale required in today's fast and complex world of enterprise technology sales. Seeoperatics can help your company accelerate pipeline at operatics dotnet. You've been listening tobe tob revenue acceleration. To ensure that you never miss an episode, subscribeto the show in your favorite podcast player. Thank you so much for listening.Until next time,.

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