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 sales and marketing in their industry. Let's get into the show. Hi, welcome to be to be a reven new acceleration. My name is Ovid M, with you and I'm here today with Jake. Done that. See you at scan consulting. I love you today, Jake. I'm doing fantastic, are you man? Yeah, I'm good, happy. Know. Yeah, today we will be speaking about what to expect from BTV sells world in two thousand and twenty one. So you must have a crystal bowld or some sort of Fello and as that amp you to read the shoot show, which is great joke. ABOPS, before we stop the conversation, Jake, would you mind just 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 more of a you know, I think there's some tea leaves that have been in motion. Yeah, some things that have been in motion that I think are that two thousand and twenty accelerated. So I'm Jake Dunlap, as you said, I run a sales consulting operation. Still Consulting. We specialize and working with companies that are either going through various stages of growth and need and mix of strategic and tactical support, but staff augmentation and strategy support, or companies that are already established, big, global, global tooth thousand companies that are trying to modernize. So really what differentiates us and my people bring us in is the tactical execution component, meaning much of our consulting work, which you know people usually have a very love for the word consultant, is actually on the the tactical execution side. So it's not just in telling people, analyzes and 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 future of sales. And My background, I've been in sales for almost twenty years various sales leadership roles. At some point in my career I realized I wasn't a very good employee and decided that I was extra. I love the work and it was extremely good at the work, not so good at the politics and other things, and started scaled almost eight years ago now, with really the 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 wanted an 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 and even 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 equipped to support. Or can you go from blue shape to to to boots, truck stalltops? Our clients are all over the board, from companies that might have twenty two fifty people hang companies that...

...have thousands, and it's just it's different. It's a different mix. You know it at early stage. We do a lot of interim work. So maybe you don't need a full time Cerro, you need a half time maybe you don't need a full time sales operations person, you needforce time. So at the smaller companies 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 kind of smaller, cutting edge companies doing two larger companies. I think there's a fallacy that usually the bigger the company, the more dysfunction actually and and I think a lot of people think it's the opposite. They think that, you know, the growth stage is the dysfunction. That's just not as yeah, yeah, now, appreciate that. Nice good and, to be honest with you, we need technical people in this world. You know, it's so good 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 die every day and from a despective similar situation as you've never really worked for book 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 last year, 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 shot and 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 should be so much right now. are both impoltant, but he seemed the techt record 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 and adapt. The trajectory was in within minutes. That weeks, basically. Yeah, 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 before, coaching, but there's no shortage of people to give you advice and come up with ideas. The shortage we have in this world is that, you know, the get shit done people. Yeah, and I think that that's that's really the you know, one of the main reasons I had worked with consultants at both at both companies, were as a VP of sales at glass door and a chart beat, and I specifically, I remember I walked away from both engagements like what am I supposed to do with this, like sounds great. You know that we spent this three weeks, four weeks together and you generated this massive, you know, document about our international expansion and I'm like cool, now what and and I feel like that's what it's but but you know, we're no different whether it's in an internal project. It's the same fail points, right that we see companies get so excited they implement a new initiative, they buy a piece of tech. It's about the deployment in the follow for it's not about the implementation or the new process is step one. And so I think a lot of companies just it's a 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 change happened. Yeah, I agree with you.

I agree with you, Jake. So let's get into a topic now. Two Thousand and twenty one just kicked off. You know, the first week of two thousand and twenty one was relatively animated, which the news in the US. You have a few things 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 two thousand and twenty one. Okay, we expect is going to be the breaks for your economy. will go back and everybody will be up. You a 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 our went life on clubous and like you to discuss at a little be because we spent ten Mus in preparation from this podcast to discuss about the club house and you get me very excited about it. Seems to be could I want to be part of it now. And another talk globout you. You're sharing your predictions 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 you to give a couple of sentences or description as to club house, What Club House 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 seeing happening or coming to us in two thousand and twenty one. Yeah, I mean where I feel is. So clubhouse is a new APP that actually launched maybe 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 join up, there's a bunch of rooms happening about various topics that you can join an audio only and it's one hundred percent live with no archives. So so I think what it is is there's in need. If you think about all these social media platforms, you know, whether it's Linkedin or Instagram, you comment on people's post, they comment back. Yeah, you know. I think we're craving that interaction, whereas the clubhouse, you you you sign up or you'll find somebody who can get you to sign up, and then you can just jump in these rooms and you can raise you and you can talk to people, you can hear their voice. Or maybe that person you've been following on social media for however long, you can now hear them talk and you can interact with them. And so I think that there's a human interaction piece that we've been craving that clubhouse helps to solve for right now. And who knows that? Well, I'm sure linkedin and Instagram, instagram particulars is not done and they've been very good about innovating and finding new ways to to bring in new products. So, but that's what I think that the need that that one solves, and so if you're not on it, I'd suggest you get in. And that's really you know, when you talk before about a crystal ball, it's, you know, it's just playing around with a lot of things like Oh, go on clubhouse for the next whatever and for some reason I lose steam. Then I'll, you know, I'll kind of get a feel that. Well, you know, maybe there's something there. It's like, you know, linkedin release stories, for example. I'm big on store raisons. That put you know, I did it more like, well, you can tell they're not really investing in this. The are going up. So, you know, I...

...think with a lot of people you just need to go and test it yourself. But for me, you know, to to answer the second part of your question, which was some of the trends, and then we can kind of will go deeper on each of these. The first thing that I think two thousand and twenty accelerated is that sales and marketing organizations need to learn how to digitally interact with people that we were so used to either one way communication of you download a white paper or blog post or you read something, and we email you verse. How does a marketing department start to be more proactive right actually engage, interact, comment, get their get their organization doing that verse, reactive, waiting, waiting for all the fish to come into your net. And then on the individual side, on the sales side, we've got a room we've got to we've got to figure out, because I think a lot of people are starting to get wise this, how to create a sales experience digitally. When we were facetoface, 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, and so a lot of the work, the conversations we were having the last half of 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 screen shots, and then how do you start to share your screen during the meeting to make it more interactive? And then do you do post meeting to keep people warm? So the biggest train, I think it's going 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 and especially those companies that were predominantly, you know, field teams. Yeah, they had outside Reps. so those are a few things. Little Clubhouse, a little little predictions. I've got a 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 it seems to be very difficult to get on it. Twin, she makes me wants together it even father. It's crazy, crazy, what gets get me out of here. But now I think that makes perfect sense. I mean from 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 against it. But despite the FACTOM, you know, not new to sells by may not have twenty sorts, he has experience and setting and probably have a good ten fifteen years behind me. I'm a big believer in the old school way of setting, you know, looking at people in the eyes, meeting them in person. I love two good events. I love to travel to people. 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 you want to know what's happening with them. EXE, try ECTER and and that's that'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. You Move 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 a conversion perspective based on the fine out? No, we've got more for DG tour sens, Johnny. I mean I think you're going to have to adapt your plan if you don't adapt the way you're selling. Did really meeting like, like you said, you actually hit it on the head. You Go, well, we haven't seen that big of a droping conversion. Well, you know, it's interesting. I think that the buyers are kind of let mean, look, there wasn't really an option right for travel. Let's just call it what it was. Yeah, I think this is one of those roads that, once you cross it, you know what. We have facetoface meetings 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 seventh or biggs are mid seven figure deal without any facetoface. I think most people say that they'd be really, really hard. Yeah, somehow, magically, we figured out how to do it, and I feel like that is the beginning of the end for the amount of people we have in the 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 like golf, I like all those things. Right, but guess what your buyers are saying? They don't really care as much, and so we have to 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 think that this little called Sarendipity, that's those serendipitous moments that sellers and buyers would have, whether it's walking in a hallway, you know that, the idle Chit Chat in between meetings. We've got to figure out how to bring those experiences 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 good skill set because then if you lay her on facetoface, then then you're then you're hitting home run. You know, one facetoface becomes more acceptable. You know, 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 I don't think we're going to see a substantial return to facetoface and for at least a year and a half. Yeah, and that's kind of made my next question now. So let fuss flow up. Six months O putty would get to we get the vaccine roared out, people would get the injection, you know, 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 on all? We have at two adapt in two thousand and twenty end. Now what trends do you think will remain?...

What are the things that you think will remain and without the the the adaptation that we have had, because they will fast on us. To put in Plaise, that we would we would actrually, just, you know, put back into being and care on us as we used to be. Fall Look, if you've been in sales for a bunch 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 and they want the same things for you. There's a report, and I think this report is one of the most telling of Gartner put out a report in I think it was an the beginning of a member of this year, and it was a their state of sales. Two Thousand and Twenty One, two twenty one, I can remember. And and they did a survey. Eighty percent of millennials and B Tob said they did not want to talk to a salesperson 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's there the end user, the manager, that there whatever. And what I think 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, your only trick is I make people like me and I'm charismatic in person. I think you're well. Now I want you to take that skill and translated to start making videos. Yep, right instead of after we meet. Why don't I 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 need to realize is that you need to mix up and have a lot and be able 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 literally people. One of the person who runs are Linkedin Strategy Group, she joined clubhouse on Monday of last week because she's been on she's already had four new business meetings from clubhouse or right and again, it's not even know. It's opened like a million people or something. So my point is you need to up your ability to interact and create meaningful interactions outside of just your charming Chrisma face. And think that is that is going to be a universal skill for sellers 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 of the 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. I mean, can you imagine? Right, like it? Look, everything that is b TOC comes to be tob. It just is. Okay, can you imagine, like I had to call...

...a travel agent to book a plane ticket? Yeah, can you imagine that? I mean, of course, maybe you and like your extended family or planning some big ass trip, but for the Basic Day to day whatever, yeah, just want to do it on like Oh my God, or book a hotel. Think of all this stuff. Even a realtor, you know, in the US it not. Last year your two thousand and nineteen. Seventy percent of homes were found by the 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 a modern sales org is. Are You gating content? Are you putting up walls or 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 a year ago and it said that sellers that talked about the competition and the first call at a higher close rate. It's okay, it's just you. You you talk about this, you give information. It's how you build trust and it's some of these aren't new skills, but there's certainly skills that I think we, 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 I think? If I think about the way we've been working without him, I remember, even with myself team, always saying well, look, if they're not responding to your calls, you've got to try something else. Set an email them in two emails, send them a text. You do not respecably to 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, find a way that they can get the information and get closure, but also for the first meeting. In fact, I had when this morning where, you know, every single first meeting at I'm doing at the moment, instead of going through because I was fed up with doing presentation of the company and things like 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 have a 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 not be me, you might not be my company, but I think in the states way to support each other and well, we may not be the silver bullet foxlely everything, I'd like to support you because I'm quite well connected in the world and people love it and that's when people really open up and they will tell you about your budget, that budget and stuff like that, and you'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 name of 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 could have tried to technically sell to them and you know, but like for forcing a square peg in a round hole, you know it's just so you'll walk and 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 a half 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 that their respect. That's right. And then that way, if you reach out in six months or twelve months or twenty four months or four years, I'm telling you, people remember that and it's interesting. So I was asked on a podcast actually last week, this question about, you know, what else is changed? You know, with Covid it's like you've always had buyers that are in really good industries. You're not sure, but maybe, and their industries are struggling. And what two thousand and twenty did is we just gave this 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 like it'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 and others 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 that every sales organ, sales individual, needs to have a group of people they nurture over a longer period of time, a middle group that they nurture over a 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 they weren't a buyer or like your shit, like just go back to marketing auto nation. 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 types of 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 trended people need to do is make sure every seller is playing the long, mid and short game, not just the short game. Yeah, I feel like too 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't necessarily the case. Now agree with you and in fact, you know, I remember having some conversation with a fair few clients, because you almost felt that they are selves. Process was really robotic. So you get them in front 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 matter who 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 to do a presentation. I'm coming with my engineer. I said there, said nothing and I've got my guy speaking about the whole thing and the only question I asked Ens Hey, did you like it? Do Your want one? No, I what's you later? And it's just like, surely when you speak 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 a bit of research. I'm expected, I'm epics expecting, that these at trities are 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 really wanted to get into the reason why we hear, what we can do for you, and then let me addapt the presentation to you. Can Still Push your 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 mus call is I've got a presentation for you. Well, wit on that. No, okay, move on to the next one. And I think that's liking 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 reason why people don't turn up to meetings. We've seen a big drop in meeting this because everybody's trying to make it to riget. And I think I mean it depends. I guess. If you're selling stuff at ten, fifteen care put, maybe you should have a process that is a bit more in, out, in, out, but when you go hundred k under and fifty two hundred K solution selling type of stuff, you know you want to have a conversation, 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 I just need to put form a presentation the office question. You know. What I would say, though, is even in that fifteenzero dollar sale, it's the same thirty or forty five minute conversation. You can either choose to engage or you can choose to just treat it like a transaction. The only person knows that this is going to be a fifteenzero dollar seal or transactional as you that buyer, that individuals interacting to the first or second time. And so you've got a you got to create an experience for everybody. It's the same amount of time, the same amount of energy. Is just the work that you're putting in during a call or before or after. So wait, why do 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 a chameleon in front of prospect adapt another genuine interesting conversation with the prospect. So basically you've got people at I don't believe the world. Mediocre is the right adjective here. But average more coming in and you technically want to put them in a box because that's the best way for you to control what they are doing. You think pase, or do you think that whole situation that was speaking about about the lack of because I don't get it. Personally, I think if yourselves personal, you should look, you should be curious, you should be inquisy to you should know about people. You should you should be like very interested toner some why people want to buy your fame and why they would not want to bait. You know, because he's bust feedback as interesting as each other in a well, obviously there is one that's an I had a good phrase actually one of my foster's manager. Tell me what was your average Jean value? HIGHT'S ON RED K okay, how many people would say no to you before you get you your own Dreid k? I've read deal close as well. Maybe ten. That's great. So for every single Buston says no to you, that's ten grown up for Av you, for your company. This is beautiful. Are you? I don't know. I think I think it's renting bottom to endulstomed to know as much as the Yes to really progresses us and spells and as whatever...

...it seems that is. That is critical, man. You know, it's a true I thought a lot about this question and I think, look, I don't know if you can pinpoint it to one one reason of of how sales is kind of ended up in the state it's in. But let me tell you one of the things that had this kind of I don't know, this realization maybe six, six to nine 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 cause it's how do we root this thing out and fix it? I think right now that there's a mix of we have people with shorter ten years than ever right. You know, that jump every year and a half, two years, from a job, sales job, to sales job, and now we don't even there's no punitive for that. And Look, sometimes it this doesn't work out. So there shouldn't shouldn't be. But what I think we have right now as a chicken and egg problem that companies, I feel like, are investing at an all time low and training. You know, I've got to tell you, especially in tech, the development of leadership is pathetic. I mean beyond pathetic. We promote these people in the sales teams have a hundred people and ten managers and there's managers have went through one tenth the training that the sales development replent. My friends, it's the opposite. You've got to overinvest 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 the reason sales talent is getting less is companies are investing less and in training and ongoing training because people are leaving and people are leaving because they're not getting the amount of training and development they want. Yep, so the company is look, all you know, speaking for my own company, all I can do is control it. I can control which is, you know, are we developing our people? Does everyone have a career development plan? Is Their leader meeting with them on it? So I feel like, to me, what I actually I thought about this question a lot. That, to me, is the closest I can get to the root cause, is that both sides are under investing in their relationship and therefore they're never going to see, neither side will ever see the potential of the individual or that individual won't buy into the 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 stop it. This is so true, and big Ranization as well. Speaking about the the things that we've done in two twenty at who were producing two thousand and twenty one is, you know, serves environments. One thing that a messy real realize that autoprotis we become complisoned because, well, we've been a successful company, you know, Gray e, Rhya and stuff like that. And you know, we really realize all complexancy, because success drive a bit of 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 are complaisant only when you realize that you've just been completed and you need to do something about it. So what we realize this right that we are on the investing in respoonces, in people and and...

...you know, normally we are in the office. You know, we fly to one office, we take them out 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 and stuff 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 to work for us, you know, sort of, and we felt it. You know, it was not too bad, but what we de say you to do is to completely reinvest in training and in fact with starting with a leadership training session and basically train everyone to be a leader. What's the was the basis of leader. We are all leader, okay, so what do we need to do to lead our own life? And and we saw what I 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 it to actually, okay, you know what, instead of screaming at people, are being 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 is invest in them, because, you know, life is a mirror and maybe they are. They they don't see what we are doing for them, so they don't do what we expect them to do for us. So, and that's such a big thing that we will carry on in two thousand and twenty one for us is keep on investing on people. Never forget that, because this is always started the company. But we seex with success. We drove that 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 straight back in the face. And now you know, we won't stop investing in people, because this is in fact, we've got new carrier PAS that God drafting at the moment where I'm would link that. You know, we really everything is about is about people. Yeah, and that's it. In about investing in individuals. The same thing as prospects, if you get to know them and invest in them. There's a lot of a lot of synergy between those two. Are A lot of overlap. Yeah, so Jack appreciate that. We we got carried away and just went a little bit out of all the place. So if we want you to bring back a little bit of structure, what would you say in terms of, you know, what we would 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 and the main focus are real. I think look, the first start of the mindset a if you start to engineer your sales process right now, re engineer right and obviously, look, you can reach out to me and this is obviously a part of what we're doing right now. But look, where they work with us or not, I really don't care if you have to start to reengineer your sales process. Like be to be will never like facetoface will never come back. What would you do, how would you change the way that you interact with people, if you knew you never had facetoface ever again? And if you go in at it...

...with that mindset, you will force yourself to then start to say, man, okay, let's just map the customer journey and what the and what that looks like and let's think about where we can create surprise and delight, serendipity, you know, multi thread with people and connect with them and interact with their content. I think if you take that mindset and you reinngine, you take a good look at your customer journey, I think you will. You can almost immediately elevate yourself above the competition. I feel like right now the sales experience bar is so low that if, literally, you just do such a small amount of what I'm talking about, you do anything, you create a better pre meeting experience, you created about a better follow up experience. You're able to do any of those things, 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 with with you. We may have some of Fardy snow that wants to, you know, have a conversation about skid going sorting and maybe you guys in Ping them. So Moza may want to just pick your brain up on one of the piece that's we discuss. So they are want to the subject. That's you. You had dressed today. So's the best way to get to Pard of Your Jake? Sure, I mean, look, you can find me on Linkedin. 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, feel free to email the jake at scale as Ka ledcom or on clubhouse at jaked on lap. You're on clubhouse. Followed did it, but that's what no, I mean. I try to be yeah, I try to do a good job of following up and engaging stuff. You hit me up on any of those platforms. I'll be available now. Sounds Great, Jake. What once again, many things to have you on the podcast today. It was it was good to discuss belting. Yeah, thanks, man. I really enjoyed it too. operatics has redefined the meaning of revenue generation for technology companies worldwide. While the traditional concepts of building and managing inside sales teams inhouse has existed for many years, companies are struggling with a lack of focus, agility and scale required in today's fast and complex world of enterprise technology sales. See operatics can help your company accelerate pipeline at operatics dotnet. You've been listening to be tob revenue acceleration. To ensure that you never miss an episode, subscribe to the show in your favorite podcast player. Thank you so much for listening. Until next time,.

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