Transcript
WEBVTT
1
00:00:05.879 --> 00:00:07.910
You get on the call, you
know what you're supposed to do, you
2
00:00:08.230 --> 00:00:15.390
hang up the phone and you say
I totally freaking blue that. Welcome to
3
00:00:15.429 --> 00:00:20.789
the Revenue Series on BTB growth.
I'm your host, John Grispin, founder
4
00:00:20.949 --> 00:00:26.219
and sales coach at early revenue.
So let's get going. Today I'm here
5
00:00:26.420 --> 00:00:33.060
with Mark Bernstein, the CEO and
founder of Balto. Welcome mark. Thank
6
00:00:33.100 --> 00:00:36.450
you, John, appreciate you having
me lots. I'm super excited to have
7
00:00:36.570 --> 00:00:40.369
you here. So let's just level
set for for everyone. Our guests are
8
00:00:40.490 --> 00:00:45.130
CEO's, revenue leaders and venture firms, and our purpose is to provide early
9
00:00:45.289 --> 00:00:51.960
stage tech founders and their sales leaders
insights and best practices on two topics that
10
00:00:52.000 --> 00:00:57.159
are top of mine for leaders,
how tos of growing early stage sales and
11
00:00:57.359 --> 00:01:00.840
fund raising. So thanks again for
being here, Mark. No problem,
12
00:01:02.039 --> 00:01:04.390
and those are about my two favorite
things. So it looks like we're in
13
00:01:04.430 --> 00:01:07.310
good shape, excellent. So we
are aligned from the get go here.
14
00:01:07.390 --> 00:01:11.030
So why don't you tell us first
of all a little bit about your background?
15
00:01:11.349 --> 00:01:17.510
Sure? So I started in BDB
SASS as an account executive and actually,
16
00:01:17.870 --> 00:01:22.579
when I graduated school just a few
years ago, sooner than I'd like
17
00:01:22.620 --> 00:01:27.340
to admit I asked one of the
professor's Jaunched borship program what are the skills
18
00:01:27.420 --> 00:01:30.299
that I should pick up, the
motion important skills in order to be able
19
00:01:30.700 --> 00:01:38.370
to start in market leading company,
and the answer was sales, because you're
20
00:01:38.450 --> 00:01:42.090
either selling in order to get customers
in the door, because in the beginning
21
00:01:42.689 --> 00:01:46.049
you can't just hire our sales person, it's you, and that's a true
22
00:01:46.129 --> 00:01:49.159
forever, I think. And then
or you're selling to get dollars in the
23
00:01:49.200 --> 00:01:53.840
door, fundraising, tell your story
and get investors excited about what you're building,
24
00:01:53.840 --> 00:01:57.560
or you're selling to get talent and
have the absolute best, the best,
25
00:01:57.599 --> 00:02:00.950
join your team. So I heard
that and said, okay, let
26
00:02:00.989 --> 00:02:07.750
me start in be to be Sass
because that's space I'm particularly interested in.
27
00:02:07.909 --> 00:02:10.389
A cloud is booming. It was
booming back that, it's still booming now.
28
00:02:12.030 --> 00:02:15.900
And I started as an account executive
at a company in St Louis called
29
00:02:15.979 --> 00:02:23.419
top ops, and very apsolutely.
Top OPS helps folks manage the opportunities in
30
00:02:23.460 --> 00:02:27.860
their sales funnel and if something is
falling off track or you aren't following the
31
00:02:27.900 --> 00:02:30.330
process like you should, topps will
kind of help you and say hey,
32
00:02:30.930 --> 00:02:34.810
you might be missing something here.
So that was a really great way to
33
00:02:34.969 --> 00:02:38.729
get my feet wet and understand what
is a good sales process look like?
34
00:02:38.810 --> 00:02:42.689
What is good follow up look like? How do you manage the interactions along
35
00:02:42.729 --> 00:02:47.120
the sales funnel? And what I
found there is actually what led to the
36
00:02:47.199 --> 00:02:52.439
inside of Ballt, and that is
I would go into the my manager's Office
37
00:02:52.520 --> 00:02:53.960
for Sales Coaching, and the manager
was a CEO, because topps is a
38
00:02:54.000 --> 00:02:58.560
start up as well, and I
go in the CEO's office and he would
39
00:02:58.560 --> 00:03:02.349
give me a bunch of really great
points on exactly how I should conduct the
40
00:03:02.509 --> 00:03:06.669
next call. It's a mark.
I just listen to your call recording here.
41
00:03:06.669 --> 00:03:08.590
It is you. When they ask
for the price, you just said,
42
00:03:08.590 --> 00:03:10.789
okay, sure, here's the price, and you just like Gott to
43
00:03:10.909 --> 00:03:15.259
spit it out, take a minute
and confirm that they like the product for
44
00:03:15.180 --> 00:03:20.900
so I was a good point.
And also member to ask the discovery questions
45
00:03:20.939 --> 00:03:23.580
that you know we've talked about,
and remember to make sure you always ask
46
00:03:23.620 --> 00:03:25.939
the next meeting. Remember to make
sure you qualify. And I would hear
47
00:03:25.979 --> 00:03:30.009
these things like this is all excellent
coaching and I would get on the call
48
00:03:30.569 --> 00:03:36.330
and have that experience that every single
person in sales has had their lifetime.
49
00:03:36.370 --> 00:03:38.530
That's you get on the call,
you don't you supposed to do, you
50
00:03:38.849 --> 00:03:45.639
hang up the phone and you say, I totally freaking blue that I knew
51
00:03:45.639 --> 00:03:47.479
what I was supposed to do.
I do supposed to do all those things,
52
00:03:47.520 --> 00:03:52.719
but I didn't. And what I
realize there is that there's this gap
53
00:03:53.479 --> 00:03:57.750
between an inside of what you should
do, knowledge but with the best practices,
54
00:03:58.189 --> 00:04:00.509
and then actually doing it in the
moments that you need to do it.
55
00:04:01.069 --> 00:04:04.669
So, long story short, that's
how that led me to Bolto,
56
00:04:04.909 --> 00:04:10.340
where we invented a what we call
real time guidance, and that is an
57
00:04:10.340 --> 00:04:16.100
ai that analyzes your sales and customer
service conversations as they are actually happening and
58
00:04:16.980 --> 00:04:21.579
it'll give you recommendations on the side
of your computer screen about the absolute best
59
00:04:21.620 --> 00:04:26.129
thing you can do in that situation. Oh and also not forget the things
60
00:04:26.170 --> 00:04:30.490
that you wish you would do all
along. What a great I was going
61
00:04:30.490 --> 00:04:32.290
to lead into this second question.
You already answered it, which is what
62
00:04:32.410 --> 00:04:36.129
is ball will do. So you
answered that put. First of all,
63
00:04:36.449 --> 00:04:44.000
congratulations. It is super rare that
a CEO has a sales background and now
64
00:04:44.120 --> 00:04:48.439
you've taken your learnings and you've converted
that into a product and you're kind of
65
00:04:48.439 --> 00:04:53.389
a three you know, x guy
here. Right, you're a salesperson that
66
00:04:53.750 --> 00:04:59.589
is selling your software. You're selling
sales software. So it's kind of a
67
00:04:59.790 --> 00:05:02.949
X. It's really awesome and it
sounds like so. For How long has
68
00:05:02.949 --> 00:05:08.660
the company been around now? We
have been around for just around four years,
69
00:05:08.860 --> 00:05:12.339
just to touch under so the company
was founded a few years ago and
70
00:05:12.699 --> 00:05:16.779
it's got at the right time.
So you're using intelligence to assist those that
71
00:05:16.819 --> 00:05:21.410
are on the phone, either customer
service or SDR types, to assist them
72
00:05:21.449 --> 00:05:27.850
along the way, to guide them
through a selling process. That's exactly right.
73
00:05:28.529 --> 00:05:31.410
and John I mentioned something that's got
a little bit of a controversial debate
74
00:05:31.810 --> 00:05:36.519
in the startup world and you hear
a lot about whether should a company be
75
00:05:36.759 --> 00:05:41.319
sales letter product led, and there's
two different ways to run a company,
76
00:05:41.360 --> 00:05:45.920
sales that a product led. And
where I would come in on that debate
77
00:05:46.560 --> 00:05:56.029
is that you're absolute best product management
capability is sales, especially early on the
78
00:05:56.110 --> 00:06:00.589
company. So if you were getting
your company started and you're saying, well,
79
00:06:00.629 --> 00:06:02.110
we're going to be product that we're
not sales that we're going to think
80
00:06:02.350 --> 00:06:05.939
about what we want to invent.
Invented it in wonderful detailing them put it
81
00:06:06.019 --> 00:06:11.939
out there. You were missing the
product feedback, which is being able to
82
00:06:11.980 --> 00:06:15.139
actually be on a demo and demo
that thing again and again and again and
83
00:06:15.220 --> 00:06:18.689
again and hear from your market this
is what we like, this is what
84
00:06:18.810 --> 00:06:21.689
we don't like, this is what
we want to change, this is what
85
00:06:23.449 --> 00:06:29.689
needs to be different. So your
absolute best product management function is your sales
86
00:06:29.730 --> 00:06:32.160
team, who is having these direct
and in depth conversations with your market all
87
00:06:32.199 --> 00:06:38.000
day every day. So that's that's
the you know, when we consider ourselves
88
00:06:38.079 --> 00:06:43.319
perhaps like a sales first company,
early on it really ended up also being
89
00:06:43.399 --> 00:06:48.350
a product first company. What a
great question to bring up an answer yourself.
90
00:06:48.470 --> 00:06:53.470
That's it's so relevant to the space
that you're talking about, because often
91
00:06:53.750 --> 00:06:57.269
many struggle with that. which should
I dedicate more time to? If I'm
92
00:06:57.310 --> 00:07:00.110
a CEO, if I'm a founder? Do I focus on product more,
93
00:07:00.110 --> 00:07:02.620
to I focus on sales more?
And the answer is that one informs the
94
00:07:02.699 --> 00:07:05.420
other, and so you really have
that you have two masters that you have
95
00:07:05.500 --> 00:07:10.540
to pay attention to. So now
you have you've been around for some time.
96
00:07:10.740 --> 00:07:14.180
You've raised some funds up to this
point and I think you might even
97
00:07:14.180 --> 00:07:15.810
have some new news. Maybe share
with us a little bit about background in
98
00:07:15.850 --> 00:07:19.329
terms of fundraising and where you're at
today. Yeah, absolutely so. The
99
00:07:19.569 --> 00:07:26.490
first eighteen months was boot strapped.
It was the old fashioned way, and
100
00:07:26.569 --> 00:07:30.759
the other two founders old fashion is
right. I feel like we went down
101
00:07:30.800 --> 00:07:33.920
to the local bank and they gave
us a little sack of money and said
102
00:07:34.000 --> 00:07:38.439
this is this is how you start
your business. But it was it was
103
00:07:38.600 --> 00:07:44.750
us and our savings and getting that
very initial traction, which is, can
104
00:07:44.829 --> 00:07:47.269
we bring a product to the market
and get the market to say, with
105
00:07:47.430 --> 00:07:53.629
their dollars, with revenue, we
like this, this is something that we
106
00:07:53.870 --> 00:07:57.550
think has a lot of potential.
So that's what we ended up doing for
107
00:07:57.589 --> 00:08:01.019
the first eighteen months was putting together
our life savings and bootstrapping from there.
108
00:08:01.540 --> 00:08:07.980
And then eighteen months and we had
that moment that anybody who's starting a company
109
00:08:07.019 --> 00:08:11.939
has, which is how far can
I really take this with my own dollars?
110
00:08:11.300 --> 00:08:16.689
And especially in technology, out of
every field, it develops so quickly
111
00:08:16.250 --> 00:08:22.850
that if you are sparing expenses because
you are trying to, you know,
112
00:08:24.009 --> 00:08:26.920
extend your runway or your sparing expences, because you're still bootstrapping, don't have
113
00:08:26.959 --> 00:08:31.759
a lot of money in the bank. You can guarantee that you are like
114
00:08:33.039 --> 00:08:37.799
buying the competition time to jump in, see what you're doing and do a
115
00:08:37.879 --> 00:08:41.789
better job, so you don't have
the luxury of waiting. And that's where
116
00:08:41.789 --> 00:08:46.190
we knew we needed to raise seed
funding. So we raise the most we
117
00:08:46.309 --> 00:08:48.590
could at that at that time we
had a small customer base, but a
118
00:08:48.710 --> 00:08:54.230
loyal one, and we raised one
point two million and then we said just
119
00:08:54.350 --> 00:08:58.980
give us the one point two million
and a year later, will show you
120
00:08:58.580 --> 00:09:03.299
that, you know, this is
going to have a three x return on
121
00:09:03.899 --> 00:09:07.620
your investment and that will be growing
two hundred percent you every year. And
122
00:09:07.779 --> 00:09:11.850
we did just that. And then
we raise another three million. So we're
123
00:09:11.970 --> 00:09:16.690
we raised a total of four point
two and then we made the same pitch,
124
00:09:16.730 --> 00:09:20.289
which is, you know, let
us grow three ax will come back
125
00:09:20.889 --> 00:09:24.169
and a little under a year,
show your results and then show that we're
126
00:09:24.250 --> 00:09:28.360
really ready for the big time.
So that's where we're so excited today to
127
00:09:28.440 --> 00:09:33.639
announce that we just closed a ten
million dollar series a with a seer of
128
00:09:33.679 --> 00:09:41.830
ventures out in the bay area and
that is just such an important recognition for
129
00:09:41.149 --> 00:09:46.350
a midwest start up. You know, we're here in St Louis and we're
130
00:09:46.470 --> 00:09:50.669
going to be a one of the
first in this tech community to really do
131
00:09:50.870 --> 00:09:54.820
something special on that level and really
appreciated it to Sierra and appreciate to the
132
00:09:54.940 --> 00:10:03.259
Silicon Valley mentality of growing and dominating
a market and we're ready to do exactly
133
00:10:03.299 --> 00:10:05.940
that. Fantastic. Well, that's
correct. Congratulations. That's wonderful news.
134
00:10:05.980 --> 00:10:11.129
It's fantastic news for St Louis.
One of the biggest series a rounds so
135
00:10:11.210 --> 00:10:15.929
we for our SASS company in recent
memory. So that is wonderful. So
136
00:10:16.169 --> 00:10:20.090
you're at a point now with with
the growth factors that you're mentioning, you've
137
00:10:20.289 --> 00:10:24.639
got to be finding product market.
Fifth so maybe walk us through what's a
138
00:10:24.679 --> 00:10:31.360
typical customer look like for you guys? Yeah, our perfect customers going to
139
00:10:31.480 --> 00:10:37.830
be an mid market or enterprise contact
center. So you can imagine a an
140
00:10:37.870 --> 00:10:43.110
organization that has hundreds or thousands of
sales or customer service agents on the floor
141
00:10:43.669 --> 00:10:48.590
and the reason that that is such
a good customer for us is think about
142
00:10:48.629 --> 00:10:54.379
what that organization needs to do to
affect change in their conversations. Imagine you
143
00:10:54.500 --> 00:11:01.940
want a thousand people to all be
communicating differently with your customers. How the
144
00:11:01.139 --> 00:11:07.090
heck are you supposed to do that? And the answer is that until now
145
00:11:07.529 --> 00:11:11.409
you've had to you know, you
have a resolution from the board and the
146
00:11:11.490 --> 00:11:16.490
board says we need to unveil this
new pricing policy or we need to have
147
00:11:16.610 --> 00:11:22.799
a new rereturn, a refund policy, and that goes down to the director
148
00:11:22.879 --> 00:11:24.639
level, that goes down to the
manager level, that goes down to the
149
00:11:24.759 --> 00:11:30.000
agents. Then some agents they're saying
it and some agents aren't, and then
150
00:11:30.039 --> 00:11:33.950
it's checked by Qa and then Qa
is calling out the agents that aren't doing
151
00:11:33.990 --> 00:11:37.029
it and then they get sent to
training. It's almost like getting sent to
152
00:11:37.070 --> 00:11:39.750
the naughty corner. You get sent
to training and it's like, why is
153
00:11:39.909 --> 00:11:46.509
this the way that contact centers are
trying to effect change across the organization?
154
00:11:46.789 --> 00:11:50.460
What if you could have that board
level decision, you put it into a
155
00:11:50.620 --> 00:11:56.899
technology, you push a button and
then you check your graph and everybody's doing
156
00:11:56.980 --> 00:12:00.419
that change. And that's what we've
we've built a ball too. So if
157
00:12:00.460 --> 00:12:05.129
you're in that several hundred or several
thousand agent range and you're looking to not
158
00:12:05.370 --> 00:12:11.769
just maintain what's happening but transform what's
happening or your context cumber floor. That's
159
00:12:11.049 --> 00:12:16.639
the perfect cost from ball to that's
great. So in terms of how you've
160
00:12:16.759 --> 00:12:20.960
done outreach to these medium and large
size organizations, are you using traditional channels
161
00:12:22.000 --> 00:12:24.759
or are things a little bit different
given the environment that we're in today?
162
00:12:26.440 --> 00:12:30.470
Yeah, I would say things are
definitely different given the environment or in today.
163
00:12:30.870 --> 00:12:35.669
But the traditional channels in some ways
have actually gotten more effective. And
164
00:12:35.110 --> 00:12:41.269
you take phone conversations for example.
It used to be much, much harder
165
00:12:41.549 --> 00:12:46.899
to reach a decision makers because they
were, you know, physically bouncing between
166
00:12:46.940 --> 00:12:52.700
meetings all day and now, you
know, you finish a meeting and then
167
00:12:52.860 --> 00:12:54.340
you get up and you walk over
the kitchen, you make yourself a bowl
168
00:12:54.340 --> 00:12:58.299
of serial and you're a little bit
more likely to pick up that phone and
169
00:12:58.340 --> 00:13:01.610
you get some when you get a
call. So we have noticed that,
170
00:13:01.809 --> 00:13:07.809
you know, targeted outbound prospecting,
specifically when we have found some of the
171
00:13:07.889 --> 00:13:11.009
larger accounts that are just in our
perfect target market and perfect fit, when
172
00:13:11.049 --> 00:13:15.919
we can reach out to those individuals
and say we noticed X Y Z about
173
00:13:15.919 --> 00:13:20.720
Your Business, we understand your challenges
and here is a way that you might
174
00:13:20.759 --> 00:13:26.679
be able to solve them. That's
been a really effective method of generating top
175
00:13:26.799 --> 00:13:33.110
funnel. Of course we that do
paid paper click. So we use basic
176
00:13:33.190 --> 00:13:37.830
paid digital channels, and then over
half of all of our inbounds are actually
177
00:13:37.830 --> 00:13:41.860
organic. We work very, very
hard to build up brand champions among our
178
00:13:41.899 --> 00:13:46.659
customers, people who absolutely love their
experience and want to rave about ball too,
179
00:13:46.940 --> 00:13:52.019
and we do everything we can to
also give them incentives to want to
180
00:13:52.220 --> 00:13:56.850
make a referral. Because you know, if I reach out to your cold
181
00:13:56.929 --> 00:13:58.610
you never heard me and I say, John, I got the perfect thing
182
00:13:58.690 --> 00:14:01.850
for you, you may or may
not believe me, but if your friend
183
00:14:01.929 --> 00:14:05.529
in the industry who you're trusted have
known for twenty years said Hey, I
184
00:14:07.370 --> 00:14:09.600
just came across this technology. You've
been using them, we saw great results.
185
00:14:09.600 --> 00:14:13.879
Thought you might appreciate it, it's
a very different pitch. So if
186
00:14:13.919 --> 00:14:18.840
you can build up that organic brand
champion base, that is a wonderful way
187
00:14:18.879 --> 00:14:24.669
to be generating top final especially in
an early stage start out. So this
188
00:14:24.830 --> 00:14:31.269
looks like it's mostly horizontal offering.
Are you hitting any specific vertical markets that
189
00:14:33.149 --> 00:14:39.539
could be impactful that you see over
time? Absolutely so. The first of
190
00:14:39.580 --> 00:14:43.379
all, the way we tackle that
as we ask the question. What markets
191
00:14:43.460 --> 00:14:50.139
have make or break conversations where the
outcome is directly tied to revenue, where
192
00:14:50.259 --> 00:14:54.970
if that customer had a good experience
on the phone, they're that sale just
193
00:14:56.129 --> 00:14:58.850
closed or they're going to buy more, or they're going to go and tell
194
00:14:58.889 --> 00:15:03.049
their friends, or they're going to
come back and do repeat business or they're
195
00:15:03.049 --> 00:15:07.519
not going to cancel. Where can
we directly impact the dollar? And it
196
00:15:07.679 --> 00:15:15.039
turns out that verticals like the insurance
space, like financial services, like direct
197
00:15:15.120 --> 00:15:22.309
to consumer retail. Imagine any of
those purchases that you make that are particularly
198
00:15:22.350 --> 00:15:26.110
expensive. You're going to buy,
let's say, a fifteen hundred exercise bike
199
00:15:26.710 --> 00:15:31.950
and before you click the buy button, you might have a question or two
200
00:15:33.509 --> 00:15:37.620
and you might be sitting here thinking
I don't want to do those three dept
201
00:15:37.779 --> 00:15:41.179
dots on the chat and hope that
it says hi, under agent, I'm
202
00:15:41.179 --> 00:15:43.580
ready to answer your questions like you
want to be able to hear. Is
203
00:15:43.740 --> 00:15:48.379
the person convinced about what they're selling
you. So, if you're in that
204
00:15:48.539 --> 00:15:54.570
direct to consumer retail segment as well, anything that there's a lot of dollars
205
00:15:54.570 --> 00:15:56.529
on the line and a little bit
of time and you got to get it
206
00:15:56.610 --> 00:15:58.649
right. That's the sort of vertical
that we work we work best with.
207
00:16:00.769 --> 00:16:03.049
So it might be interesting, given
that you all are kind of sales top
208
00:16:03.210 --> 00:16:08.080
heavy, did you all create your
initial sales process or to that evolve over
209
00:16:08.200 --> 00:16:12.759
time? How did you come to
figure out what the right sales process is,
210
00:16:14.000 --> 00:16:18.279
given that you focus on this technology
all day? Yeah, so that
211
00:16:18.320 --> 00:16:23.750
actually came as a total God send
from this book called the Challenger sale or
212
00:16:23.830 --> 00:16:27.269
the Challenger customer, and I think
it was the challenger customer, which is
213
00:16:27.309 --> 00:16:30.909
the the second the part two.
Yep, the second book. It's right.
214
00:16:32.149 --> 00:16:37.139
And one of the things they talked
about is how to break your sales
215
00:16:37.179 --> 00:16:44.259
process up into milestones, and the
big insight that they give is that historically
216
00:16:44.299 --> 00:16:48.370
the way that sales people have established
a sales process is you think about all
217
00:16:48.409 --> 00:16:52.250
the things you need to do.
You're like, okay, step one is
218
00:16:52.610 --> 00:16:56.610
due discovery, step to qualify,
step to send the proposal, step three,
219
00:16:56.690 --> 00:17:00.679
review the prosal but what they realize
with the challenge or customer realizes that's
220
00:17:00.759 --> 00:17:03.880
backwards. It's not about things that
you need to do as a seller,
221
00:17:04.119 --> 00:17:07.799
because you can check all your boxes
and the person still doesn't buy. The
222
00:17:07.920 --> 00:17:14.559
power is in the buyers hands.
So can you picture yourself as the buyer
223
00:17:15.400 --> 00:17:19.990
having the perfect buyers journey with your
company? What would those steps be?
224
00:17:21.430 --> 00:17:25.789
Well, first I would probably probably
send a form. I'd sign up for
225
00:17:25.829 --> 00:17:29.509
a form and sign up for a
demo. Then I'd probably get an immediate
226
00:17:29.910 --> 00:17:33.180
call from a representative saying hey,
no, you just signed up for a
227
00:17:33.220 --> 00:17:37.019
demo. I'm going to schedule you
for a time right now and tell me
228
00:17:37.059 --> 00:17:38.980
what are some of the things you
like to cover? Then I'd probably you
229
00:17:40.099 --> 00:17:44.410
get the gist. So what we
did is we put together all of those
230
00:17:44.730 --> 00:17:49.289
milestones at the perfect buyers journey would
have and we look for those signs that
231
00:17:49.450 --> 00:17:52.569
buyers are saying yes, I want
to continue to commit, continue to proceed
232
00:17:52.690 --> 00:17:56.049
throughout the process, and that's how
we generated our sales process. So we
233
00:17:56.130 --> 00:18:02.039
actually had a buttoned up sales process
on day one. It is changed and
234
00:18:02.160 --> 00:18:06.880
involved, as any good sales process
should, but we had that idea of
235
00:18:07.039 --> 00:18:10.839
what exactly our buyers journey a perfect
buy or dray with a license day one.
236
00:18:11.160 --> 00:18:14.190
That's been our guiding principles. there. It's great. So your re
237
00:18:14.309 --> 00:18:18.470
engineered way most people do it and
you followed the recommendation of a great source.
238
00:18:18.589 --> 00:18:25.470
That's that's awesome. So along the
journey, what kind of posits were
239
00:18:25.509 --> 00:18:30.700
you making in terms of the information
that you shared, or maybe a shine
240
00:18:30.779 --> 00:18:34.900
alide on some interesting information, or
you had some sort of content, any
241
00:18:36.140 --> 00:18:41.809
key learnings or insights about a customer
or prospect that's going through the sales process
242
00:18:41.210 --> 00:18:45.930
and you're helping them along the way, you're helping make them successful through that
243
00:18:45.049 --> 00:18:48.410
journey, and some of that is
content, sometimes that's data, sometimes it's
244
00:18:48.450 --> 00:18:52.410
revealing information to them maybe that they
didn't have before. What have you found
245
00:18:52.410 --> 00:18:57.920
useful? So Don will actually answer
that with a story and then a principle.
246
00:18:59.720 --> 00:19:03.640
I was on a sales call a
few years ago and I saw this
247
00:19:04.440 --> 00:19:07.000
or other. I was sitting in
listening to a sales call and I saw
248
00:19:07.119 --> 00:19:12.470
the representative get really excited in the
buyer said this is wonderful, I absolutely
249
00:19:12.589 --> 00:19:18.150
want to buy it. Let's do
it, and the cell representative said wonderful.
250
00:19:18.509 --> 00:19:21.349
While our next step is I'm going
to have to show you the second
251
00:19:21.470 --> 00:19:23.779
part of this, which is our
forecasting module. Basically, there were two
252
00:19:23.859 --> 00:19:29.539
pieces, the software pipeline and forecasting, and and the buyer said, oh
253
00:19:29.579 --> 00:19:33.740
wait, forecasting module, we actually
have a department responsible for that and it
254
00:19:33.779 --> 00:19:37.690
would create a huge political in fighting
if I ended up buying the software.
255
00:19:37.730 --> 00:19:41.769
I can't do it, and I
watched the sales rep kill that deal right
256
00:19:41.890 --> 00:19:49.250
there in that moment. There's a
principle which is only give your buyers the
257
00:19:49.450 --> 00:19:56.079
information that they want to see.
Only give your buyers the information that they
258
00:19:56.200 --> 00:20:00.839
want to see. So one of
the things you often see is people will
259
00:20:00.160 --> 00:20:07.509
send every single pamphlet they can possibly, you know, conjure to their buyers
260
00:20:07.589 --> 00:20:10.869
after the meeting and we just have
a couple. So one of the things
261
00:20:10.950 --> 00:20:15.589
the pieces of collateral that any good
sales possible have his customer stories, so
262
00:20:15.710 --> 00:20:19.549
with some castomer stories. But another
thing that's kind of special is we have
263
00:20:21.069 --> 00:20:26.380
a document which we call consensus building. In it it's our consensus building prep
264
00:20:26.539 --> 00:20:30.700
sheet and basically what it is is, at the end of a meeting where
265
00:20:30.900 --> 00:20:36.329
you have presented to a group,
you probably the group is going to go
266
00:20:36.410 --> 00:20:42.009
and talk and you can help them
frame the questions that they're talking about.
267
00:20:42.569 --> 00:20:45.849
Gets some of the quick answers and
the FA Q's and have some of the
268
00:20:45.890 --> 00:20:51.880
resources right there so when people go
into group discussions, we send this consider
269
00:20:52.079 --> 00:20:56.960
them, this consensus building prep sheet, which essentially helps them answer some of
270
00:20:56.960 --> 00:21:00.920
the questions they're going to have in
their eternal discussion and also guides them to
271
00:21:02.039 --> 00:21:06.069
be thinking about the product in the
value in the way that you know is
272
00:21:06.390 --> 00:21:08.750
most effective, in the way that
you know is most compelling. So it's
273
00:21:08.829 --> 00:21:14.910
sort of a buying guide, but
you're really not marketing it that way and
274
00:21:15.029 --> 00:21:18.309
this is a tool for them to
utilize to help them move in the right
275
00:21:18.349 --> 00:21:23.299
direction and hopefully, along way you're
providing some insights perhaps about what you do
276
00:21:23.420 --> 00:21:29.740
or the questions that you're asking lead
them down a path that's that's favorable for
277
00:21:29.859 --> 00:21:37.250
ball tope. Absolutely awesome. So
we mentioned recent events. Has has covid
278
00:21:37.289 --> 00:21:41.930
nineteen changed the existing business as have
been better or worse as a result?
279
00:21:42.450 --> 00:21:45.609
Yeah, it has been better and
that was a very pleasant surprise. We
280
00:21:47.130 --> 00:21:55.400
didn't anticipate that. When I remember
in early April when all of the developments
281
00:21:55.480 --> 00:22:02.309
for coming out or mid Marshall developments
are coming out and downward adjusting our revenue
282
00:22:02.509 --> 00:22:07.349
guidance by about fifty percent, and
I said let's cut him in half and
283
00:22:07.349 --> 00:22:12.470
and we did, and then April
finish and then may finished and we had
284
00:22:12.509 --> 00:22:18.660
two of our best months on record
and we said this is a economic catastrophe,
285
00:22:18.660 --> 00:22:26.220
it is a terrible toll on human
life and it's an incredibly difficult time
286
00:22:26.380 --> 00:22:30.849
for the country and we are fortunate
that we're one of those businesses, particularly
287
00:22:30.849 --> 00:22:37.009
in the cloud space, where we're
enabling a new type of work. And
288
00:22:37.490 --> 00:22:40.970
the new type of work is that
you have a bunch of folks who have
289
00:22:41.049 --> 00:22:45.359
transitioned from, you know, America's
Labor economy, where perhaps you were doing
290
00:22:45.440 --> 00:22:51.559
something a little bit more physical,
and you're now transitioning to the service economy
291
00:22:51.599 --> 00:22:56.279
and you're going to be taking a
call center job and what do you know,
292
00:22:56.519 --> 00:23:00.950
you're not getting into the store anymore
to ask questions about your product.
293
00:23:00.990 --> 00:23:07.390
You're going to call or chat or
use their support line. So that sector
294
00:23:07.470 --> 00:23:11.430
of the economy is boomed. is
absolutely boomed since covid hit and it's been
295
00:23:12.140 --> 00:23:17.460
a struggle for many businesses and it's
been very difficult time for the country.
296
00:23:17.619 --> 00:23:23.539
But there are technologies, particularly in
cloud, that are helping build that new
297
00:23:23.619 --> 00:23:27.930
backbone of what a digital world will
look like and how people interact. The
298
00:23:27.970 --> 00:23:32.450
companies digitally, and I'm definitely proud
to say that all those one of the
299
00:23:32.529 --> 00:23:37.369
companies who is leading a chart.
That's awesome. So have you done anything
300
00:23:37.450 --> 00:23:44.319
as a management team, as you
coach your team up, any changes that
301
00:23:44.440 --> 00:23:49.160
you've made to your style, to
your approach to managing the team, given
302
00:23:49.240 --> 00:23:53.200
that everyone's remote now and we're in
this new world? Any any moths or
303
00:23:53.200 --> 00:23:57.069
tweaks evening? Yeah, so,
first of all, remotes tough. I
304
00:23:57.150 --> 00:24:03.869
think some companies are very natural at
it. BALTO's not so natural at it
305
00:24:03.150 --> 00:24:07.029
and you know, I think one
of the reasons is we say at our
306
00:24:07.150 --> 00:24:10.900
core where people development company. That's
what we are. Our Product is about
307
00:24:10.900 --> 00:24:14.019
people development, you know, at
helping the agents who are using it be
308
00:24:14.180 --> 00:24:18.099
better on their calls and take home
bigger commission checks for their families and and
309
00:24:18.940 --> 00:24:22.779
then, of course, our company
is about finding anybody with talent and drive
310
00:24:23.099 --> 00:24:26.930
who is looking for a great opportunity
and and giving them that opportunity to develop
311
00:24:26.970 --> 00:24:32.329
their personal and professional skills. So
when you have a culture like that,
312
00:24:33.049 --> 00:24:38.720
people being around people is a pretty
important thing and we've been very delivered about
313
00:24:38.759 --> 00:24:42.960
taking opportunities to replicate that digitally.
So I'll give an example we actually had
314
00:24:44.720 --> 00:24:49.319
last two weeks ago, Friday a
couple weeks ago, had an all we
315
00:24:49.640 --> 00:24:56.349
an all day celebration for some of
the big milestones that we had hit stick
316
00:24:56.390 --> 00:25:00.190
up, particularly on the Revenue Front. So in all day celebration and we
317
00:25:00.150 --> 00:25:07.180
know, made cocktails virtually and we
we I'm trying what games we play.
318
00:25:07.220 --> 00:25:10.700
We will lunch again virtually. But
you know, it was breaking everyone together
319
00:25:11.099 --> 00:25:15.019
and I think that we've been really
delivered about finding opportunities to do team building
320
00:25:15.059 --> 00:25:18.539
virtually. I also think that you
have to be more delivered about transparency,
321
00:25:18.819 --> 00:25:22.769
because you don't have thatpportunity to bump
into someone in the hallway and they so,
322
00:25:23.009 --> 00:25:27.289
oh, hey, what's up with
x and happen anymore. So there
323
00:25:27.410 --> 00:25:32.450
has to be the leadership team needs
to be thinking more about how can I
324
00:25:32.609 --> 00:25:37.119
be constantly funneling information everything that's going
on? How can be funneling that to
325
00:25:38.000 --> 00:25:42.519
the broader company rather than waiting for
people to ask, because the burden of
326
00:25:42.680 --> 00:25:48.920
asking has increase in remote world and
the way that you get around that is
327
00:25:48.960 --> 00:25:52.029
by just trying to understand what people
are going to want to know and seeing
328
00:25:52.029 --> 00:25:55.789
if you can give them to them
from actively. So it's so important to
329
00:25:55.829 --> 00:26:00.710
stay in contact when folks are remote, whether it's with the kind of tools
330
00:26:00.750 --> 00:26:06.299
that you're talking about, or are
these ask me anything meetings or just smaller
331
00:26:06.380 --> 00:26:11.500
team meetups. Any of them helped
just maintain that missing element that you had
332
00:26:11.579 --> 00:26:14.579
when you had an office, right
when you had a headquarters office. That's
333
00:26:14.619 --> 00:26:18.450
just absent. It's unfortunate, but
good news is we're we're coming up with
334
00:26:18.529 --> 00:26:22.490
creative ways to stay in contact with
our teams and those are some great examples.
335
00:26:23.170 --> 00:26:27.650
So any other words of wisdom that
you might if you had if you
336
00:26:27.690 --> 00:26:33.039
knew that there were other early stage
tech founders listening to you today, whether
337
00:26:33.119 --> 00:26:38.759
it's about early stage selling or whether
it's about fund raising? Any particular words
338
00:26:38.799 --> 00:26:42.319
of wisdom or a key learning you
have that you wish you knew earlier that
339
00:26:42.480 --> 00:26:48.589
you know now? Sure, I
think one of the things that I'm continuing
340
00:26:48.789 --> 00:26:55.750
to learn is the strengths and weaknesses
of people, and what I mean by
341
00:26:55.789 --> 00:26:59.509
that is not strengths of weaknesses that
an individual has, like this person is
342
00:26:59.670 --> 00:27:03.980
a good at math but not good
at communicating. I mean the people,
343
00:27:03.299 --> 00:27:07.539
like humans. What are we good
at and what are we not good at?
344
00:27:07.259 --> 00:27:12.740
And I think that one of the
things that you find is that you
345
00:27:12.859 --> 00:27:18.690
are probably way more capable than you
had given yourself credit for and that a
346
00:27:18.730 --> 00:27:25.369
lot of the answers that you are
arriving at. You may have been afraid
347
00:27:25.490 --> 00:27:27.049
to come to that answer. You
may have been well, I wanted a
348
00:27:27.210 --> 00:27:32.880
double, third, fourth fifth opinion
on it, but human intuition is the
349
00:27:32.960 --> 00:27:38.640
original ai the human and intuition is
the ability to synthesize all of this information,
350
00:27:38.839 --> 00:27:42.880
not quite know exactly how you popped
out the answer you did, but
351
00:27:44.000 --> 00:27:48.670
arrive at some answer about how you
know, good or bad, it's likely
352
00:27:48.789 --> 00:27:52.829
to make the next situation or the
next the next thing that happens in your
353
00:27:52.910 --> 00:27:57.349
life. So I would say for
all the folks who are just starting your
354
00:27:57.390 --> 00:28:00.900
start, I would say try to
trust yourself and try to be decisive,
355
00:28:02.500 --> 00:28:07.259
because you can be decisive and wrong, and that's okay, because then you'll
356
00:28:07.259 --> 00:28:12.089
have that information really quickly, versus
waffling on it and having that information three
357
00:28:12.089 --> 00:28:15.410
months later. It's a great point
and poster syndrome is a real thing and
358
00:28:17.930 --> 00:28:21.930
it's something that struggle with from time
to time. But then the idea is
359
00:28:22.569 --> 00:28:25.450
you got to think through it.
You're actually more knowledgeable than you think you
360
00:28:25.490 --> 00:28:29.880
are and you use that tuition,
intuition, because it can be a great
361
00:28:29.920 --> 00:28:33.519
asset. So this would be great. What is the best way for someone
362
00:28:33.559 --> 00:28:37.960
to reach out and and connect with
you? The best way to reach out
363
00:28:37.960 --> 00:28:40.599
with me, reach out to me, is probably going to be collecting with
364
00:28:40.680 --> 00:28:45.309
me on Linkedin and I'm just Mark
Bernstein, M Arc Bernstein, on Linkedin,
365
00:28:45.710 --> 00:28:48.990
and from there. Actually think I
have my phone number, my email
366
00:28:48.990 --> 00:28:52.029
posted, so you can act on
me pretty much anyway once you get to
367
00:28:52.069 --> 00:28:56.299
me on Linkedin. Great, and
you are very active on Linkedin. I
368
00:28:56.859 --> 00:29:00.500
love your posts. So thanks for
contributing to Linkedin and to the sales community,
369
00:29:00.940 --> 00:29:07.900
and congratulations on the historical success of
Alto and congratulations on the new fund
370
00:29:07.900 --> 00:29:11.970
raise and continued success going forward.
Thank you, John. Really appreciate it.
371
00:29:12.250 --> 00:29:15.849
So that's it. Thank you for
listening to this episode of the Revenue
372
00:29:15.890 --> 00:29:19.970
Series on B to be growth.
I'm your host, John Grispin, founder
373
00:29:21.089 --> 00:29:27.759
and sales coach at early revenue.
Until next time I'm out. Are you
374
00:29:27.799 --> 00:29:32.680
an early stage tech founder that's frustrated
by limited sales? Do you like the
375
00:29:32.720 --> 00:29:37.839
time to dedicate to a traditional sales
training program John Gristlin's earlier revenue sales program
376
00:29:37.119 --> 00:29:41.549
helps early stage founders accelerate sales in
large accounts. He's built a playbook that
377
00:29:41.630 --> 00:29:45.349
transfers what he's learned as a founder
and sales leader into a condensed, easy
378
00:29:45.430 --> 00:29:49.869
to implement program if you're ready to
increase your startup sales capacity, visit early
379
00:29:49.950 --> 00:29:52.829
revenuecom to get started today.