How to Navigate Complex B2B Sales Qualification in Global Markets

WEBVTT
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Olha: 1, 2, 3, 4.
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Oh.
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Unfortunately, most of the salespeople,
and I'm basically part of this gang,
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our motto is like, it's easy to be busy.
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It's always so many things to do.
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What most of the people fail to
recognize is they do not really
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consider that lead is a person.
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It's not a company because we
say the things are too expensive.
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Only when we don't see the value.
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Dmytro: Hi, I am Dmytro Shvets, your
host at the Start Global Insights,
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where I interview experts from different
countries about local business secrets
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and international expansion experience.
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Today we'll talk about complex
sales, which, um, appears
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when you are selling abroad.
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When you're selling abroad, and
you have so many opportunities
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and you have so many clients.
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Uh, and this is, uh, good from
one hand, but uh, from other hand.
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Uh, you need to understand, uh, how
much attention to devote to each of,
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uh, this client because, uh, today the
mass mailing or uh, mass contacting
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through LinkedIn is not working anymore.
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You need to investigate and, um,
be more like int intelligence
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agent, uh, than the sales person.
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And, uh, to go deeper in this, uh, topic.
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Uh, I invited my guest
today, uh, Olha Kobrina.
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Uh, she's a channel sales manager
for CEE at Splunk at Cisco Company.
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Uh, and Olha has, uh, more than 17
years in B2B sales in, uh, different
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countries from central and eastern
Europe to, uh, Middle East and Africa.
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Hi, Olha, and welcome to the show.
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Olha: Hi, Dima.
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Hi everyone.
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Uh, first of all, thank you for having me.
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I'm really excited to share my experience
and hopefully it'll be useful for you.
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Dmytro: Great.
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Uh, could you tell a bit about yourself?
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What do you do?
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Uh, at, uh, Splunk?
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Olha: Yeah, uh, absolutely.
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So in Splunk, uh, currently
my role is to help.
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So first of all, Cisco and Splunk,
we are in indirect sets, so we rely
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a lot on our partner ecosystem.
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So now my role is actually
help our partners to find new
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leads to qualify the leads.
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And to help them to move the
lead through the sales process.
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And of course to develop the partner
skills that will be enough for them
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to do the sales process themselves and
of course to do the implementation,
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adoption and post-sale support.
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Previously, actually, you're right, most
of my experience comes from the sales.
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So I'm the channel development
only for the last two years.
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Before this, uh, I was a sales
person for Cisco, and afterwards, I,
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afterwards I moved to, um, AppDynamics.
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So I did the observability projects
and so you can think that, uh, I was
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first involved in the hardware sales.
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It's always was B2B, so I moved
from hardware to cloud software,
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and now I'm in security.
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Dmytro: So from one side you have
a complex product of your company.
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And, and from the other side you
have, uh, also the complex, uh, buyer.
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Yeah.
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Because most, in most cases, you are
not selling to, uh, one single person.
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You are selling to the company.
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And then you have this internal
ecosystem of, uh, stakeholders
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or people inside the company.
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Uh, so this is like a collision
of two universes, uh, together.
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And you need to find these links
between all these, uh, people and to,
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to understand how to, uh, proceed.
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And, and I think that the biggest
challenge here is to understand, uh,
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to whom to devote your full attention
to, to what clients to invest your
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time and to what clients could be.
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Shifted, uh, for the later, uh, approach.
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Now, how do you do that?
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So you, you mentioned that, uh, you
have this qualification, uh, stage.
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Uh, why do you need it?
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Olha: Yeah.
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Good, good point.
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First of all, yeah, let me just
like reiterate what you just said.
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Um, it's, yes, it is complex.
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Uh, multiple teams are involved,
uh, uh, as on our side, the same
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on the partner side, and the
same on the customer side, side.
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When multiple teams are involved
and multiple people are involved,
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the first thing that we have,
it's, uh, time and prioritization.
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And, uh, unfortunately, I dunno, like
fortunately, unfortunately, yeah,
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but most of the salespeople, and I'm
basically part of this gang, uh, our
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motto is like, it's easy to be busy.
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Hmm.
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It's always so many things to do.
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It's always, it's opening
the CRM in the morning.
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It's, uh, you have, I'm just making
up the numbers, but you have 15
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IQ opportunities you working on.
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Then you have another like 20, 30
fours coming from marketing, the
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registrations coming from partners
and yes, the, the big thing is
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actually how to prioritize and how to.
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What it's actually worth your attention.
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And the same is actually when it's
come to involving some other people,
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because everyone is super busy,
especially when we work in this,
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um, multinational corporation.
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When one person responsible for
multiple countries, the same on
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the sales side, channel side and
on the engineering side as well.
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So engineer and people,
and their management, they
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actually want to understand.
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Where the time is spent.
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Yeah.
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Mm-hmm.
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Uh, everyone actually
as a metric has sales.
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It's not the time spent.
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It is basically that the
deals and the dollar closed.
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Yeah.
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Dmytro: Mm-hmm.
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Olha: So each functions whom be
involved in the process, they want
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to understand actually what's the
deal value and what the probability
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that the deal will be closed.
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Dmytro: Mm-hmm.
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Olha: 'cause no one actually wants to
work on something that is just, uh,
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uh, satisfying customer's interest.
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Yeah.
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Dmytro: Mm-hmm.
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Olha: And unfortunately.
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A lot of leads that are coming
or even sometimes active
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opportunities, they're not real.
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Mm-hmm.
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It just, we are satisfying
as a sales, we are forced.
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We are satisfying someone's interest.
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And second, with this easy to
be busy concept, we basically.
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We think that we, we are doing something.
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We think that we are contributing,
we are aiding value to the company,
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but as a result, we like, first we
are draining ourself and the second
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the company doesn't see the results.
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Yeah, because it's the, the sometimes
what we see that the deals that sales
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person is working for like months.
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It drops at the very last moment.
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Mm-hmm.
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And uh, the cell says, oh no, we will
just like unlucky, something has happened,
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blah, blah, blah, blah, blah, blah, blah.
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But usually if you will go back
to the deal and twist, and we are
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doing this actually inside the
companies the regular process.
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But when we analyze the deal and
we analyze what happened, we can
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actually see that there were a
certain Rod FL that we missed.
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Yeah.
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And they consciously own unconsciously.
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Again, because when salespeople, they
see that they have 15 leads they're
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working on, they think that it's perfect.
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Right?
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I have like so many customers,
I'm gonna meet my number.
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It's this 15 people, 15 companies,
15 leads or, or, or, or whatever.
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Dmytro: Everybody's saying
that they're interested.
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Yeah.
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So it, this is one thing is, uh, that,
uh, you are contracting a client and the
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client says that we're not interested.
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So then this is like a.
Uh, very obvious red flag.
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So not to proceed there.
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Uh, but, uh, in most cases they're
not, either they do not answer
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negatively or they are like taking
their time to, uh, think about that.
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And, uh, it can be very long, especially
in, in this, uh, long, uh, in this.
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Complex products, deal
sales cycles are very long.
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So you can be lost in this,
uh, deal talking, meeting, uh,
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wasting your time actually.
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Uh, but, uh, you say that, uh, there is
a, uh, methodology or or approach how
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to identify this red flags beforehand.
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Olha: Yeah, absolutely.
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Let, let, let me just, uh, I'll
come to this, uh, uh, actually,
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thank you for bringing up this.
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Interested, not interested
that, that's actually, um.
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The worst thing that I can hear, it's
the customer is interested or not
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interested because as you mentioned, uh,
before, the customer is not a one person.
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So usually when I hear back
from, from from a partner, the
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customer is not interested.
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My first question is, who,
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Dmytro: who is the customer?
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Olha: Who on the customer side?
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Not just who is the customer?
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Because we basically, we can discard
a certain company, but who on the
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customer side is actually not interested?
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Who is this person?
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What's his role?
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What's his responsibility?
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So why actually we are con, uh,
like are we actually sure that we
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are contacting the right person?
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The same with this interesting thing.
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Yeah.
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Like who is the person,
what is her responsibility?
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Um, does he have any
authority in the company?
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What's he or she?
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Yeah.
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Like with whom are we dealing?
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Yeah.
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And when we speak about Interesting.
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What is this?
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Interesting.
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Yeah.
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I mean, if you look, uh, even like if
you look on our, at our, our own behavior
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when we are buying things for us.
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Yeah.
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So you go to the shop, it's not that
like you are interested in apples, right?
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Mm-hmm.
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You just, uh, have some other ideas
like what this interesting mean to you.
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Yeah.
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Or like yeah.
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Dmytro: You're solving
your, your, uh, exactly.
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Prior task you.
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Mm-hmm.
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Olha: Maybe, you want
to do the, the apple pie?
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Yeah.
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Dmytro: Yeah.
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Olha: That, that's why you need apples.
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Yeah.
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Or maybe you think that apple is a
good snack for you, just like to, to
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for your kids, to, to school for kids.
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Mm-hmm.
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Yeah.
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Exactly.
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Yeah.
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If someone will, in the, this store
will see, say like, you know what, this
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is the, the new recipe for the plum.
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Pie.
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Yeah.
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Mm. Then, and, and there are plums,
so maybe you'll, you will go for
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plums if you want to do the pie.
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Dmytro: Mm-hmm.
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Olha: But if you want a snack,
then you will not go for the
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plum, whatever you can say.
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And the question is like,
are you interested in plums?
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Yeah, yeah, sure.
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Like, yeah, I'm interested in, in plums.
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Yeah.
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So can you, and then the per the
person will tell you like, for
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an hour, what are the, the plan.
00:10:01.650 --> 00:10:04.165
But you have in your mind that you
have basic, you, you need a snack.
00:10:04.505 --> 00:10:05.645
For your kids, right?
00:10:05.795 --> 00:10:05.885
Dmytro: Yeah.
00:10:05.885 --> 00:10:05.975
Mm-hmm.
00:10:06.215 --> 00:10:10.115
Olha: You'll not give plums because then
this plum will be all over the backpack.
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Dmytro: Yeah.
00:10:10.745 --> 00:10:11.255
Olha: The the same.
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And, and, and this is like what's
basically right now coming to
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this, to this qualification.
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So yeah.
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That, that's what we do on the,
on the qualification as well,
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like trying to understand.
00:10:20.775 --> 00:10:23.084
Basically who is interested
or not interested?
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Is it the, the right person?
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Dmytro: Mm-hmm.
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Olha: And what does this mean?
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What the, what is like lying underneath
this, like interested or not interested?
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Dmytro: What's the real need behind that?
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Olha: Yeah.
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What the real, what the real need.
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But even before they actually
looking on the real need.
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And if you look for
instance, on the lead sites.
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Yeah.
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Because that, that's where the
whole process actually start.
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Start from the lead.
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So leads can be, the
marketing can bring lead.
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Or like in our case, sometimes
partners are bringing some leads
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or we are the salespeople, we
are doing some lead generation
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through the like linking emails.
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Whatever we will not discuss.
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Does it work with or doesn't
work that like, I think that's
00:11:00.615 --> 00:11:01.905
absolutely different topics.
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Dmytro: Mm-hmm.
00:11:02.955 --> 00:11:02.965
Olha: Mm-hmm.
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So let's imagine we have this leads.
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So the first thing that
we and lead is what?
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Lead is actually a person.
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Dmytro: Yeah.
00:11:10.040 --> 00:11:10.290
Yeah.
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Olha: Think what people, what, what
Most of the people they actually,
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um, maybe fail to recognize is too
strong, but that's actually what
00:11:18.600 --> 00:11:24.240
happening and they, they do not really,
uh, consider that lead is a person.
00:11:24.270 --> 00:11:25.140
It's not a company.
00:11:25.730 --> 00:11:27.740
Dmytro: And not even a role in the company
00:11:27.860 --> 00:11:29.415
Olha: and not even a role
in the company, I think.
00:11:29.415 --> 00:11:29.615
Mm-hmm.
00:11:29.810 --> 00:11:33.350
Not even a role in the company
that's a person and person has,
00:11:34.010 --> 00:11:36.350
um, he's or they, whatever.
00:11:36.350 --> 00:11:36.620
Yeah.
00:11:36.620 --> 00:11:40.280
That, that's own first role descriptions.
00:11:40.370 --> 00:11:45.680
The, uh, the thing that's like, must
be done and the second, some personal.
00:11:46.320 --> 00:11:46.740
Things.
00:11:46.740 --> 00:11:46.950
Yeah.
00:11:46.950 --> 00:11:52.740
So sometimes when LEAD says, I'm
interested, maybe this lead wants to,
00:11:52.830 --> 00:11:54.990
uh, enhance his, your own knowledge.
00:11:55.050 --> 00:11:55.320
Yeah.
00:11:55.325 --> 00:11:55.545
Yeah.
00:11:55.615 --> 00:11:57.210
That, that, that might be the case.
00:11:57.900 --> 00:12:01.290
And then the first thing that's
like looking on the, on the lead,
00:12:01.290 --> 00:12:03.900
on the person who is coming, of
course, like the first candidate
00:12:03.900 --> 00:12:06.090
should be about, about this person.
00:12:06.885 --> 00:12:07.125
What's
00:12:07.125 --> 00:12:07.814
his role?
00:12:08.175 --> 00:12:09.765
What's his role in the company?
00:12:09.795 --> 00:12:11.204
Uh, what are the interests?
00:12:11.235 --> 00:12:12.675
What responsibilities?
00:12:12.944 --> 00:12:16.094
So what we are basically trying to
achieve, we're trying to understand
00:12:16.155 --> 00:12:18.375
if this person is the champion.
00:12:19.560 --> 00:12:24.090
When I say champion, I'm actually now
using abbreviation from the, it's actually
00:12:24.090 --> 00:12:25.650
self qualification methodological.
00:12:26.130 --> 00:12:28.410
It's now, it's like a plane operations.
00:12:28.410 --> 00:12:28.560
Yeah.
00:12:28.560 --> 00:12:30.330
It's like MEDDIC, MEDDPICC.
00:12:30.330 --> 00:12:30.480
Yeah.
00:12:30.480 --> 00:12:35.069
It's just like the depend on,
um, how granular we want to be.
00:12:35.250 --> 00:12:39.330
So when we look at the lead what we
need to understand the person.
00:12:39.710 --> 00:12:42.590
Dmytro: May I, uh, come back
a bit to this abbreviation?
00:12:42.590 --> 00:12:47.750
So you, uh, because the, the, the, when
I, when I teach, uh, and when I see
00:12:47.780 --> 00:12:51.410
somebody's teaching in business, they
use a lot of abbreviations and they
00:12:51.410 --> 00:12:56.000
use the frameworks and, um, learners,
they, they think that this is some,
00:12:56.000 --> 00:13:01.130
some kind of magical, uh, bullet or
magical wand that, uh, you can use on it.
00:13:01.430 --> 00:13:02.060
It'll work.
00:13:02.510 --> 00:13:04.700
Uh, so just, uh, as a disclaimer.
00:13:04.935 --> 00:13:08.895
Uh, you can use abbreviations
and framework just to easily
00:13:08.895 --> 00:13:14.025
remember the, um, methodology, but
not, uh, as a full instruction.
00:13:14.324 --> 00:13:18.194
And you mentioned, uh, this, uh,
abbreviation that is called Met Peak.
00:13:18.224 --> 00:13:18.405
Yeah.
00:13:18.405 --> 00:13:20.564
So, yeah, I, I will then add.
00:13:21.210 --> 00:13:26.040
Uh, in description of the episode, I
will add how it is written and, uh,
00:13:26.040 --> 00:13:27.840
some abbreviation details as well.
00:13:27.845 --> 00:13:28.025
Oh,
00:13:28.200 --> 00:13:28.800
Olha: oh, yeah, please.
00:13:28.800 --> 00:13:29.760
Yeah, you're actually right.
00:13:29.760 --> 00:13:34.320
We usually, we have so many abbreviation
that sometimes it, we have, like, this is
00:13:34.920 --> 00:13:39.630
A, B, c, done through x, y that, and when
I ask, okay, what's a, B, c, the replace?
00:13:39.630 --> 00:13:39.870
Yeah.
00:13:39.870 --> 00:13:42.540
Like, how can you, you
know, it's, uh, that double
00:13:44.550 --> 00:13:45.210
like explain
00:13:45.210 --> 00:13:47.880
one observations or another
one, it doesn't make it clear.
00:13:48.185 --> 00:13:53.825
Dmytro: What, what I like is that, uh,
when, when two it, so the IT person from
00:13:53.825 --> 00:13:58.565
software meets the IT person from hardware
and they use the same abbreviations,
00:13:58.565 --> 00:14:00.485
but with totally different meaning
00:14:01.415 --> 00:14:01.955
thinking that,
00:14:02.075 --> 00:14:03.665
that they understand each other.
00:14:04.205 --> 00:14:06.515
Olha: The, this perfect example,
it's for infrastructure.
00:14:06.890 --> 00:14:06.949
Mm.
00:14:07.400 --> 00:14:07.790
' cause for
00:14:07.790 --> 00:14:10.790
software guy and for hardware
guy infrastructure, there's
00:14:10.790 --> 00:14:12.319
like totally different things.
00:14:13.069 --> 00:14:14.270
Dmytro: And for architect
is the third one.
00:14:14.960 --> 00:14:15.680
Olha: Yeah, exactly.
00:14:15.680 --> 00:14:16.220
Yeah.
00:14:16.280 --> 00:14:21.199
So, or like yesterday I saw on the
slides, reation, you see, and it's not
00:14:21.199 --> 00:14:23.449
like you see unified communications guys.
00:14:23.449 --> 00:14:24.560
What do you mean by that?
00:14:24.560 --> 00:14:24.969
Of course, of course.
00:14:24.969 --> 00:14:25.074
And this.
00:14:25.340 --> 00:14:25.400
No.
00:14:25.400 --> 00:14:26.720
Uc is use case.
00:14:28.045 --> 00:14:30.510
Dmytro: Mm. Or or just you see.
00:14:30.560 --> 00:14:31.400
You can see that.
00:14:31.400 --> 00:14:31.550
Yeah.
00:14:31.565 --> 00:14:32.245
Not hear
00:14:32.265 --> 00:14:32.705
. Olha: Yeah, yeah, yeah.
00:14:32.930 --> 00:14:33.440
Exactly.
00:14:33.830 --> 00:14:34.100
Okay.
00:14:34.100 --> 00:14:35.000
So that, that's point.
00:14:35.000 --> 00:14:35.360
Take it.
00:14:35.360 --> 00:14:39.230
MEDDPICC, uh,  MEDDPICC is the sales
qualification methodology again.
00:14:39.740 --> 00:14:40.190
Um.
00:14:40.420 --> 00:14:41.800
You, it's not a sales process.
00:14:41.820 --> 00:14:41.950
Yeah.
00:14:42.030 --> 00:14:45.130
sales process is basically how
you move your lead from the lead
00:14:45.130 --> 00:14:46.780
stage, uh, up to the closure.
00:14:47.170 --> 00:14:47.260
Mm-hmm.
00:14:47.560 --> 00:14:50.890
Me is something that you can
check, you can use to check on
00:14:50.890 --> 00:14:53.110
each stage how healthy is the deal.
00:14:53.110 --> 00:14:53.439
Yeah.
00:14:53.500 --> 00:14:57.760
So basically what's their, uh,
probability that the deal will be closed.
00:14:58.089 --> 00:14:58.240
Dmytro: Mm-hmm.
00:14:58.930 --> 00:15:04.339
Olha: So, "M" um, state for metrics "E"
that's, uh, economical buyer, uh, two "D"
00:15:04.360 --> 00:15:06.939
is decision criteria and decision process.
00:15:07.430 --> 00:15:07.610
Dmytro: Mm.
00:15:07.640 --> 00:15:10.160
Olha: Then, uh, sometimes
there is a "P" so it can be
00:15:10.160 --> 00:15:11.500
meant the MEDDPICC or MEDDICC.
00:15:11.630 --> 00:15:12.170
Mm-hmm.
00:15:12.470 --> 00:15:16.580
If there is a "P" that's a paper process
is actually part of the decision process.
00:15:16.640 --> 00:15:17.270
Um mm-hmm.
00:15:17.510 --> 00:15:20.625
"I" stand stands for
identified pain variations.
00:15:20.690 --> 00:15:25.380
Might be one "C" might mean, um, uh, one
"C" always actually means uh, champion,
00:15:25.469 --> 00:15:27.660
but double "C" champion and competition.
00:15:27.834 --> 00:15:28.255
Dmytro: Mm-hmm.
00:15:29.339 --> 00:15:29.369
Okay.
00:15:29.400 --> 00:15:31.859
Olha: Um, yeah, so that,
that, that, that's about that.
00:15:31.949 --> 00:15:32.670
Um.
00:15:33.324 --> 00:15:35.905
When we start working on On a lead.
00:15:35.905 --> 00:15:36.594
On any lead.
00:15:36.594 --> 00:15:38.635
So the first and lead is a person.
00:15:38.635 --> 00:15:38.814
Yeah.
00:15:38.814 --> 00:15:39.895
And champion the person.
00:15:39.895 --> 00:15:44.125
So the first actually qualification,
what we need to look into is that,
00:15:44.905 --> 00:15:49.885
is this person, is, this person
can be potentially my champion.
00:15:50.874 --> 00:15:52.344
Dmytro: And who is the champion?
00:15:52.344 --> 00:15:54.234
What, what, what is the
description of the champion?
00:15:54.984 --> 00:15:58.435
Olha: So champion is the person who
ac the simplest one is like, if you
00:15:58.435 --> 00:16:02.844
think about it, this is the person who
sells on your behalf in the company.
00:16:03.864 --> 00:16:04.015
Dmytro: Mm-hmm.
00:16:04.314 --> 00:16:09.624
So she, he, he or she is so interested
in, uh, and needs your product
00:16:09.624 --> 00:16:14.755
that, uh, they like help you to,
uh, promote it, uh, internally.
00:16:15.639 --> 00:16:17.619
Olha: And they, yeah, this is correct.
00:16:17.619 --> 00:16:20.409
And they actually have
authority to do this,
00:16:20.704 --> 00:16:21.054
Dmytro: Uhhuh.
00:16:21.524 --> 00:16:23.139
Okay, so, so this is important.
00:16:23.169 --> 00:16:23.614
This is important.
00:16:23.614 --> 00:16:24.159
Olha: This is important.
00:16:24.159 --> 00:16:24.279
Yeah.
00:16:24.334 --> 00:16:25.419
So this is important.
00:16:25.569 --> 00:16:25.659
Mm-hmm.
00:16:25.779 --> 00:16:31.689
Sometimes there might be some person who
really thinks that the solution or or
00:16:31.689 --> 00:16:33.879
service that's, that you are offering.
00:16:34.734 --> 00:16:36.055
It'll do good for a company.
00:16:36.265 --> 00:16:38.484
Let, let's not use, uh, word interest.
00:16:38.484 --> 00:16:38.694
Yeah.
00:16:38.699 --> 00:16:39.479
That, that's this mm-hmm.
00:16:39.714 --> 00:16:42.055
Solution will basically
satisfy their need.
00:16:42.055 --> 00:16:42.295
Yeah.
00:16:42.295 --> 00:16:43.074
Mm-hmm.
00:16:43.734 --> 00:16:49.374
Uh, but, and this person, he's or
she genuinely tries to help, but
00:16:49.374 --> 00:16:53.364
because this person has no authority,
basically no one listens to him or.
00:16:54.219 --> 00:16:56.919
Then it just, uh, it's a coach.
00:16:56.919 --> 00:16:57.069
Yeah.
00:16:57.099 --> 00:16:59.769
So this, these people,
they're still very useful.
00:16:59.949 --> 00:17:00.039
Mm-hmm.
00:17:00.279 --> 00:17:03.399
Because these people, they can tell
you, actually, they can tell you how
00:17:03.399 --> 00:17:07.960
companies making decision, what might
be, because they are not, uh, they
00:17:07.960 --> 00:17:12.009
cannot set the, the decision criteria,
but they might be able to tell you
00:17:12.009 --> 00:17:13.299
what are the decision criteria.
00:17:13.299 --> 00:17:13.389
Mm-hmm.
00:17:13.389 --> 00:17:13.540
They're
00:17:13.540 --> 00:17:14.464
Dmytro: like information source.
00:17:15.185 --> 00:17:16.505
Olha: They like information sources.
00:17:16.509 --> 00:17:16.800
Mm-hmm.
00:17:16.884 --> 00:17:23.284
They, you can, due to them, you can, um,
uncover some other letters in the metric.
00:17:23.284 --> 00:17:23.525
Yes.
00:17:23.525 --> 00:17:27.275
So sometime they will be able to
give you some information, basically
00:17:27.275 --> 00:17:28.445
how to do the business case.
00:17:28.474 --> 00:17:29.165
Mm-hmm.
00:17:29.404 --> 00:17:33.695
But they are not strong enough to promote,
to really promote you inside the company.
00:17:34.554 --> 00:17:38.905
So sometimes they're not strong enough
even to introduce you to someone,
00:17:38.935 --> 00:17:43.045
but they can tell you the name to
whom with whom you should meet.
00:17:43.554 --> 00:17:47.784
So again, we are starting like looking
and delete and let the person, so the
00:17:47.784 --> 00:17:52.105
first thing is actually to qualify if
this person can be a potential, uh.
00:17:52.174 --> 00:17:53.225
Potential champion.
00:17:53.225 --> 00:17:55.384
Yeah, no one is champion from the start.
00:17:56.225 --> 00:18:01.594
Um, we need to grow, we need to work
with the person to understand the, his,
00:18:01.594 --> 00:18:07.054
his power in the company, uh, own, uh,
pain or own need that this solution
00:18:07.085 --> 00:18:12.120
of service will satisfy and how this
person will be a, a really, uh, if this
00:18:12.125 --> 00:18:13.804
person will be really push us forward.
00:18:14.409 --> 00:18:16.989
So that's would be the, that
would be the, the, the first one.
00:18:17.290 --> 00:18:17.440
Dmytro: Mm-hmm.
00:18:18.100 --> 00:18:22.360
Olha: Um, the second one would be,
and again, sometime like there are
00:18:22.360 --> 00:18:24.440
discussions, like what's the first yeah?
00:18:24.610 --> 00:18:26.679
Like champion or, or, or pain.
00:18:27.159 --> 00:18:29.020
From my perspective, we
all come from people.
00:18:29.020 --> 00:18:33.250
So champion would, would be the first
year, because then if person contacts you
00:18:33.310 --> 00:18:38.440
or if he replied so she rep applies to the
message, then probably there is some pain
00:18:38.500 --> 00:18:40.570
that this company is trying to address.
00:18:41.110 --> 00:18:41.679
Dmytro: Mm-hmm.
00:18:41.830 --> 00:18:47.169
And, and moreover, even if I think that,
well, correct me if I'm wrong, it might
00:18:47.169 --> 00:18:53.649
be so that, uh, even if there is no pain
in the company right now, uh, for your
00:18:53.649 --> 00:18:58.419
product, but you have a champion, then
when this pain appears in the future,
00:18:58.419 --> 00:19:00.404
then this champion will come to you first.
00:19:02.020 --> 00:19:06.279
Olha: Yes, but honestly I don't believe
that there is no pain in the company.
00:19:06.279 --> 00:19:10.270
So if this person, if, if it's
just, yeah, it just the matter of
00:19:10.299 --> 00:19:14.199
is this, uh, pain, is it on already
on the company's conscious level?
00:19:14.589 --> 00:19:14.679
Mm-hmm.
00:19:14.919 --> 00:19:16.810
So are they really actively
trying to solve it?
00:19:17.500 --> 00:19:20.860
Or it's, uh, company's
bothered by something.
00:19:20.860 --> 00:19:21.070
Yeah.
00:19:21.070 --> 00:19:23.650
So there is actually a
need, so there is a pain.
00:19:23.650 --> 00:19:25.570
It just, it was never qualified.
00:19:25.570 --> 00:19:25.810
Yeah.
00:19:26.080 --> 00:19:26.199
Dmytro: Mm-hmm.
00:19:26.440 --> 00:19:28.210
Olha: It was never quantified as well.
00:19:28.210 --> 00:19:32.350
So that's why, again, jumping a little
bit, bit, uh, forward or maybe even
00:19:32.350 --> 00:19:35.679
to the, some, some other time, that's
why we need metrics because we need.
00:19:36.614 --> 00:19:38.685
Quantify, um, the pain.
00:19:39.435 --> 00:19:39.824
Dmytro: Mm-hmm.
00:19:39.830 --> 00:19:39.989
Mm-hmm.
00:19:40.074 --> 00:19:44.054
Olha: But yes, even if the, uh, but
yes, if you build the person, the,
00:19:44.054 --> 00:19:47.775
the champion, if you build a strong
connection, then this person will,
00:19:47.835 --> 00:19:50.924
uh, will come back to you because
they will know that, that, that
00:19:50.924 --> 00:19:52.214
something, something is going on.
00:19:52.489 --> 00:19:52.909
Dmytro: Mm-hmm.
00:19:53.489 --> 00:19:56.654
Olha: And, but you know, there
is a kind of like disadvantage to
00:19:56.654 --> 00:20:02.534
that because sometimes the people
approach other people just to learn.
00:20:02.540 --> 00:20:02.909
Mm-hmm.
00:20:02.989 --> 00:20:04.509
Just to gather some information.
00:20:06.205 --> 00:20:12.445
To, as you just mentioned, just when or if
something appear that they are prepared.
00:20:12.550 --> 00:20:12.969
Dmytro: Mm-hmm.
00:20:14.245 --> 00:20:17.340
So they, they can use you as
a teacher in, in fact, yes.
00:20:17.340 --> 00:20:17.620
Mm-hmm.
00:20:17.705 --> 00:20:18.114
Yes.
00:20:18.114 --> 00:20:19.614
So free, free, free teacher
00:20:19.705 --> 00:20:19.855
for
00:20:19.855 --> 00:20:20.395
Olha: free teacher.
00:20:20.395 --> 00:20:20.605
Yeah.
00:20:20.610 --> 00:20:21.219
So, mm-hmm.
00:20:21.304 --> 00:20:23.154
So you think you are working on a deal?
00:20:24.025 --> 00:20:25.375
Mm-hmm.
00:20:25.614 --> 00:20:28.614
But in fact it just, someone
is gathering information.
00:20:29.034 --> 00:20:29.335
Dmytro: Yeah.
00:20:29.335 --> 00:20:30.654
It may be also for.
00:20:31.054 --> 00:20:33.425
Uh, for example, they have, uh, tender.
00:20:33.485 --> 00:20:33.725
Yeah.
00:20:33.725 --> 00:20:38.795
And, uh, they need, uh, some additional
player to play on tender, but, uh,
00:20:38.824 --> 00:20:40.625
some, somebody else is already winning.
00:20:40.625 --> 00:20:46.054
So they just using you to, to be
this, um, uh, additional player.
00:20:46.054 --> 00:20:46.495
Olha: Player second offer.
00:20:46.495 --> 00:20:46.810
Yeah, yeah, yeah.
00:20:46.810 --> 00:20:49.685
Because they, they just, or second
thought or whatever offer, just like,
00:20:49.745 --> 00:20:53.795
just in case maybe, maybe they're not
using you, maybe they're genuinely
00:20:53.795 --> 00:20:57.635
interested to understand maybe there
is something else on the market that.
00:20:57.725 --> 00:20:59.135
Might fit better.
00:20:59.885 --> 00:21:06.065
But yeah, if, uh, in the bid,
if, um, I, I, uh, still, yeah.
00:21:06.065 --> 00:21:07.565
That, that's again this discussion.
00:21:07.565 --> 00:21:07.715
Yeah.
00:21:07.715 --> 00:21:10.955
If RF is out, should the
company apply or not?
00:21:11.495 --> 00:21:15.965
I still think that they should, but
they, they should actually go back
00:21:16.085 --> 00:21:18.034
and try to do the qualification.
00:21:18.034 --> 00:21:22.085
You try to really understand what's
the real pain, what company's
00:21:22.085 --> 00:21:24.905
trying to solve, what are the
decision criteria, so then there.
00:21:25.495 --> 00:21:29.429
RFP Answer, they will actually fit
to what the customer wants to see.
00:21:30.759 --> 00:21:33.219
Dmytro: This is, this is a really
good point, and, and, and I, I
00:21:33.219 --> 00:21:36.370
think that this is also the mistake
that people do when they sell.
00:21:36.699 --> 00:21:40.989
Uh, they are so glad that they've got
this, uh, request for a proposal and that,
00:21:40.989 --> 00:21:45.670
that they're rushing to apply for that,
uh, answering the questions of the client.
00:21:46.000 --> 00:21:46.029
Uh.
00:21:46.205 --> 00:21:51.304
Uh, in some, uh, in most cases is
not correct, so you, you need to go
00:21:51.364 --> 00:21:58.505
to the client again or first time
before sending the RFP and maybe, uh,
00:21:58.534 --> 00:22:02.404
you can even influence the client so
that they will change the questions.
00:22:02.735 --> 00:22:03.395
Olha: That's a, yeah.
00:22:03.395 --> 00:22:03.475
In,
00:22:03.495 --> 00:22:04.275
Dmytro: in this rfp,
00:22:04.509 --> 00:22:05.500
Olha: there is a possibility.
00:22:05.500 --> 00:22:05.620
Yes.
00:22:05.620 --> 00:22:05.710
Mm-hmm.
00:22:05.710 --> 00:22:06.340
So, yeah, of course.
00:22:06.639 --> 00:22:07.630
I, I totally agree.
00:22:07.630 --> 00:22:13.420
Just like answering the RFP, um, it,
it just time consuming and the, if you
00:22:13.420 --> 00:22:17.469
think, if you think about the time it
takes to answer and the probability
00:22:17.469 --> 00:22:18.795
to win, it, it, it's, it, it.
00:22:19.284 --> 00:22:21.025
It honestly, it doesn't force it.
00:22:21.025 --> 00:22:21.295
Yeah.
00:22:21.295 --> 00:22:21.745
Dmytro: Mm-hmm.
00:22:22.045 --> 00:22:22.134
Mm-hmm.
00:22:22.375 --> 00:22:22.525
It's
00:22:22.525 --> 00:22:27.114
Olha: like really low probability that
someone who just like got the invitation
00:22:27.114 --> 00:22:31.105
for RFP will want it, will win it without
understanding what's actually going on.
00:22:31.105 --> 00:22:31.284
Yeah.
00:22:31.284 --> 00:22:34.105
So, uh, the situations are different.
00:22:34.105 --> 00:22:37.465
If public, uh, company
issued RFP, then it's.
00:22:38.570 --> 00:22:41.060
It's tricky to try to connect with
them, but it's still possible.
00:22:41.060 --> 00:22:41.239
Yeah.
00:22:41.239 --> 00:22:44.270
There is still will be process
with questions and answers.
00:22:44.270 --> 00:22:44.389
Yeah.
00:22:44.389 --> 00:22:48.860
At least to ask some que qualification
and clarification questions, which
00:22:49.190 --> 00:22:52.670
might even stimulate some thinking
process on the customer side.
00:22:52.670 --> 00:22:52.880
Yeah.
00:22:52.940 --> 00:22:54.860
Isn't this really what, what they need?
00:22:55.340 --> 00:22:55.429
Dmytro: Mm-hmm.
00:22:55.670 --> 00:22:55.850
But
00:22:55.850 --> 00:22:58.159
Olha: even if they still
know what they need.
00:22:58.159 --> 00:22:58.370
Yeah.
00:22:58.370 --> 00:23:03.230
Then again, then you can prepare your
offer better and they, they, it's
00:23:03.230 --> 00:23:05.000
like just increasing cha chances.
00:23:05.944 --> 00:23:06.304
Dmytro: Yeah.
00:23:06.364 --> 00:23:06.514
Yeah.
00:23:06.514 --> 00:23:08.884
Even in formulation of,
uh, the same answer.
00:23:08.884 --> 00:23:09.125
Yes.
00:23:09.485 --> 00:23:13.384
Even using, uh, correct words that,
uh, the client will understand.
00:23:14.014 --> 00:23:14.585
Olha: Oh, exactly.
00:23:14.585 --> 00:23:18.125
And especially like, look, just don't
forget that we are all in AI error.
00:23:18.545 --> 00:23:18.634
Mm-hmm.
00:23:18.875 --> 00:23:23.884
So I could actually, I could easily
imagine that's, uh, if it's multiple
00:23:23.884 --> 00:23:28.534
RFP response, so that some might
want to use AI just to check if it's
00:23:28.534 --> 00:23:31.295
something that fits their A RP, right?
00:23:31.299 --> 00:23:31.650
Mm-hmm.
00:23:31.790 --> 00:23:33.610
And then it's all matter, all this, uh.
00:23:34.029 --> 00:23:34.149
Words.
00:23:34.725 --> 00:23:35.199
Yeah, yeah,
00:23:35.770 --> 00:23:36.069
Dmytro: yeah.
00:23:36.730 --> 00:23:39.580
How they will, what, what,
what are the, the key words?
00:23:39.580 --> 00:23:41.859
They, uh, they were, they will look for?
00:23:41.859 --> 00:23:42.100
Yeah.
00:23:43.359 --> 00:23:43.719
Okay.
00:23:43.779 --> 00:23:44.049
Yeah.
00:23:44.049 --> 00:23:47.469
So the, we, we have stopped
on at pain identification.
00:23:47.469 --> 00:23:47.649
Yes.
00:23:47.649 --> 00:23:47.889
Pain
00:23:47.889 --> 00:23:48.370
Olha: identification.
00:23:48.370 --> 00:23:48.460
Mm-hmm.
00:23:48.460 --> 00:23:48.520
Yeah.
00:23:48.549 --> 00:23:52.134
So basically when, when we look on the
lead, so we starting to see if this
00:23:52.134 --> 00:23:56.469
person has some, uh, can be champions
or has some, uh, some authority.
00:23:56.469 --> 00:23:57.310
And what's the pain?
00:23:57.400 --> 00:24:01.870
And, uh, pain is something that
we really need to stop and to dig
00:24:01.929 --> 00:24:03.580
deeper, deeper, deeper, and deeper.
00:24:03.639 --> 00:24:07.840
Again, looking into the pain, it's,
uh, I will use pain, like real pain.
00:24:07.840 --> 00:24:07.989
Yeah.
00:24:07.989 --> 00:24:11.920
Because sometimes the customer says, oh,
you know what we need, I, I, I'm come
00:24:11.920 --> 00:24:15.340
from it, so I will use some, some it
example they need, oh, you know what?
00:24:15.909 --> 00:24:16.929
We need extra storage.
00:24:18.295 --> 00:24:18.594
Just
00:24:18.594 --> 00:24:23.725
give us the proposal for whatever the,
the capacity and then some specifications.
00:24:23.725 --> 00:24:27.715
So the correct question is like, go
guys, why do you need the extra storage?
00:24:27.924 --> 00:24:29.335
What type of data will be there?
00:24:29.335 --> 00:24:30.804
What, what you're trying to achieve.
00:24:31.315 --> 00:24:31.404
Mm-hmm.
00:24:31.404 --> 00:24:32.125
So what, what are they?
00:24:32.395 --> 00:24:34.795
Do they need the they to store compliance?
00:24:35.279 --> 00:24:37.409
Are they launching UAT systems?
00:24:37.560 --> 00:24:41.670
And then you can actually shape, you
can even propose some, maybe some
00:24:41.670 --> 00:24:44.909
other type of the storage, not, not
the one that they originally requested.
00:24:45.480 --> 00:24:49.650
Or you can say like, okay, look guys,
actually if you need the storage for
00:24:49.650 --> 00:24:53.940
this specific case, maybe let's look
with you, with you to move into cloud.
00:24:53.940 --> 00:24:54.120
Yeah.
00:24:54.120 --> 00:24:58.500
Or maybe let's, um, maybe
let's use something else.
00:24:59.529 --> 00:25:03.279
Dmytro: I have quick, uh, example
that I had in my product, maybe
00:25:03.940 --> 00:25:07.000
a bit more clear for non-IT guys.
00:25:07.179 --> 00:25:12.880
Just recently I've got the request to
make the, um, training in sales, uh,
00:25:12.909 --> 00:25:15.100
and in negotiations, corporate training.
00:25:15.489 --> 00:25:17.199
And then of course I asked why.
00:25:17.270 --> 00:25:18.259
So why do you need it?
00:25:19.549 --> 00:25:23.839
And, and then we, um, started
to dig deeper and understanding
00:25:23.839 --> 00:25:25.069
the whole sales cycle.
00:25:25.069 --> 00:25:27.889
Uh, who is the client,
uh, and what do they sell?
00:25:27.889 --> 00:25:30.049
What is the product, what
is the value proposition?
00:25:30.440 --> 00:25:34.400
And then how do they do it, how
they, uh, generate leads, et cetera.
00:25:34.759 --> 00:25:41.029
And it appeared that the problem is not
that the salespeople are bad in sales
00:25:41.029 --> 00:25:43.835
or negotiations, but in, uh, the um.
00:25:44.415 --> 00:25:45.225
Product itself.
00:25:45.225 --> 00:25:50.054
So the product does not meet, uh,
the, uh, uh, request of their clients.
00:25:50.384 --> 00:25:54.194
And, and at the end I said that
you don't need the training for
00:25:54.194 --> 00:25:58.995
negotiations for your salespeople,
which was kind of a bad for me.
00:25:58.995 --> 00:26:01.065
So I did not sell the, the training.
00:26:01.364 --> 00:26:05.234
But on the other hand, I, I did not
sell the training that would not.
00:26:05.574 --> 00:26:07.315
Uh, solve the problem.
00:26:07.315 --> 00:26:07.465
Yeah.
00:26:07.465 --> 00:26:10.435
So that's, um, another stuff.
00:26:10.465 --> 00:26:10.764
Yes.
00:26:10.855 --> 00:26:14.844
I do not lose the time for this
client because they actually
00:26:14.844 --> 00:26:15.955
do not need my product.
00:26:16.735 --> 00:26:17.365
Olha: Exactly.
00:26:17.365 --> 00:26:18.205
And you know what?
00:26:18.205 --> 00:26:22.435
You didn't, it's not that it's turned out,
but for you, you, you would never, ever
00:26:22.435 --> 00:26:24.865
solve it because at some point they will.
00:26:25.074 --> 00:26:25.824
So Exactly.
00:26:25.824 --> 00:26:29.395
So they come to you like saying, we
need a training for the salespeople.
00:26:29.685 --> 00:26:33.404
So if it wasn't you, but someone
else, so the person would what,
00:26:33.404 --> 00:26:34.755
like make an offer, right?
00:26:34.935 --> 00:26:35.085
Dmytro: Mm-hmm.
00:26:36.105 --> 00:26:39.344
Olha: And, and then the offer will
go to the company and it'll sit on
00:26:39.344 --> 00:26:41.895
someone's table for, for days, for weeks.
00:26:42.404 --> 00:26:46.725
Because be because they actually,
subconsciously they know that they
00:26:46.725 --> 00:26:48.074
don't need the sales training.
00:26:48.074 --> 00:26:50.384
They know that the issue
is somewhere different.
00:26:50.384 --> 00:26:52.485
So they know that it'll
not solve the issue.
00:26:53.025 --> 00:26:53.085
Yeah.
00:26:53.085 --> 00:26:58.634
And when the product, service, or whatever
doesn't solve the issue, it's always what?
00:26:59.275 --> 00:27:00.654
Too expensive, right?
00:27:01.315 --> 00:27:03.235
Because we say the
things are too expensive.
00:27:03.235 --> 00:27:04.975
Only when we don't see the value.
00:27:04.975 --> 00:27:11.304
So when the, they actually, the
inconveniences of on, on our side, on the
00:27:11.304 --> 00:27:17.455
customer side, they actually less than the
price that they need to pay to sell them.
00:27:18.279 --> 00:27:18.730
Dmytro: Exactly.
00:27:19.149 --> 00:27:19.509
Exactly.
00:27:19.509 --> 00:27:21.129
Olha: So that's another
actually good point.
00:27:21.129 --> 00:27:25.480
Speaking, uh, speaking about the pain
and identifying for pain to understand
00:27:25.480 --> 00:27:29.469
actually how, um, how big is the pain?
00:27:29.469 --> 00:27:29.770
Yeah.
00:27:30.129 --> 00:27:30.310
Dmytro: Mm-hmm.
00:27:31.089 --> 00:27:34.389
Olha: Are they really suffering
or it just good to have?
00:27:34.389 --> 00:27:34.629
Yeah.
00:27:34.839 --> 00:27:37.389
So it, no, you didn't
actually lose the deal.
00:27:37.389 --> 00:27:38.679
The deal was never there.
00:27:39.264 --> 00:27:39.655
Dmytro: Exactly.
00:27:39.655 --> 00:27:39.745
It
00:27:39.745 --> 00:27:41.275
Olha: was the perception
the deal was there.
00:27:41.275 --> 00:27:41.304
Uh,
00:27:41.605 --> 00:27:44.485
Dmytro: by the way, so when
do you ask for the budget?
00:27:44.725 --> 00:27:46.585
Olha: Uh, that's a,
that's, that's a question.
00:27:46.585 --> 00:27:47.304
That's a good question.
00:27:47.304 --> 00:27:48.925
It, it depends to be honest.
00:27:49.014 --> 00:27:52.975
Um, for me, what's actually
the most important is to
00:27:52.975 --> 00:27:54.355
really qualify paying first.
00:27:55.915 --> 00:28:00.205
Qualify and quantify to see
actually what are their financial
00:28:00.205 --> 00:28:02.875
implications on the current pain.
00:28:03.505 --> 00:28:03.594
Dmytro: Mm-hmm.
00:28:03.864 --> 00:28:07.795
Olha: Because then it's actually,
it's, uh, simultaneously just
00:28:07.795 --> 00:28:09.565
justify the, uh, the price.
00:28:09.654 --> 00:28:17.395
And if the pain is strong enough, if
it, um, actually cost company like
00:28:17.395 --> 00:28:21.895
a feasible amount of money, then
they, they can allocate extra budget.
00:28:23.109 --> 00:28:24.835
Dmytro: You will not having
the one, uh, in place,
00:28:24.835 --> 00:28:28.270
Olha: even not, not having the
one, um, coming back to leads.
00:28:28.270 --> 00:28:28.420
Yeah.
00:28:28.420 --> 00:28:34.870
If the lead description says this company
is looking to do this project, uh, with
00:28:34.870 --> 00:28:38.020
a, some, like 3, 4, 6 months in this case.
00:28:38.020 --> 00:28:38.199
Yeah.
00:28:38.199 --> 00:28:41.290
It'll not hurt to say, okay guys,
if you're planning on this project.
00:28:41.350 --> 00:28:41.649
Yeah.
00:28:41.859 --> 00:28:44.920
Like, do you have, um, any
budget allocated to this?
00:28:44.920 --> 00:28:45.129
Yeah.
00:28:45.129 --> 00:28:48.670
And if you don't mind, maybe
you can share the, the budget.
00:28:49.899 --> 00:28:51.549
And again, here it's, um.
00:28:52.074 --> 00:28:54.655
The, there might be like several options.
00:28:54.655 --> 00:28:54.775
Yeah.
00:28:54.775 --> 00:28:57.415
For instance, they might say,
yeah, you know what, we actually
00:28:57.715 --> 00:29:00.775
looking to do this project and
we have allocated 20 k. Mm-hmm.
00:29:01.525 --> 00:29:04.614
And your project is
like 200, 200 K. Mm-hmm.
00:29:04.915 --> 00:29:05.574
At, at, at, at minimum.
00:29:05.574 --> 00:29:05.844
Yeah.
00:29:07.465 --> 00:29:13.074
I wouldn't, uh, honestly, I, I
wouldn't, um, bother them again because
00:29:13.405 --> 00:29:18.090
something which they al like they
already have a price tag in their mind.
00:29:19.915 --> 00:29:22.495
Dmytro: So every everything,
uh, uh, 10 times bigger would
00:29:22.495 --> 00:29:23.784
be, uh, impossible for them.
00:29:23.784 --> 00:29:23.935
Yeah.
00:29:23.935 --> 00:29:24.955
To, to, to accept.
00:29:24.955 --> 00:29:25.404
Olha: Exactly.
00:29:25.404 --> 00:29:30.145
If it's, uh, like a few times bigger,
then yes, then we can come back, uh,
00:29:30.205 --> 00:29:33.324
find pain, uh, to create a business pain.
00:29:33.955 --> 00:29:37.975
But yeah, again, um, the budget, and
that's why I not always add this, this
00:29:37.975 --> 00:29:40.134
upfront, be just not to be discouraged.
00:29:40.165 --> 00:29:40.254
Mm-hmm.
00:29:40.495 --> 00:29:44.484
But this is important question,
um, because again, so for
00:29:44.484 --> 00:29:45.339
not to, not to waste time.
00:29:46.630 --> 00:29:46.810
Okay.
00:29:46.810 --> 00:29:48.340
It might be structured differently.
00:29:48.370 --> 00:29:51.610
Like when you identify the pain, you
can actually ask, okay, so do you
00:29:51.909 --> 00:29:56.560
actually, is it, is it big enough for
a company so you can actually, uh,
00:29:56.560 --> 00:29:57.909
are you actually ready to solve it?
00:29:57.909 --> 00:29:57.969
Yeah.
00:29:58.150 --> 00:29:58.239
Mm-hmm.
00:29:58.480 --> 00:30:01.360
That's one of the, I
think in our, uh, sales.
00:30:01.420 --> 00:30:01.600
Yeah.
00:30:01.600 --> 00:30:02.665
We have this question in ourselves.
00:30:03.304 --> 00:30:04.205
Uh, methodology.
00:30:04.324 --> 00:30:06.424
Is it actually, are you the, a customer?
00:30:06.424 --> 00:30:08.255
Are you actually ready to solve this pain?
00:30:08.525 --> 00:30:08.735
Dmytro: Mm-hmm.
00:30:09.125 --> 00:30:11.554
Olha: But again, it matters
whom to ask this question.
00:30:11.554 --> 00:30:14.165
So to ask the question, and
we are now looking on the
00:30:14.225 --> 00:30:16.145
letter "E" economical buyer.
00:30:16.444 --> 00:30:19.355
That's person who actually can, um.
00:30:19.764 --> 00:30:24.324
Use who has like, um, funds at
his discretion or discretion.
00:30:24.324 --> 00:30:27.774
So who can actually say, yes,
we, yeah, this is the pain.
00:30:27.955 --> 00:30:28.044
Mm-hmm.
00:30:28.284 --> 00:30:30.774
Yes, I will find money to solve it.
00:30:31.645 --> 00:30:34.464
Dmytro: Can it be that the champion
and economic buyer is one person?
00:30:34.900 --> 00:30:37.389
Olha: Oh, the, they should
be, uh, the thing is that the
00:30:37.389 --> 00:30:38.770
champion is not a one person.
00:30:39.129 --> 00:30:42.129
You build the net then the
champ, the champion's network.
00:30:42.129 --> 00:30:42.460
Yeah.
00:30:42.685 --> 00:30:46.960
Uhhuh, uh, if the champion is one
person, you is at risk as well because
00:30:46.960 --> 00:30:50.440
people are people, someone is working
for the company, doing their best
00:30:50.440 --> 00:30:52.719
to solve this issues, um, whatever.
00:30:53.020 --> 00:30:56.379
And then that, uh, like contra
offer come, come and person leaves.
00:30:56.379 --> 00:30:56.620
Yeah.
00:30:56.679 --> 00:30:57.154
And that's, hmm.
00:30:57.819 --> 00:31:04.089
That's, and we had the situation in the
past when, and it all looked amazing.
00:31:04.089 --> 00:31:04.239
Yeah.
00:31:04.239 --> 00:31:08.109
So there was a champion, we identified
that the processes, like everything was,
00:31:08.109 --> 00:31:12.819
was in place, but salesperson didn't
work with anyone else in, in the company.
00:31:12.879 --> 00:31:13.150
Yeah.
00:31:13.359 --> 00:31:13.509
Mm-hmm.
00:31:13.750 --> 00:31:13.839
And
00:31:13.839 --> 00:31:15.009
this, this person leaves.
00:31:15.310 --> 00:31:19.659
Even, even though we had a confirmation
from economical buyer that they
00:31:19.659 --> 00:31:23.799
needed the person who was driving the
project left and the economical buyer,
00:31:23.799 --> 00:31:25.419
like, yeah, but who will do it now?
00:31:25.480 --> 00:31:26.169
Yeah, that's, yeah.
00:31:26.169 --> 00:31:27.399
The, the pain is still there.
00:31:27.460 --> 00:31:27.549
Mm-hmm.
00:31:27.790 --> 00:31:30.520
But now we need to implement
some organizational changes
00:31:31.270 --> 00:31:31.359
mm-hmm.
00:31:31.600 --> 00:31:31.659
To
00:31:31.659 --> 00:31:32.529
understand like, who will.
00:31:33.520 --> 00:31:36.879
And again, pain might be, can
be solved by different ways.
00:31:36.909 --> 00:31:37.270
Yeah.
00:31:37.540 --> 00:31:38.049
Dmytro: Mm-hmm.
00:31:38.290 --> 00:31:38.299
Mm-hmm.
00:31:38.319 --> 00:31:42.370
Olha: So this project was , this
personal driving, uh, um, uh,
00:31:42.370 --> 00:31:43.899
us here to solve the pain.
00:31:44.290 --> 00:31:48.370
Then the new person comes, if he failed
to build him, like really because
00:31:48.370 --> 00:31:53.795
the champion, he might come with
his own idea how to solve the issue.
00:31:54.615 --> 00:31:58.455
And with his own people who championed
him on this previous workplace.
00:31:58.455 --> 00:31:58.635
Yeah.
00:31:58.635 --> 00:31:59.445
That, that's what you say.
00:31:59.445 --> 00:31:59.835
That's, yeah.
00:31:59.835 --> 00:32:03.525
That's if you do good job, uh,
connecting the person and building
00:32:03.525 --> 00:32:07.875
the champion, then they will call you
even when the opportunity appears.
00:32:08.725 --> 00:32:12.054
Dmytro: Okay, so, so this, this
letters, uh, what, what, what we
00:32:12.054 --> 00:32:16.645
had, uh, we had, uh, champion, we
had, um, "I" for identify pain.
00:32:16.944 --> 00:32:22.324
Then we had metrics to understand,
uh, uh, what is the quantifiable
00:32:22.324 --> 00:32:23.484
, uh, things in this pain.
00:32:23.904 --> 00:32:27.054
Uh, then we had, uh, economical
buyer who pays for that.
00:32:27.444 --> 00:32:28.705
Um, all all that stuff.
00:32:28.734 --> 00:32:32.904
Is it enough to understand
whether the lead is, uh, worse,
00:32:32.935 --> 00:32:34.435
uh, going further or not?
00:32:35.080 --> 00:32:37.089
Olha: Oh, for lead,
there's too much already.
00:32:37.089 --> 00:32:43.690
So on the lead stage or when it's a lead,
that's, uh, again, if what we need to
00:32:43.690 --> 00:32:45.819
understand, uh, the role of the person.
00:32:45.819 --> 00:32:48.969
So if he can be potential
champion and his interest.
00:32:49.239 --> 00:32:49.389
Mm-hmm.
00:32:49.779 --> 00:32:50.139
Okay.
00:32:50.139 --> 00:32:54.339
That's basically if he has the,
some, some need and, uh, get
00:32:54.339 --> 00:32:56.080
the idea of the, of the pain.
00:32:56.080 --> 00:33:00.009
So if you have a champion and if you
have the pain, then we can move lead.
00:33:00.520 --> 00:33:02.500
To the next and next stages.
00:33:02.949 --> 00:33:03.069
Dmytro: Mm-hmm.
00:33:03.310 --> 00:33:05.859
Olha: Basically, economical
buyer, it appears on the further
00:33:05.859 --> 00:33:07.239
stages of the sales process.
00:33:07.239 --> 00:33:07.509
Yeah.
00:33:07.629 --> 00:33:07.719
Dmytro: Mm-hmm.
00:33:08.770 --> 00:33:12.040
Olha: Uh, metrics and pain
quantification, it all appears later.
00:33:12.040 --> 00:33:16.900
So on the lead level, it's lead leading
champion because it's highly unlikely.
00:33:17.139 --> 00:33:20.379
That's economical buyer will be
your lead generated by marketing.
00:33:20.379 --> 00:33:20.469
Mm-hmm.
00:33:20.710 --> 00:33:22.239
Or by anyone else , highly unlikely.
00:33:22.335 --> 00:33:25.239
Dmytro: And then I, uh, so the,
the pain identified, uh, champion
00:33:25.239 --> 00:33:27.915
identified, and then we can
say that the lead is qualified.
00:33:28.529 --> 00:33:28.920
Yes.
00:33:28.920 --> 00:33:28.929
Yeah.
00:33:28.929 --> 00:33:32.219
And we can, um, invest more
time, uh, to develop that.
00:33:32.279 --> 00:33:32.639
Olha: Yes.
00:33:32.639 --> 00:33:36.179
And then we can say that this is a
qualified, uh, this is already like
00:33:36.179 --> 00:33:37.440
this is a qualified opportunity.
00:33:37.440 --> 00:33:37.649
Yes.
00:33:37.649 --> 00:33:38.375
So then mm-hmm.
00:33:38.460 --> 00:33:39.089
We work with the lead.
00:33:39.089 --> 00:33:40.529
It's now a qualified opportunity.
00:33:40.980 --> 00:33:43.679
Let's look and let's work
from the opportunity.
00:33:43.685 --> 00:33:49.889
Like let's look on this opportunity
from the sales process and apply
00:33:49.889 --> 00:33:51.359
sales process to understand.
00:33:51.359 --> 00:33:54.060
So what's, okay, so the first
would be then qualification.
00:33:54.060 --> 00:33:54.299
Yeah.
00:33:54.330 --> 00:33:55.920
So then we do what like.
00:33:56.005 --> 00:33:58.165
Then we qualifying
already, like opportunity.
00:33:58.764 --> 00:34:00.445
Then we're starting to, to the pain.
00:34:00.985 --> 00:34:02.395
We're starting to get an idea.
00:34:02.395 --> 00:34:04.304
What are the decision criterias?
00:34:04.764 --> 00:34:08.245
Um, can we impact them,
who we need to impact them?
00:34:08.245 --> 00:34:11.365
And then basically moving it to,
to like proposal and later, later,
00:34:11.365 --> 00:34:13.795
later, later, like up to the closing,
00:34:14.125 --> 00:34:19.285
Dmytro: it looks like, uh, we have
more to talk about that, uh, to, uh,
00:34:19.285 --> 00:34:24.450
understand how to move the lead after
the qualification to the closure.
00:34:24.600 --> 00:34:25.930
Uh, thank you Olha.
00:34:25.950 --> 00:34:28.530
This, this was really
interesting conversation and
00:34:28.530 --> 00:34:30.240
I enjoyed that, uh, a lot.
00:34:30.720 --> 00:34:36.510
Uh, and I hope that, uh, I will see
you again, uh, in the show and we
00:34:36.510 --> 00:34:42.150
can talk further about, uh, complex
sales in complex, uh, clients.
00:34:42.720 --> 00:34:43.260
Olha: Absolutely.
00:34:43.409 --> 00:34:44.310
Thank you for having me.
00:34:44.310 --> 00:34:46.800
Yeah, and looking forward
to the next episode.
00:34:47.370 --> 00:34:50.400
Dmytro: Special thanks to all
listeners who made it so far.
00:34:50.699 --> 00:34:53.639
And if you'd like this episode
and you would like to get more
00:34:53.639 --> 00:34:57.540
insights on international expansion,
please subscribe to the podcast so
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