Want the transcript? Download it here.
In this podcast, Sam had the chance to talk with David Masover of the Driving B2B Sales Revenue Podcast. Below is a quick overview of the conversation. We hope you enjoy it as much as we did!
Here are some of the topic and questions we discussed and and answered in the podcast:
- When you are selling anything with any complexity whatsoever, there’s a lot to do as you work through the prospecting and sales process with your prospects.
- Wouldn’t it be great if you could put some of that on autopilot so that you can concentrate on the parts that you can’t?
- Great idea, but what? And how? And what might go wrong? And how can I be sure that it doesn’t?
TRANSCRIPT:
David Masover: Hi, I’m David Masover. Welcome to the Driving B2B Sales Revenue Podcast, where I’ll be interviewing senior sales leaders, sales experts, and sales service providers about what else, what it takes to drive B2B sales revenue. So thanks for being here. Let’s get started.
Hi, welcome to the Driving B2B Sales Revenue Podcast. I’m your host David Masover today, we have got a great guest. We’re talking to Sam Ovett, co-founder of Mobile Pocket Office, Sam. Welcome to the podcast.
Sam Ovett: I’m excited to be here. Thanks for having me.
David Masover: Uh, we’re excited to have you. This is going to be a great conversation.
Now we always start out with our traditional opening questions. So Sam, what is the single best piece of sales advice you’ve ever received?
Sam Ovett: Follow up always continuously for a long time.
David Masover: Love it. Short. Sweet. And to the point, beautiful. Is there a backstory or is it just like, boom, I’ve got a two word answer and that’s all we’re going to do,
Sam Ovett: You know, I think that’s it.
You hit me with this question in advanced sides too. Fill it down so that part’s a little bit unfair, but you know, I was spoiled growing up. My dad has always considered himself someone who’s really a sales person. Is that always entrepreneurial ventures and things, but sales person first. And now we run this company together.
So the bottom line, I think that I’ve taken away over all those years is that good salespeople follow up for, you know, they follow up continuously how you do that. I think we’re going to get into a little bit of how that part works, but that’s what makes the difference. Love it.
David Masover: I absolutely agree.
Sam Ovett: Take everything else away. If you have prospects, that’s what makes it okay. Yup. I should say, if you have prospects and something to sell, that’s what makes a difference. Right?
David Masover: Right. And then, you know, if, if we had a several hour long podcast, we could probably extend that bullet point list out ad infinitum. But if you’ve got to distill it down, that’s a pretty short list.
Yep. So that’s a great piece of concise, good sales advice. Well, what’s some of the worst sales advice you ever received.
Sam Ovett: All sales are good sales.
David Masover: Ah, no, please elaborate on that.
Sam Ovett: Not all sales are good sales because not all customers are good customers. If you’re in business long enough, I think anybody’s going to experience that at some point. And hopefully you learn that lesson quick and you go, what does that look like? Smell like and sounded like, because a good deal needs to be a good deal for everybody to be good sales. And if it’s not eventually it’ll just backfire or it’ll backfire right away. And it’s just like, Either. You’re not happy with it or the client’s not happy with it.
I mean, that’s resulted in my experience. We thankfully don’t deal with it often at all. But occasionally once in a very blue moon fire clients give all their money back. And the biggest, I think the biggest one we’ve given back 20 grand, so many were midway through. Said, you know, you’re not fun to work with your route.
This isn’t working, keep the stuff we built, take your money back, get out of here. They came back running faster than anybody I’ve ever seen. They were the nicest ever after that, but people don’t change that fast. Keep that in mind, they may change for a minute, but they don’t change that fast. So, so we didn’t, we didn’t reengage.
David Masover: I think there’s something really empowering. I remember distinctly early in my sales career, making a conscious decision that I didn’t want to work with a particular client anymore. And being deliberate and proactive about having that conversation and just cleaning up the mess and moving on. I think that’s, that’s very empowering because it’s like an expression of your own value and, and your own importance.
And I think many salespeople, they, they take on this, this sense of subservience that really doesn’t serve anybody
Sam Ovett: and people give away their power all the time. You know, they give away their power. And as someone who sells something, you, you, if you have prospects and you are have sales close, you have a lot of power.
You can go get another customer. They can’t necessarily get another solution always. And so sometimes again, depends on the market, but I think the bottom line is like, if, if you give away the power and let someone control you, because you’re beholden to the money of the sale, you don’t have to be. And it’s kind of counter-cultural to.
Typical sales culture, you know, sell whatever you can all the time, but it makes a difference in your life. Like, man boy, get rid of a unhappy customer, makes a whole lot of space for some really good customers,
David Masover: you know, for the worst sales advice you ever received that turned out to be a pretty good piece of advice you offered our listeners.
So thanks, man. That was great.
Sam Ovett: Yeah. Yeah. So it’s kind of a flip on that, but I, but I’d say, you know, do not hesitate to give somebody their money back. If you do it, do it. You know, make sure that experience is not one filled with frustration and anger, try and just be professional, give back. And if you can, it doesn’t take too much extra time and energy.
Just put them in a place where they can operate from if you’ve, if you’ve changed stuff in their business, depends on what you’re selling. But if you’ve changed stuff in their business, just put them in a place where they can do businesses. Normally, even if they didn’t get the great changes they were hoping for, if they didn’t make it that far, and this is kind of from a B2B perspective, but at that point, Just say thank you. So I can work here. It is. It’s not about being a jerk. It’s just about that. That will backfire. That kind of just makes it a worse situation because then you got a reputation that runs around with you, you know, but if someone says why they gave him money back and I can’t really talk bad about them because they still left me better than I was, you know?
And they didn’t leave me in shambles. It’s pretty good. You know, that the people aren’t gonna complain to them. As good stuff saying, normally people come, right. They’ll just come bagging bag, they’ll say, all right, but you gotta be careful with that. And I would say my, if it was bad enough to get to that point, be hesitant to, re-engage like really, really hesitant, go get another cup of customers first before you reengage.
David Masover: My business partner and I actually just walked away from a contract this morning. It was one of these things where. The negotiation process itself was just way longer than it needed to be. And we felt like we learned a lot about the person we were working with as we worked through this process. And when we got the email that said, all right, man, this just isn’t gonna work.
You know, we’re like, oh, we were so relieved. We were so relieved. There’s some you just don’t want to work with.
Sam Ovett: That’s right. And if you feel that way, don’t be hesitant to send that email first. Cause that’s pretty. That feels pretty good. And then sometimes that’ll close the deal, funnily enough, but oftentimes, yeah, it’s just like the energy. You don’t need it in your life. There’s a whole, I don’t know, 7 billion people in the world. Somebody’s got a problem you can solve.
David Masover: Sounds like great advice to me. Hey, so Sam, you and I had a conversation prior to recording this podcast and we decided to focus on a topic. It’s another one of those words that you hear about all the time gets thrown around a lot, but often people don’t dig deep enough into it.
It’s really kind of the center of your world. So I wanted to dig deep with you today on that word. And that’s automated. And your company, Mobile Pocket Office is all about automation among other things. It really focuses on automation.
Sam Ovett: A hundred percent. That’s the core.
David Masover: So if you could give us just a little bit of background about Mobile Pocket Office to give us some context for the episode, that’d be a great way to start.
Sam Ovett: Yeah. So I’ll give you some background a little bit. Non-traditional background. Maybe, uh, just a traditional business trajectory of myself. And I think that’s a little bit interesting, but I’m biased, you know,
David Masover: You’re allowed.
Sam Ovett: Yeah. So I came years ago now, but I’m still pretty young. And so, uh, you know, went to college for environmental science. And then after college was at, had been paddling a bunch of whitewater kayaking and started guiding and, uh, started paddling for brands in a, in a what you’d call professional sense. So it was kind of accommodating. Professional athlete and professional guide, which is fairly common to see. And I was traveling, uh, Guinea CDs, really cool rivers.
And what I took away from that obviously was there’s a couple of things, risk and judgment that can be applied to business. You know, we’re dealing with life-threatening situations, truly people can drown, it happens. And so you’re making decisions on people’s lives. Not much different with business. If you, if you apply.
Over and take those lessons with you. And then the other side of it is as an athlete, what you really are as part of the marketing. So if you think about, I mean, everybody’s heard of like red bull athletes, you know, you’ve seen the crazy thing that people do. What is that for them? That’s marketing. Yes. They’re incredibly athletic. But at the end of the day, like they’re doing a lot of media generation and involved in promoting a brand. And so what I found was I was pretty involved in setting up automation. In the world of marketing for myself because I had to be doing something different and I had to be on the water.
I can’t post stuff from the water very easily. So if I was making media or sharing it and meeting those obligations, I had to find a way to make it doable while I was gone for a while. So I was using automation tools and that is one of the things that really led me to see these gaps in these, in these markets.
And so that was the one that really noticed it. And of course for me, I grew up around. My dad and my mom and they’re both professionals and what they do working professionals. And, and my dad has always been an entrepreneur. So looking at things through the lens of business was just what I had always done. It was like the way we were raised. So fortunate in that way, then I decided at a certain point that I wanted to do something different than this guiding and professional athlete thing. I wanted to make a transit. And I realized the power of automation for whatever reason. It just really was clear in my mind.
And when I felt like we were talking about it a lot, that’s it as a family and, and my wife and I were two, and we were saying, you know, like it was this time when automation was becoming more mainstream and in use, but people were recognizing, wow, automation is going to take jobs and this and that. And. I was listening to things that were talking about that too, so, and reading about it. And so that was my focus in world. And I thought, well, I really would like to be on the right side of this. And it’s something that allows me to be in a space that is, you know, I, I have still like to do all those adventures that I did and it allows me to, to be. This idea of being anywhere that you want to be in the world in terms of how I do our work.
And we have a remote team and it’s fully remote and it works great. And so there was just a very distinct transition that I said, I’m going to move fully into this world of automation. I’ve been using it. Now. I want to really fully do this and automate our business and open up a practice doing it. And my dad had been automating really back end fulfillment type manufacturing business process.
And he was excited to make a change. He’d been doing that for a long time to, well you’re, you know, with my experience in the sales and marketing side of things, it was natural to open up a firm that was an automation, consultancy and implementation firm in that encompass everything from the marketing sales fulfilling.
And beyond for businesses. So that’s how it got started. It was a pretty distinct shift. I just decided this is what I wanted to shift towards and, you know, started doing a lot of it and doing it for ourselves and understanding it. And then of course from my dad’s background, it was, I would be lying if that didn’t, if I, if I didn’t talk about that, cause that sped up the process for me a lot.
Now I’ve been doing this for, I don’t know. Wow. Now it feels like, and, you know, work with a lot of really successful companies to help them automate their processes. And from a sales perspective, I will say we get rid of a lot of, uh, wasted sales teams.
David Masover: That’s a great origin story in a year. So your background was really kind of marketing focused, but
Sam Ovett: Really. Yes. Yeah.
David Masover: You know, our listeners are primarily sales focused. So what kinds of, of sales. Problems opportunities. What kind of things is automation helping salespeople and sales organizations with that people might not imagine is a possibility.
Sam Ovett: Yeah. Well, I’ll tell you what, you know, salespeople be, be scared because a good marketer is going to get rid of a bunch of salespeople
David Masover: and attitude between that and the AI, you know, we’re all doomed.
Sam Ovett: That’s right. But at the end of the day, there are. Hey. Yeah. You know, now everybody is excited to hear it for whatever else. Yeah.
David Masover: Thanks for the episode. Goodbye.
Sam Ovett: Traditionally, what salespeople do? What are they, what do you do? You were a source of information. You could answer questions. The Internet’s largely gotten away from that.
So a good salesperson now, really the role of a salesperson. And this is, I think the future of the role as it continues is to close deals because you can do that. Like digital everything. But at the end of the day, there are situations where people would like to talk to a human there’s complexity involved, and people want to talk to a human. And so a good sales person, their role should be having closing conversations.
David Masover: So a lot of salespeople are really reluctant to, to kind of give up parts of their job. Is that a losing way of things?
Sam Ovett: Heck. Yeah, it is. Yeah. Cause it’s going to get taken from you. It’s going to be taken from it.
David Masover: Adapt or die.
Sam Ovett: Adapt or die. Cause, and there are industries that are going to transition a little bit slower, but ultimately the technology to automate process is only getting easier to use. And so it’s only getting easier to adopt. So yeah, the things that you may consider as a sales person, part of your job today are going to go away.
And if you’re, if you were on top of it, you’re going to help them. Go away faster by adopting automation as a tool. And we can talk about specifically, where does this automation fit in for sales? And I’ll tell you what, yeah, my market, my background was in like this idea of marketing, but I run a business with, you know, so I’m right there with you in sales and we do consulting. So we are in a complex sales scenario. So it is one that is, is a little less automateable than selling sunglasses.
David Masover: The more complexity there is probably the earlier in the process the sales person is going to have to get Involve.
Sam Ovett: Yeah, that’s right. If you are the person in the sales management role in charge of thinking about what do I do with this idea of automation relative to sales, it’s really simple in terms of how to think about it. There’s a whole lot you can do with automation in all aspects of the business, but the thing that’s really simple is following up, you need to use automation to make. So you can follow up either be better at following up manually by reminding you when to do it or use automation to follow up, actually. And that takes a lot of different forms, but the bottom line is we all know that there are hot prospects that want to buy today. We love those right. They’re ready to buy. You can close that deal. And then there are people who will probably be buyers in six months, a year, three months, three weeks, whatever that sales cycle is for you or for them where your solution is, meets them in their need.
And you’re not going to close them today. They’re just not ready. But if you stay top of mind and you become a trusted advisor, a trusted source of information, And you can help educate them. You’re the one who helped them understand their problem and how to solve it the best. And that immediately puts you at a higher likelihood of closing that deal and being the one to get the business versus your competitor. If you forget everything else about it, that’s where automation fits into sales in its highest point of leverage.
David Masover: There’s no shortage of talk in sales or marketing about the promise of technology. Everyone’s got a tech stack, new technologies are coming out all the time. But one of the biggest problems that I see in a lot of companies that I work with is many company leaders and sales leaders and probably marketing leaders. I just don’t work with them as much, have this idea that, you know, kind of all you have to do is buy the tech and you’re all set. You know, I saw the brochure, I saw the demo. It’s going to be great. Just buy it, you know, and you’re kind of plug it in and you’re done. Are you seeing a similar dynamic with the kind of solutions that you’re selling and is that a problem?
Sam Ovett: Certainly, you know, that’s the dream, right? That’s what good marketers are doing. They’re out there selling you that the vision of it’s easy, it’s convenient and we have this tool and it does it, and they’re right. It does do it. But the reality, 95% of the time, there’s probably 5% of the time where you can plug it in and use it. Your use case fits right. How they built that piece of technology and can use all the templates and you’re ready to go. But then other 95% of the time, majority of businesses. You are going to have to think, okay, there’s a tool. I saw a great use case demo study, but now I have my own individual contexts that I have to apply it to.
We have our own unique business. We have to apply it to I’m speaking from the perspective of sales, gotta be custom. You gotta put in some thinking to make this work for you and you don’t need to overthink it. You don’t need to make it too complex. A lot of the times when we’re talking specifically just about sales, And if anything, I would use less of the features first and slowly add more as you get used to it, because change is hard. Anybody who’s read the book, who’s moved my cheese, like change is hard, you know, David, you with me.
David Masover: Yeah. I’m with you. Yeah. Change is hard to do it slowly, right? One step. Yeah.
Sam Ovett: Once every time. Well, maybe not do it slowly, but do one step at a time.
David Masover: Right, right.
Sam Ovett: Move fast. But don’t move everything all at once.
David Masover: Yeah. Yeah. I think a lot of, a lot of organizations, um, you know, a lot of my sales work focuses around process. Not that I think process is all that in a bag of chips, but you know, it’s kind of the center piece around what you can build. What I’m seeing a lot of is companies will not have a well-defined process. They try to apply technology to it. It’s a disaster. And therefore many in the organization, certainly at the top of the organization kind of check the box, right? Like, okay. We tried that technology. It doesn’t work. And it wasn’t the technology that’s is this a problem that you’re also saying?
Sam Ovett: Absolutely. That, let me take this idea. And I want to, I want to give people a framework to think about this because that’s the challenging thing, right? How do I start? Where do I start? There’s a lot that I could do. You’re being sold a bill of goods by every different technology company. And they have good technology a lot of times, but you got to understand what is your problem that you’re trying to solve. And so, as a sales team, you’ve got to look at, this is the best way to do it is take of top performers. You can forget everybody else realistically, and, and then bribe them, whatever you need to do, increase their bonuses, figure out what it is they do and how they. They’re not going to just usually they don’t just give it up.
They’re not like, yeah, there’s no way to do it all because they’re fighting for the same prospect that other people in the organization are. Yep. Awesome. Oftentimes, so the secret sauce, the secret sauce is secret. Yeah, right? Yeah. That 80, 20, you talked to 20%, right. You really nice to them from whatever they want and figure out what they do.
And there, you know, what they’re probably going to say is, yeah. So, you know, and they’re going to be probably pretty casual about it. If that’s the culture you have. If the culture you have is pretty open and people share stuff, that’s a different story. But if you’re trying to make that change, you may not have that culture there to begin with. So talk to them, make it financially, worth it for them to open up about how they sell and what they do, because they have a process. If they’re closing the majority of the deals, they have a process, they probably follow. Or you have a killer marketing department. That’s bringing them super hot leads and they’re just good closures.
It could be that too, but if they are hunters, they’re going out, prospecting, getting prospects, and then following up, that’s a different story. And that is what you want to understand. And you want to figure out how they find new leads, telemarketing, that that can help this person and everybody else to be better closers when it comes to following up. Once they have a prospect that’s interested. That’s what you want to find out. And you want to document that you want to write it down and you want to write down, do they send a postcard? Do they send a letter? Do they send emails to the syntax? Where do they send them? What email addresses do they send them from? How do they do it? Do they send WhatsApp messages nowadays? Is that Facebook messages? You know, how, how are they doing this type of communication? Is it on LinkedIn? All the different, open it all up. It’s all open for discussion. Find that out, document it. And then that is your forget, everybody else. You’re 20%. That’s what you want to talk to.
David Masover: So it was kinda like archeology projects.
Sam Ovett: Absolutely. Yeah. You’re uncovering, what’s working already. If you’re not for organization to actually have things that are working already, then you got a different problem. You know, you got to figure out what’s working, right. If you’re an organization that’s actual success at this, like how having successful wants to streamline, wants to find more revenue and automate some of this process to make it easier so that your sales person, your top 20% are on more closing costs. That’s what they want to do anyways. They don’t want to do the busy work. They may say that they’re happy to, they don’t want to, they, if they’re given systems that follow up and they can just have closing calls all day long as a great day, you know, that’s fun for ourselves. I mean, doesn’t that sound good? Like if your listeners are all salespeople, like, doesn’t it sound good? Just to go on closing calls all day long and you get to the, do I, it, I got a bunch of commissions. Got a bunch of new sales life is good. Let’s do that again tomorrow.
David Masover: That’s the dream I’m in baby.
Sam Ovett: That’s where the automation is. And increase commissions and increase sales. So with that in mind, once you’ve documented that process would you have to do first and it just write it down. Notepad paper. I don’t care. Just write it down. Digital, physical, doesn’t matter, write it down, figure out what it is, understand the length of your average sales cycle. That’s really important. Once you understand that, now you can start to think about what is happening here that could actually be automated. And if you understand what could actually be automated. And that is where you may not know that is where you might need to talk to somebody like myself, or even just, you can talk to the technology company say, here’s what we do. I see you’ve got this platform. It looks amazing. What can be automated? That’s how you start. It’s that simple. Then you have to do the work to put the technology in place. A great example is a company MasteringDiabetes.Org. People can look it up it’s .Org, but they’re super profitable. And, and they run it as a, as, as a for-profit company, but they’re like mission oriented with what they do to help people with the diabetes, but they have to get, they have a whole coaching staff that works with people on working through the diabetes. I mean, incredible. And they’re really, they’re both type one, diabetics, the founders of it supervised people, but they went from hardcore marketing selling courses that were DIY to selling more one-on-one coaching about it.
And they had to do a lot more closing calls type of sales because they had to qualify people and really understand is this person a good fit? So there’s of course some automation we built for them up front to qualify. But the bottom line is they recently got into the game of sales. Guess what? They’re really good at it because they’re really good marketers.
So they know their message, they know. And they’ve lived the experience too. And so they have people live the experience. You’re actually on these closing thoughts, but they are really strong in the world of marketing automation. They don’t have a lot of sales, automation, they’re passing stuff over and moving data, moving spreadsheets also like, and we were chatting about it when Dennis, did you guys want to work on that? Right? And he said, yeah, we do, because we’re taking a lot of time to do the busy work of sales. So this is a great example. We built them, just a very simple pipeline card view. They could move people through a sales stage and they could continue to do the process that they manually did until they really dialed that in and figure it out what works super well to close business. And then they layer they’ve slowly been layering on automation to do the actual follow-up. To remove the busywork, but that’s a great example, build something that’s easy first, you know, give me my, give me my stages, show me my prospects and you know, one loss deals and, you know, people who are actually serious prospects, so I can move them out of the bucket of non serious prospects and keep it simple. Visuals, keep it simple. I know at time I’ve got some information about this individual so that when I get on a call, I’m prepped, I know what their real problem are, and from that point, then build off of that. So that’s a good example of a very specific real life example that we did for somebody. And we started small, started easy. We didn’t overwhelm the sales process all at once. And then we layered in automation on top of that, based on what actually works, because there’s this idea with automation that it’s going to be the silver. And a lot of times is it comes from someone who doesn’t intimately know your sales process. And if you don’t have it really well-documented and really have a good understanding of it. Here’s the deal. It’s not gonna work. You’re gonna say we automated this process. You’ve automated the wrong process. One that doesn’t actually work to close business, and that’s a big problem. And I see it all the time. And then business goes down. And instead of testing it and taking a smaller amount of risks, that’s where that whole risk assessment things comes in from the whole whitewater world.
You know, I’m not going to go hook off some big waterfall in my kayak. That’s 80 feet before I’ve done some small ones dialed in my systems and got it figured out it run a really complex route. I’m gonna, I’m gonna slow it down. I’m gonna, I’m going to start in small chunks, build up to that. So the same thing you would apply here, you’d say let’s try this new automation on 25% of my prospects versus a hundred percent.
Does it close at the same percentage rate? No, I gotta tweak it until it’s closing higher than your manual work or equal to your manual. Then you can roll it out as a, as the 75%. And we just had, let’s say a hundred percent is because I want you to keep playing with that 25% and make it beat the base line that you just established.
Now you’re introducing continuous improvement into the sales process.
David Masover: That’s pretty cool. Yeah. You know, what I really like about this approach is it starts with, we need to see what we are working with here. And I think that that’s a step for them. It’s not sexy. You know, it is not exciting. What do we mean by this? And what do we call that? And is everybody doing? It’s, it’s really not glamorous work, but if you’re not doing it, then you simply don’t know what you have to work with. And you know, like you said, you’re automating the wrong things and you’ll be frustrated because it doesn’t work, but it’s not the automation.
Sam Ovett: It’s not the automation. No. And it’s even things. People get into an automation tool and they want to send emails from an email service provider as a salesperson. And it turns out that’s ended up in promo tabs, whereas automating it to come out of your, your outlook or Gmail inbox with, you know, it’s still going to have your, your actual domain behind the email.
I’m just gonna get real specific here can make a huge difference in the sales process and you can automate that kind of stuff. You know, it takes a different tool. It takes a different thought process. So what works for marketers? Doesn’t always work for salespeople. There are lessons, but they’re not always the same. So if you’re a sales heavy organization, I’d say, ask yourself this, do you need to be a sales heavy organization? Do you need salespeople? Or do you have a marketing problem? They do cuts off. That’s the CEO perspective. And then the sales manager, you know, you’ve got a little bit more incentive. Be sales oriented because that’s, what’s bringing you money in.
So there’s two, two ways to look at it. But the, the bottom line is if you do have a complex enough sell where you need salespeople to actually help people make those decisions, we’re just in a industry that is not yet. And I say, not yet, then taken over by something that makes it just a lot easier to do business without having to talk to a human.
And the culture still is to talk to people, to make a buying decision, take advantage of these tools. To do the followup busywork because people need to be educated. That’s what the role of a sales person traditionally does they educate people and close business? Yep. Now the internet educates people. They don’t need a sales person. In fact, I don’t really want to talk to a sales person. A majority of the time in the early stages of my buying. I used to like when I was a little kid, you know, like this is, but for some of the older crew out there a little bit older, you know, you traditional. Had to talk to somebody. And that’s actually one of the really interesting dynamics working with my dad. He’s got that perspective and I’ve got the perspective of, of a younger generation that says I don’t want to talk to a salesperson in my early stages of research. I want to figure out what my options are just so you can put that information out there, make it easy for people to get when they become a prospect. So that it’s coming from you and you’re building relationship with them, but they don’t want to talk to you most of the time yet. When someone wants to talk to you now, you’ve probably got a serious buyer. Yep. So unless you make it really hard to get that information. Yep. So you guys have a wasting your time.
David Masover: Oh, sorry. So you guys, you guys have a, you guys have a slogan right there on the home page of your website about this. Right. I want to share that with us. Cause I think that really just sums this whole thing up really nicely.
Sam Ovett: Be Human where it counts, otherwise automate.. Right.
David Masover: I love it. That just nails it.
Sam, this has been a cool conversation about automation. I feel like it’s such a big topic. I’m sure there’s a bunch of stuff we left off, but we’re kind of running out of time. Is there a last thought on the topic you’d like to leave for salespeople, sales managers, sales leaders, CEOs about their sales organization.
Just kind of, how do we want to wrap up this whole idea of, should we automate, how do we automate and where’s it going to pay off for it?
Sam Ovett: If you’re taking it to the board room and they’re wondering if you should do it, it’s a matter of you are losing revenue. If you are not automating long-term follow-up because it just simply cannot be handled in mass, a single human.
David Masover: So it’s kind of like if there’s complexity, we need to have a human being. If it’s urgent, let’s have a human being. If it’s neither of those things, that’s a great opportunity to automate and not let those things slip through the cracks so that they’re available for us when, when they’re ripe and ready to go.
Sam Ovett: That’s it. Yeah. So you’re picking fruit off the vine versus picking stuff that’s not right yet. That’s, that’s really what it boils down to.
David Masover: I love it. That was awesome. So listen, Sam Ovett at Mobile Pocket Office, if people want to learn more about you reach out to you, find out more about what you’re doing, check out some of your content. Where’s the best place to find.
Sam Ovett: You can go to mobilepocketoffice.com. You can shoot me an email directly if you want. If I’m on podcasts, I always offer that at [email protected]. Reach out. We’re not here to judge people on what they’re doing. We’re here to help you be better at it and recapture revenue that you might be losing through automation, not automate, just automate.
David Masover: I’ll put it up, all that information into the episode notes, Sam, this has been a great episode. Thanks for sharing your time and your expertise with us.
Sam Ovett: Thank you.
David Masover: You’ve been listening to the Driving B2B Sales Revenue Podcast with your host, me David Masover if you’d like to learn more about how I can help you and your sales organization accelerate growth, or if you’d like to be a guest on the show. Reach out to me at DavidMasover.com or find me on LinkedIn, please rate and subscribe to the podcast to be the first to know about new episodes. And thanks for listening now. Let’s go drive some B2B sales revenue.
MENTIONED IN THE PODCAST:
Link to Masteringdiabetes.org and video 👇
If you answer yes to one of these questions.
- Need to fix your business and get a life?
- Just starting your automation journey?
- Feeling overwhelmed on where to begin your automation?
- Just feel sometimes like chucking your whole system out the window?
Then we can help.
Here’s the problem: You are manually doing everything in your business. And have no idea where to where to start or how to start automating. Finally, you want to be working ON your business not IN your business.
Here’s the solution: Understand what your process looks like to acquire a customer. By making a map of each and every step a customer takes in your funnel. Then reduce any mistakes they can make when entering information.
Easier said than done. Traditionally this is called Business Process Engineering and we at Mobile Pocket Office have taken this concept along with Six Sigma and LEAN manufacturing concepts concepts to improve a business … aka be human where it counts, otherwise automate!
Just because your business is still afloat, doesn’t mean it isn’t taking on water. But you probably already know this, and that’s why you are here. Identifying that there is a gap between where you are and where you want to be is the first step, but what are the next steps? Mobile Pocket Office is leading the way in helping new and established businesses augment their human and technological resources to leverage growth and streamline productivity.
