WEBVTT NOTE This file was generated by Descript 00:00:00.149 --> 00:00:00.779 James: Welcome back. 00:00:00.810 --> 00:00:04.200 I'm James, and this is Behind the Madness where we talk about business 00:00:04.200 --> 00:00:08.790 growth, ways to work smarter and the fundamentals of business, all geared to 00:00:08.790 --> 00:00:12.810 unlocking your brand's peak performance, so let's dive into this episode. 00:00:13.050 --> 00:00:14.489 Team collaboration. 00:00:20.190 --> 00:00:20.920 Want to start with a joke. 00:00:21.180 --> 00:00:22.260 Jamie: Start with a joke why not. 00:00:22.720 --> 00:00:24.686 Lighten up people to your personality. 00:00:24.960 --> 00:00:28.438 James: So I was um I was lying in bed one morning and my son came in and 00:00:28.438 --> 00:00:30.182 poured a gallon of milk all over me. 00:00:30.305 --> 00:00:31.565 Jamie: Strong strong child. 00:00:31.715 --> 00:00:31.865 James: Yeah. 00:00:31.895 --> 00:00:33.552 I mean, I was, I was angry. 00:00:33.628 --> 00:00:34.228 Jamie: Understandable. 00:00:34.718 --> 00:00:35.581 James: I mean how dairy. 00:00:35.904 --> 00:00:38.099 Jamie: To anyone who's lactose intolerant, so I'm very sorry. 00:00:38.225 --> 00:00:38.795 James: Legend. 00:00:39.202 --> 00:00:39.982 Jamie: Dairy. 00:00:41.238 --> 00:00:41.898 That is good. 00:00:42.648 --> 00:00:43.278 Yeah, that is good. 00:00:43.338 --> 00:00:43.698 James: Thanks. 00:00:44.438 --> 00:00:45.098 I've got an ant one. 00:00:45.198 --> 00:00:46.068 We'll save that for next week. 00:00:46.587 --> 00:00:47.187 Right. 00:00:47.262 --> 00:00:47.562 Yeah. 00:00:47.802 --> 00:00:48.162 yeah. 00:00:48.342 --> 00:00:49.452 Jamie: That's unlocking that growth. 00:00:49.962 --> 00:00:51.372 James: I can hear them unsubscribing. 00:00:51.604 --> 00:00:53.104 Jamie: What's the counter just flick away. 00:00:53.160 --> 00:00:57.698 James: So Jamie today, team collaboration I am joined by Jamie. 00:00:57.698 --> 00:00:58.868 If you hadn't gathered already. 00:00:58.909 --> 00:01:02.467 We've even improved our podcast gear. 00:01:02.957 --> 00:01:03.447 Jamie: Crispy. 00:01:03.757 --> 00:01:04.537 James: Much better. 00:01:04.817 --> 00:01:09.236 So hopefully it should take Paul a little bit less in the post-production. 00:01:09.329 --> 00:01:10.289 Jamie: But we'll do more. 00:01:10.319 --> 00:01:12.896 James: Yeah more episodes, less editing. 00:01:13.256 --> 00:01:14.586 Jamie: Yeah, head of podcasts 00:01:14.926 --> 00:01:15.346 James: Yes 00:01:15.346 --> 00:01:16.256 Jamie: Paul's new role 00:01:16.356 --> 00:01:20.328 James: Adding to the rest of the roles that he's already We are today 00:01:20.358 --> 00:01:23.937 talking about team collaboration still, we're still talking about it. 00:01:24.046 --> 00:01:27.946 A lot of teams, obviously don't talk, they work in silos. 00:01:28.037 --> 00:01:33.265 We are going to try and help people work closer together now, obviously 00:01:33.293 --> 00:01:37.414 for us, it makes sense to talk about teams in terms of sales teams and 00:01:37.414 --> 00:01:38.764 marketing teams and working together. 00:01:39.034 --> 00:01:42.674 And it's something that we work closely with, with our clients, and it's something 00:01:42.674 --> 00:01:44.354 that we probably know more about. 00:01:44.354 --> 00:01:47.324 So there are obviously within your company, there were a lot 00:01:47.354 --> 00:01:49.891 of different organizations that had a lot of different silos. 00:01:49.930 --> 00:01:55.069 And they don't all talk to each other but specifically today, 00:01:55.129 --> 00:01:59.239 we're going to focus down on your marketing team and your sales team. 00:01:59.239 --> 00:02:00.398 So do you want kick us off J? 00:02:01.188 --> 00:02:04.608 Jamie: I think sales and marketing is one of the most important team 00:02:04.608 --> 00:02:09.857 collaborations that you can have, because encapsulates the whole user 00:02:09.857 --> 00:02:11.357 journey really the customer journey. 00:02:11.357 --> 00:02:15.347 You think you try and grab people's awareness from being a stranger, and 00:02:15.347 --> 00:02:20.507 then you take them all the way through to conversion and then advocacy of 00:02:20.507 --> 00:02:25.187 your product and that is what sales and that is what marketing does. 00:02:25.187 --> 00:02:27.557 So it makes sense that those two talk to each other. 00:02:28.097 --> 00:02:32.477 Because if you get a clear, defined handoff point where someone has done all 00:02:32.477 --> 00:02:36.107 the marketing and they've got ready to buy, and then a sales guy comes in and 00:02:36.227 --> 00:02:37.787 hasn't spoken to the marketing team. 00:02:38.237 --> 00:02:39.377 Then there's going to be a disconnect. 00:02:39.407 --> 00:02:40.427 There's going to be friction. 00:02:41.357 --> 00:02:45.407 And with that, you're going to lose people, they're going to realize 00:02:45.407 --> 00:02:47.087 there's not that personal touch. 00:02:47.327 --> 00:02:51.247 There's not that care, and people care about that nowadays. 00:02:51.277 --> 00:02:57.457 It's it's has to be brand connection and by building out togetherness within 00:02:57.727 --> 00:03:00.697 a business, then you build that out as the customer experience as well. 00:03:01.027 --> 00:03:04.447 So that's really, really what you want to make sure you're doing connect those 00:03:04.447 --> 00:03:09.367 two teams, because your marketing efforts will dictate what you do for selling and 00:03:09.367 --> 00:03:13.297 your selling efforts will dictate what marketing you put out and by working 00:03:13.297 --> 00:03:18.607 together, you will become a much more collaborative unit, aka better customers. 00:03:18.847 --> 00:03:21.727 James: Yeah, I completely agree, what I tend to say is, 00:03:21.727 --> 00:03:22.627 think about it on the phones. 00:03:22.627 --> 00:03:25.507 If somebody is connecting with you on the phone and they're giving you one message. 00:03:25.897 --> 00:03:29.201 Let's say even if it is the marketing, that's just gone out, it's all a certain 00:03:29.201 --> 00:03:33.171 messages, a certain tone of voice, and then you've bought into that and the 00:03:33.171 --> 00:03:35.001 marketing team have done their job. 00:03:35.481 --> 00:03:39.753 And sales step in to pick up the phone to give you a call, and they're all of 00:03:39.753 --> 00:03:44.703 a sudden talking about something else, completely unrelated or different messages 00:03:44.943 --> 00:03:46.593 to what you've already experienced. 00:03:47.343 --> 00:03:51.616 It's going to knee-jerk you in, in down the one wrong route yeah, you want 00:03:51.616 --> 00:03:56.386 something that's continually nurturing you into that final goal, which is obviously 00:03:56.386 --> 00:03:58.846 to convert a a prospect into a customer. 00:03:58.852 --> 00:04:01.942 Jamie: I think a really nice way you could probably look at it as an overview 00:04:01.942 --> 00:04:06.232 is rather than sales and marketing it's customer experience and user experience. 00:04:06.472 --> 00:04:11.209 And then those two are sections of that department, because like James says, 00:04:11.239 --> 00:04:15.529 if you disrupt that experience then you're going to lead to more friction. 00:04:15.829 --> 00:04:19.789 Potential abandonment potential, not buying, not conversion 00:04:19.789 --> 00:04:20.629 and that's not what you want. 00:04:21.049 --> 00:04:24.592 James: I think in smaller companies you do tend to find that, certainly sales 00:04:24.592 --> 00:04:26.555 and marketing, can be the one role. 00:04:27.005 --> 00:04:30.305 So a lot of the time they're more aligned in smaller companies and as we grow, 00:04:30.305 --> 00:04:34.745 we separate these teams and they're not communicating with each other. 00:04:35.075 --> 00:04:39.761 Also sales and marketing when we first talked to a lot of companies 00:04:39.761 --> 00:04:40.961 are generally at loggerheads. 00:04:40.961 --> 00:04:45.196 The sales are shouting at marketing for information or leads, and then 00:04:45.196 --> 00:04:47.746 the marketing, the shouting at sales to, you know, give them some feedback 00:04:47.746 --> 00:04:49.276 on, on calls if they are at all. 00:04:49.606 --> 00:04:53.596 But they're being very much reactive to what's happening. 00:04:53.596 --> 00:04:56.536 Whereas if sales are saying, well, you know, I'm speaking to people on the 00:04:56.536 --> 00:05:00.136 phone all the time about they're wanting more information on this product or this 00:05:00.136 --> 00:05:04.966 product line, then get some resources in place that can support your sales team. 00:05:04.996 --> 00:05:08.836 So when they are speaking to people on the phone and a customer asks 00:05:08.866 --> 00:05:13.360 about a certain feature, you could have a PDF, a presentation, a 00:05:13.360 --> 00:05:17.860 resource that is there ready to go, could even be a blog or a podcast. 00:05:18.340 --> 00:05:21.400 And the sales guy can straight on the phone go, yeah, absolutely, I'll follow 00:05:21.430 --> 00:05:24.310 this up with an email we've got some great resources on that feature that I'll 00:05:24.310 --> 00:05:27.460 whizz over to you digest them in your own time and I'll, and I'll give you a 00:05:27.460 --> 00:05:30.220 call back you know, in a couple of days, once you've had a chance to read them. 00:05:30.520 --> 00:05:35.140 All of a sudden that's marketing and sales working together to give the 00:05:35.140 --> 00:05:37.360 customer what they need on that point. 00:05:37.690 --> 00:05:42.490 So talking to sales and understanding what their pain points are, 00:05:42.910 --> 00:05:44.650 rather than just them trying to. 00:05:44.950 --> 00:05:48.850 And sales I'm notorious for just trying to push it through and maybe not 00:05:48.850 --> 00:05:52.660 feedback constructively, what they want or think along those lines, I think is 00:05:52.660 --> 00:05:54.400 a really, really good place to start. 00:05:54.535 --> 00:05:58.376 Jamie: So James, you're a business owner, you're a business owner 00:05:58.406 --> 00:06:01.856 who has started the business and has then subsequently grown it. 00:06:02.606 --> 00:06:08.486 So you have firsthand seen how sales can be sales marketing can be one 00:06:08.486 --> 00:06:10.166 role, then it can be divvied up. 00:06:10.316 --> 00:06:14.308 So obviously before you did a lot of Methods client facing stuff, 00:06:14.338 --> 00:06:15.418 which could be their sales. 00:06:16.558 --> 00:06:19.558 Now, obviously we brought Andy into the team as well, who 00:06:19.558 --> 00:06:21.268 is being more client focused. 00:06:22.378 --> 00:06:24.508 So, how do you think you found that? 00:06:25.018 --> 00:06:27.628 What problems have you encountered that you can obviously pass on? 00:06:27.688 --> 00:06:31.566 kind of a, almost a been there, done that wisdom, to the business owner this is. 00:06:31.812 --> 00:06:33.072 James: I think communication. 00:06:33.072 --> 00:06:34.752 So I think bringing them in. 00:06:35.052 --> 00:06:39.672 And certainly with the way we work, we already had a lot of 00:06:39.672 --> 00:06:41.292 resources that Andy could pull from. 00:06:41.322 --> 00:06:44.232 We had a very good blog with a lot of information on there. 00:06:44.742 --> 00:06:49.062 So we were, I think we were led more in the terms of the marketing and 00:06:49.062 --> 00:06:52.962 the resources that we were, that we were producing already because 00:06:52.962 --> 00:06:54.702 we are very, very customer focused. 00:06:54.702 --> 00:06:56.622 So because we were already customer focused. 00:06:57.432 --> 00:07:02.772 Andy has now got a, a huge collection of resources. 00:07:03.042 --> 00:07:05.172 and assets that he can pull from. 00:07:05.712 --> 00:07:06.702 Two. 00:07:07.062 --> 00:07:11.428 To send to people on, on, on the kind of the email, but all those touch points. 00:07:11.428 --> 00:07:13.913 So I think we were very lucky in that regard. 00:07:13.913 --> 00:07:16.223 If anything, I think he's got too much. 00:07:16.248 --> 00:07:18.761 So obviously he's been with us now for about three months. 00:07:18.828 --> 00:07:22.852 And still finding new stuff kind of all the time to use unto sent over. 00:07:22.852 --> 00:07:23.615 Jamie: Do you think that's a problem. 00:07:23.669 --> 00:07:26.182 Can can you have too much, as well as obviously too little. 00:07:26.232 --> 00:07:29.832 James: I think we need to find a way of kind of, obviously before 00:07:29.832 --> 00:07:32.742 our blog wasn't even searchable, which now is a lot, lot easier. 00:07:32.742 --> 00:07:35.638 So Andy can now type in a keyword and actually find what he's looking for. 00:07:35.645 --> 00:07:38.585 So with the new website, it actually makes his job a lot easier. 00:07:38.765 --> 00:07:40.835 So while he's on the phone and people are asking him questions, he 00:07:40.865 --> 00:07:44.135 can actually do his research while he's there and get that out there. 00:07:44.495 --> 00:07:48.065 Obviously with our main resources, we don't have too many of our lead 00:07:48.065 --> 00:07:53.320 generators, but as downloads, we've kind of picked a few and run with those 00:07:53.350 --> 00:07:54.970 ones that we know work very, very well. 00:07:55.450 --> 00:07:59.640 So, that makes it a lot easier, but in terms of blogs we have as 00:07:59.640 --> 00:08:03.540 you said a huge amount, and I don't think you can have too much. 00:08:03.551 --> 00:08:07.927 I think what he is now doing is realising, because obviously three months in, 00:08:07.927 --> 00:08:08.947 you're still trying to find your feet. 00:08:08.947 --> 00:08:15.667 You're still trying to really know a bit about us and how we work as well as what 00:08:15.697 --> 00:08:17.527 people are asking him for on the phone. 00:08:17.549 --> 00:08:20.979 And once you've done it for a while, I think, you almost know the pain points, 00:08:20.979 --> 00:08:24.039 you know what objections you're going to find on the phone because we've all, you 00:08:24.039 --> 00:08:29.657 know, we've all had somebody do sales and we won't phone up anybody out of the blue, 00:08:29.687 --> 00:08:31.367 there'll be a reason for them calling. 00:08:31.577 --> 00:08:35.927 And then we can generally now know what blockers are in place. 00:08:35.927 --> 00:08:39.107 So when we phoned somebody up, we almost can pre-empt what they're 00:08:39.107 --> 00:08:41.028 going to say before they've said it. 00:08:41.178 --> 00:08:43.458 We know what route they're going to go down, we know the objections that 00:08:43.458 --> 00:08:44.617 they're going to try and throw at us. 00:08:44.617 --> 00:08:48.602 Once you get to that stage of understanding what your prospect is going 00:08:48.602 --> 00:08:51.932 to say back to you, you can then have your arsenal ready to say, well, actually, 00:08:51.932 --> 00:08:56.342 yeah, no, that's absolutely valid point here's a blog, here's a resource that 00:08:56.342 --> 00:08:58.433 we've actually produced to combat that. 00:08:58.433 --> 00:09:01.181 And that's where if we don't have them, we go back to what we've said originally. 00:09:01.211 --> 00:09:07.001 That's where we need to produce it because if it is a blocker, or a 00:09:07.001 --> 00:09:10.871 blocker to sale, then we need to have some way of combating that. 00:09:10.929 --> 00:09:16.935 Jamie: That's a useful point by utilizing sales who are firsthand, obviously 00:09:16.995 --> 00:09:22.360 involved with the clientele, for Method also for all businesses that feedback from 00:09:22.360 --> 00:09:28.469 direct customers then can be relayed to the marketing team to then produce the 00:09:28.490 --> 00:09:33.380 goods or put out social media content topics on podcasts, blogs written. 00:09:33.423 --> 00:09:37.563 How a website looks all of this stuff that gears the marketing can be 00:09:37.743 --> 00:09:39.753 utilized from that direct feedback. 00:09:39.933 --> 00:09:40.833 James: Yeah, completely. 00:09:40.833 --> 00:09:42.423 And I think you'd go back as well to. 00:09:42.733 --> 00:09:45.043 Yeah, I know we're not really talking about service here we're talking very 00:09:45.043 --> 00:09:49.393 much about the sales and marketing, but it ties into it of being the bigger 00:09:49.393 --> 00:09:52.573 the companies get is then all of a sudden you will have a big sales team. 00:09:52.573 --> 00:09:55.813 You'll have a marketing team and you'll have a, a service team. 00:09:56.203 --> 00:10:02.426 And being on the front line we all of a sudden, like, I used to do everything, 00:10:02.496 --> 00:10:04.716 not very well, but I did everything. 00:10:04.716 --> 00:10:06.486 I had to do the sales, I had to do the marketing. 00:10:06.486 --> 00:10:09.296 I had to do the work ,I had to do you know the accounts. 00:10:09.326 --> 00:10:12.176 Pretty much everything fell on me, which is great as a business 00:10:12.176 --> 00:10:14.246 owner because then I can understand how the whole business works. 00:10:14.546 --> 00:10:18.626 But then as we grow, you tend to lose sight of what's actually 00:10:18.626 --> 00:10:19.736 happening in those areas. 00:10:20.036 --> 00:10:24.506 And we don't have so much interaction with the customers luckily we're at a size 00:10:24.506 --> 00:10:29.286 where we've stayed at the size so we can all have touch points with the customer, 00:10:29.286 --> 00:10:30.646 so we know exactly what's going on. 00:10:30.646 --> 00:10:33.706 Everybody within the company, because we're at that size knows how a 00:10:33.736 --> 00:10:37.096 customer feels or, you know, whether they're having any troubles with 00:10:37.096 --> 00:10:38.456 anything or whether it's all rosy. 00:10:38.506 --> 00:10:42.757 But as you get bigger, you lose that, and I think that is something where business 00:10:42.757 --> 00:10:47.236 owners need to go back to the frontline and understand well, what's happening, why 00:10:47.236 --> 00:10:50.056 are people feeling like this, because, you know, as we've always said then you can 00:10:50.056 --> 00:10:53.656 refine your product, your offering, but at the same token, you know, if they're 00:10:53.656 --> 00:10:56.536 on the front line of understanding what's happening in sales they can influence 00:10:56.536 --> 00:10:58.366 what their marketing is being produced. 00:10:58.676 --> 00:11:00.896 If they're on the front line of service and getting the feedback 00:11:00.896 --> 00:11:05.154 from support tickets or feedback from sales, they can then go all the way 00:11:05.154 --> 00:11:08.844 back and feed marketing again for you know what we should be saying 00:11:08.844 --> 00:11:09.864 or what we should be combating. 00:11:10.204 --> 00:11:11.634 Jamie: A nice circular economy 00:11:11.664 --> 00:11:12.524 James: Yeah Exactly. 00:11:12.544 --> 00:11:12.694 Yeah. 00:11:12.724 --> 00:11:15.784 Being, being completely customer facing now, luckily because of 00:11:15.784 --> 00:11:19.211 what we do, we are and we've started there, as I've said before. 00:11:19.272 --> 00:11:25.828 But yeah, you can obviously it's been a huge learning curve for Andy 00:11:26.218 --> 00:11:30.838 to come in and take something which is very much been me doing all of 00:11:30.838 --> 00:11:33.233 it to now somebody taking over. 00:11:33.333 --> 00:11:35.013 You know, I've done it for 20 years. 00:11:35.013 --> 00:11:37.563 So I understand the business inside out for somebody to then to come in 00:11:37.563 --> 00:11:39.073 and try and pick that up is tough. 00:11:39.122 --> 00:11:43.652 And he's not going to have the expertise in all of the offerings and the services 00:11:43.652 --> 00:11:47.828 that we do, whereas I can on the phone, be very kind of talk through 00:11:47.828 --> 00:11:52.028 that person's problems and almost rectify them if you like straight away. 00:11:52.568 --> 00:11:57.290 He hasn't got that expertise so, we need to provide him with the information to 00:11:57.290 --> 00:12:02.730 allow him to give the right content to those people to solve those problems 00:12:03.060 --> 00:12:09.280 without him necessarily being an expert, and I think that is very hard 00:12:09.730 --> 00:12:11.470 to get up to speed very quickly with. 00:12:11.890 --> 00:12:15.390 Jamie: So when it comes back to kind of delving off into the different 00:12:15.390 --> 00:12:18.070 roles there, because I think it is really important to understand 00:12:18.100 --> 00:12:22.087 what each department do to have that empathy to collaborate. 00:12:22.897 --> 00:12:27.977 So to kind of wrap up this episode, if you had five ways that you could throw 00:12:27.977 --> 00:12:32.207 out to business owners to help team build, almost because that's what it 00:12:32.207 --> 00:12:37.658 comes down to is, is departments liking each other, not working in their silos. 00:12:37.726 --> 00:12:38.446 What would you say? 00:12:38.506 --> 00:12:43.246 Like making sure Christmas parties happen, making sure there are team 00:12:43.246 --> 00:12:44.996 events that not everything is work. 00:12:45.016 --> 00:12:46.006 How would you help? 00:12:46.696 --> 00:12:50.146 James: So for me, I wouldn't have a sales team and a marketing team per se. 00:12:50.326 --> 00:12:54.206 So obviously it's a little bit harder now when we got a lot of companies who 00:12:54.206 --> 00:12:59.132 are working remotely, but I would make sure that they are more joined at the hip 00:12:59.192 --> 00:13:01.912 and working together for that same goal. 00:13:02.002 --> 00:13:06.682 Be that let's say a lead comes through, rather than just a nice handover of a lead 00:13:06.712 --> 00:13:11.246 to sales they kind of work together maybe on that lead or they're working together. 00:13:11.246 --> 00:13:12.776 So they are more joined at the hip. 00:13:12.906 --> 00:13:15.472 Jamie: In terms of like working office space 00:13:16.132 --> 00:13:16.972 James: Yeah possible yeah. 00:13:16.972 --> 00:13:19.969 Yeah as I said, it might be harder now being remote but if you're using 00:13:19.969 --> 00:13:23.338 tools like Teams or Slack, you know, maybe have them in the same chat 00:13:23.368 --> 00:13:26.878 group, a channel where they can work together, where they can talk to each 00:13:26.878 --> 00:13:28.738 other and have that communication. 00:13:28.738 --> 00:13:32.278 I think the lines of communication are very much as 00:13:32.278 --> 00:13:33.358 we know, we'd love automation. 00:13:33.358 --> 00:13:37.787 We'd love sending over things to people and that I think we need to be able 00:13:37.787 --> 00:13:41.566 to send that communication rather than being automated I think it should be 00:13:41.566 --> 00:13:44.926 done more manual between the two people or between the two groups of people. 00:13:45.136 --> 00:13:47.386 So there is that communication together. 00:13:47.446 --> 00:13:50.188 So yeah, I think good communication whether that's being in the same office 00:13:50.188 --> 00:13:51.658 or the same channels or remotely, 00:13:51.718 --> 00:13:53.368 Jamie: So I'm going to speed you up here. 00:13:53.421 --> 00:13:54.411 So that's one of five. 00:13:54.591 --> 00:13:54.802 James: Yeah. 00:13:54.802 --> 00:13:57.687 Jamie: James loves chat, weird that it's been hard to get on a podcast. 00:13:57.710 --> 00:13:59.524 Second second to five go for it. 00:13:59.588 --> 00:14:05.754 James: Resources, I think have a good bank of resources that you can use that 00:14:05.754 --> 00:14:07.794 are focusing very much on the customer. 00:14:08.154 --> 00:14:08.934 Jamie: Who's creating that. 00:14:08.971 --> 00:14:13.321 James: I think marketing needs to be fed from sales, so, yeah, they need to have 00:14:13.321 --> 00:14:15.811 those problems fed to them of what it is. 00:14:15.832 --> 00:14:18.805 They will have a good idea., But I think if we're talking about, you know, 00:14:18.805 --> 00:14:22.255 marketing and sales working together here, I think sales will know what they're 00:14:22.255 --> 00:14:23.709 struggling with and what they require. 00:14:24.481 --> 00:14:30.631 So this is kind of more of a sales tip, I would say rather than the marketing 00:14:30.631 --> 00:14:33.811 and the sales, but stay off emails. 00:14:33.891 --> 00:14:39.381 With an email you're just prolonging the no, and that's why we kind of do it. 00:14:39.441 --> 00:14:45.974 So we all like to be liked and I prefer salespeople to be people rather 00:14:45.974 --> 00:14:49.184 than you know, that the cutthroat ring, a bell, that all kind of stuff. 00:14:49.604 --> 00:14:54.014 I think very much people selling rather than salesman selling I think 00:14:54.044 --> 00:14:55.784 works a lot better and in that regard. 00:14:56.594 --> 00:15:00.254 We then fall into the trap of, oh, we'll just send an email but all 00:15:00.254 --> 00:15:05.234 that does is prolong somebody to say no, because they can say, oh, 00:15:05.294 --> 00:15:06.014 sorry, I didn't get back to you. 00:15:06.014 --> 00:15:07.124 I'll get back to you next week. 00:15:07.244 --> 00:15:09.793 If you pick up the phone to somebody, they're going to say no, you're 00:15:09.793 --> 00:15:12.943 going to get a quicker answer you're going to waste a lot less time if you 00:15:12.943 --> 00:15:15.313 like on that lead or that prospect. 00:15:15.313 --> 00:15:17.983 So pick up the phone and speak to people. 00:15:17.983 --> 00:15:20.623 Follow it up with an email, sorry I missed you today I will try you again 00:15:20.653 --> 00:15:24.880 in seven days or whatever, but, but use the phones and speak to people. 00:15:24.880 --> 00:15:25.640 Jamie: Three out of five. 00:15:25.706 --> 00:15:26.876 Let's get on to that fourth, 00:15:26.966 --> 00:15:28.603 James: Fourth so 00:15:28.690 --> 00:15:35.483 Jamie: How important in the world of remote post COVID working situations are 00:15:35.483 --> 00:15:38.523 things like summer parties, Christmas dos. 00:15:38.933 --> 00:15:41.693 How important is it to bring that social aspect back? 00:15:42.443 --> 00:15:45.701 James: Yeah, I think massively I think the trouble with, with 00:15:45.761 --> 00:15:47.831 obviously a remote working now is. 00:15:48.281 --> 00:15:52.871 Obviously here we've, we've always been very remote, but when the podcast happens, 00:15:52.871 --> 00:15:58.061 when we have our content days, we're all in the office and we waste half a day 00:15:58.241 --> 00:16:01.871 talking about football, talking about everything else, because we don't get our 00:16:01.871 --> 00:16:06.635 10 minutes around the water cooler every day we get that has all of that stored 00:16:06.635 --> 00:16:11.945 up for our, yeah one or two days a month where we do meet up and then we need 00:16:11.945 --> 00:16:14.855 that time to bond as a, as a team again. 00:16:14.855 --> 00:16:19.075 So, you know, I'm very relaxed about our content days, being a day 00:16:19.075 --> 00:16:21.655 when we really do the content and half a day, because we need those 00:16:21.655 --> 00:16:23.215 touch points together as a group. 00:16:23.965 --> 00:16:28.811 And I think that is us as a smaller organization, but as we grow and as you 00:16:28.931 --> 00:16:32.861 meet some bigger companies, they will have a marketing team party, they'll 00:16:32.861 --> 00:16:37.121 have a sales team party, and I think that just doesn't all that's doing is 00:16:37.121 --> 00:16:41.351 just creating those divides and making it harder for that collaboration. 00:16:41.681 --> 00:16:45.941 Whereas dropping down your guards and having, you know, a night out. 00:16:46.061 --> 00:16:49.954 No matter what it is, I think meeting up as certainly the sales and marketing 00:16:49.980 --> 00:16:52.924 and I think that would getting together and meeting up really, really helps. 00:16:52.988 --> 00:16:56.228 Jamie: Fifth and final, are we scraping the barrel or we got something in there. 00:16:56.988 --> 00:16:59.658 James: So fifth and final. 00:16:59.691 --> 00:17:01.402 Is a CRM. 00:17:01.409 --> 00:17:05.999 We are still talking to people at bigger organizations who are running their 00:17:05.999 --> 00:17:08.231 business off Excel or Google sheets. 00:17:09.221 --> 00:17:10.361 Jamie: Uh we know you want to say. 00:17:10.961 --> 00:17:12.531 Say say which CRM 00:17:12.701 --> 00:17:15.531 James: Having the best CRM that's out there. 00:17:15.851 --> 00:17:16.841 Jamie: He's wearing orange. 00:17:16.871 --> 00:17:18.161 I'm going to give that as a hint. 00:17:18.239 --> 00:17:22.259 James: Which we believe is HubSpot it might not fit every company. 00:17:22.589 --> 00:17:27.479 90% it will fit, is such an important thing to have. 00:17:28.019 --> 00:17:29.639 As we say, we are very customer focused. 00:17:29.639 --> 00:17:33.029 The reason being that we were customer focused is because we understand that 00:17:33.029 --> 00:17:38.129 everything that is going through with that customer and having that stored 00:17:38.429 --> 00:17:40.589 in a CRM is allowing us to do it. 00:17:40.589 --> 00:17:44.109 So when we are handing over somebody from marketing to sales. 00:17:44.439 --> 00:17:46.659 we are going to have all of those touch points that they've had 00:17:46.659 --> 00:17:48.819 with us prior to that handover. 00:17:49.209 --> 00:17:54.458 So rather than kind of saying, oh, I've got John, yeah, he lives in London and 00:17:54.458 --> 00:17:55.838 he's interested about this product. 00:17:55.838 --> 00:17:58.448 We're going to have so much more information around John, where he's 00:17:58.448 --> 00:18:00.008 been, what pages he's been looking at. 00:18:00.398 --> 00:18:01.298 Jamie: So watch out john 00:18:01.538 --> 00:18:07.251 James: So John we're after you and that is probably the primary point. 00:18:07.461 --> 00:18:11.196 Yeah, have a good CRM that you're all using rather than having, obviously 00:18:11.256 --> 00:18:12.396 you could have different CRMs. 00:18:12.636 --> 00:18:15.756 Have one central CRM that everybody's using and all the 00:18:15.786 --> 00:18:17.106 information is stored upon. 00:18:17.256 --> 00:18:18.036 Jamie: And there you have it. 00:18:18.576 --> 00:18:25.543 That is James's extended five top tips to collaborate and make teams more cohesive. 00:18:25.623 --> 00:18:28.566 Thank you for joining us again on Behind the Madness. 00:18:29.346 --> 00:18:33.156 We are always looking for ideas and feedback from you guys about what 00:18:33.156 --> 00:18:37.476 topics you want us to cover, as you can see so much shorter, some are longer. 00:18:38.086 --> 00:18:40.056 Let us know the comments, do you prefer quick fire? 00:18:40.056 --> 00:18:43.986 We want to make sure we're making the podcast as accessible and as easy to 00:18:43.986 --> 00:18:48.489 digest for business owners, we know how busy you are, James outro for you. 00:18:48.844 --> 00:18:52.349 James: So, yeah, I think as Jamie's kind of very, very nicely said, 00:18:52.349 --> 00:18:54.926 we are building this out, we're going to get more guests on. 00:18:54.977 --> 00:18:57.017 We've got some really interesting guests lined up. 00:18:57.047 --> 00:18:58.577 We want to get more. 00:18:58.577 --> 00:19:01.217 If you're interested in jumping on the podcast, give me a shout. 00:19:01.241 --> 00:19:04.085 The best way to get in touch with me is on my email, which 00:19:04.305 --> 00:19:06.455 is James@hellomethod.co.uk. 00:19:07.243 --> 00:19:07.917 Jamie: In the show notes 00:19:08.007 --> 00:19:09.267 James: In the show notes as well. 00:19:09.717 --> 00:19:12.537 And I think, that's what we want to do. 00:19:12.567 --> 00:19:16.977 We want to kind of talk to business owners, talk to marketeers, talked to 00:19:16.977 --> 00:19:22.077 anybody who has really anything around kind of business or fundamentals of 00:19:22.077 --> 00:19:24.707 business, or struggles or anything we can kind of talk through on the 00:19:24.707 --> 00:19:28.367 podcast that may help other people is certainly somebody we want to get on. 00:19:28.436 --> 00:19:31.556 So yeah, so reach out to me and we will get you on one of the next 00:19:31.556 --> 00:19:34.356 podcasts, as I said, we've got some really interesting guests lined up. 00:19:34.364 --> 00:19:37.964 And as we've kind of said, the madness here at method never stops. 00:19:38.234 --> 00:19:40.844 So we'll be back soon with our next chat. 00:19:40.876 --> 00:19:43.396 We've also got, as I said, a huge load of resources. 00:19:43.426 --> 00:19:48.706 We've got 23 episodes of our podcast now, which we are trying 00:19:48.706 --> 00:19:50.296 to get better at, as we've said. 00:19:50.296 --> 00:19:51.526 So go have a look through those. 00:19:51.526 --> 00:19:54.086 If this is your first time, welcome, if you've listened to 00:19:54.086 --> 00:19:55.196 all of them, then thank you. 00:19:55.196 --> 00:19:56.336 If you've listened to all of them. 00:19:57.036 --> 00:19:57.746 Jamie: Hi, James's mum. 00:19:57.994 --> 00:20:01.054 James: If you've listened to all of them, like my mum has leave a comment. 00:20:01.174 --> 00:20:02.974 The comments really, really do help us. 00:20:03.274 --> 00:20:05.494 So if you are enjoying them, leave a comment. 00:20:05.524 --> 00:20:06.844 If you're not enjoying them. 00:20:06.904 --> 00:20:09.611 As I said before email Paul. 00:20:09.964 --> 00:20:12.265 We will be back stronger. 00:20:12.265 --> 00:20:14.155 So until next time, thank you so much for listening.