#202 – Sales Frequency: The Future of The Sales Mindsets is Coming...

 

 

Full episode transcript: 

​Please note that transcription is done by AI and may contain errors.

​

 

George: Hi everyone. George here, the editor of the Sales Transformation Podcast.

This week on the show, we've got a recording of a recent sales frequency LinkedIn live session where Jesus spoke to Aviso CPO Ofer Zilberman about our exciting new joint offering, the Sales Mindsets Intelligence Studio.

If you haven't already seen our announcement, the Sales Mindsets Intelligence Studios and AI tool for analyzing sales conversations and providing feedback based on how well the sales person is displaying Consalia's sales mindsets.

It was built by AI experts, aviso, and trained on decades of our research material and personally tested and honed by Phil Squire.

If you want to hear more about how Phil found the experience of training in ai, please go back and listen to last week's episode where he talks all about it. If you're interested in finding out more about the Sales Mindsets Intelligence Studio, there'll be a link in the show notes where you can register your interest ahead of the official launch on the 21st of May.

Finally just a word of warning that we had a few technical difficulties at the start of this session, so adjoining Jesus and Ofer just as those are resolved and everything is up and running.

With all of that said, please enjoy the episode.

​

​

Jesus: um, technical problems, uh, sometimes happens. We live with technology. We suffer, we enjoy it. So we have everything. Uh, sorry Ofer. Uh,

Ofer: no problem.

Jesus: You had, so yeah, you introduced, how are you today apart from

Ofer: No, I'm good. We lost audio, your talk track in the beginning so you can do restart.

And, uh,

Jesus: okay. Okay. No, I think, I think it's a few weeks where we've not, uh, had a live, uh, event like this one, but, you know, we wanted to, to bring something special to everyone. So, um, I know that we've started like a big social media and email campaign. Um. You know, advertising our new event by the end of May, which is, uh, connected to the topic we want to talk today.

The our New Sales Mindsets Intelligence Studio, uh, which has been, uh, engineered, I would say jointly with all the Aviso team, and of course Ofer as chief product officer has a lot to say about that, right.

Ofer: Yeah, it's, uh, you know, we started, I think this journey six to nine months ago and, uh, well, our journey started years and years ago, me and Consalia and, um, hearing and talking about sales mindsets and what's the, um.

What is the, the promise of this, um, wonderful framework, which I've been a believer from day one that I introduced to it. If, uh, I may do a, a little reminder, it's about, uh, how. Vendors, vendors want to be sold to. Rather than going and talking about my top reps, my top, uh, performers where performance is jaded in many ways.

People get what is top performer, top revenue, top quota achievement. Maybe they got a really amazing territory. I have been in my career where we took an amazing top performer and we chopped his territory a little bit and we gave him two, three accounts to focus on, and all of a sudden he dropped all the way to the back of the list.

He was opportunistic. So it's hand, so it turns out, so with sales mindsets where the story turned, uh, on its head, so to speak, and we, Philip went to the top vendors and said, well. Who is the top performer in your mind without knowing, you know, what they, they, their quota is, but just what behaviors do they exhibit and what makes you like them?

And ma what makes you trust them and what makes them close as and, and literally part of your team, um, that formed the, the four mindsets that, uh, yeah. Phillip has been, uh, pursuing ever since and built, uh. Uh, the Consalia Consalia brand and company.

Jesus: Yeah. It's, it's, it is now more than 20 years that we started with the PHT research, uh, that Phil made our CEO, um, with more than a hundred, uh, you know, FT uh, 500 companies.

And, uh, you know, it, it resonate very well to how, how the buy, I mean, how the bias wants to be sold to. And, uh, and we end up with, uh, four sales mindsets. You know, as you know, authenticity. Uh, intellectual authenticity. We have, uh, reframed a little bit with, uh, all the ai Yeah.

Ofer: Talk about, we need to talk about, uh, the, the refresh people here 20 years ago.

Whoa. That's really odd. No,

Jesus: no, no. It's been

Ofer: in recent research,

Jesus: right? Yeah. We've, we've made a, a refresh on the, on the recess last year and. The only tweak or change was authenticity to intellectual authenticity. But, you know, uh, the rest of the mindsets, uh, uh, creative pro productivity, uh, ful, audacity, and uh, authenticity, uh, are still.

Very important, very relevant for the top performance. It's, it's really interesting what you mentioned about this, uh, sales guide that was really a good, successful, good performer. Then you narrow, you know, the, the, the, the, the, the territory and then, um, uh, it was not so successful. I believe that, you know, at the end of the day, we have humans.

We have humans selling to humans, jet, I should say. Uh, and that's what probably, and we've, we've spoken with Phil about this. This is the one of the major challenges we had in, in this project with you guys, because technology is technology, but how we train technology to understand the human behaviors, the human mindsets, and even more.

Coach on them. Yeah. So I think this is what, uh, we've been, um, working on over the last months. Uh, quite intense. And that's the reason why we barely stopped our sales frequency because we wanted to come with a, something major like this. Yeah. So we are doing a, a proper lunch event. It, it is like a software, uh, proper lunch event by the end of, uh, may in London.

And we will follow with, uh, more events in Madrid and, and some other places. But, you know, before that. Um, I would like to ask you, and, and it's very fluid, as I said of it, but, you know, feel free. 1, 1, 1 thing that might be interesting is how do you, how do you see this next step that we've done together? Um.

In the journey of Aviso and Consalia, how this compliments your portfolio. Are your customers demanding this type of stuff? So how, how this mindsets topic, which is so huge, is improving or adding value to your value proposition and to your customers.

Ofer: So I think it's not just cons, um, Avis, but any technology partner out there or any technology out there.

There, there's a lot of claim to fame in the market to having cracked the code on what is the traits and, and coaching avatars and coaching frameworks that, um, a lot of vendors out there basically, um, um, try to. Um, go ahead, add it from the angle. Again, like I said, coming inside out from inside an organization into, um, um, what made, uh, a successful, for example, successful deal happen, right?

And what that, uh, the sales rep exhibited. However, again, a successful deal doesn't mean a successful and happy customer. It just means a, a large deal. Mm-hmm. And I think that's where the big difference between, there's a, as I said, there's a lot of technology and also Avis in there, uh, chasing the, the, this golden egg of, uh, putting a golden standard and measuring to it and advancing people to it.

The traditional platforms out there are extremely training oriented. The, if I to say for example, sales enablement platforms, you, you have to record the pitch. Everyone is checking the pitch adherence, give you some reti, real real time cues at best when you are in front of a customer, like a teleprompter.

You haven't said this, you haven't said that, and just kind of mounting progressively more and more pressure on the rep. That has to stick to a ruler rather, rather than the ruler, so to speak, coming to the rep. So what do I mean by that? Um, coaching is not done by, uh, giving scores to a, uh, um, to, to, to, to how quick, how accurately do I repeat or parrot the company pitch?

Coaching happens when, you know, I love the, uh, the, the transformation happens. Like Philip says, when a, um, when, uh, I forgot, is it the cocoon turns into a butterfly, right? So I may not use the right, uh, term in English, but that's, that's where the, the kind of transformation we are looking for. And that's again, not by giving badges to people online or in an app or.

Physically, it's by really incrementally moving the needle on the for, for those folks to really understand what have they done wrong and fix it through exercising on their mindset rather than their parroting skills.

Jesus: Yeah,

Ofer: okay. There is of course points you need to hit, but that's. That's where with lack of better tools, that's where the industry went.

And I truly believe that with the exercise we did, like namely, we took an open source LLM model and we gave it all the. All the studies, all the, the PhD, the, the books, all the intellectual property that Consalia the vast intellectual property Consalia has. We trained the LLM model on it, and then we ran simulations through real calls of sales reps of customer success reps.

And having Phil over his weekends and vacations.

Jesus: Yeah.

Ofer: Laboriously sit there and check every, um, feedback That model has

Jesus: every turn of the conversation. Yeah.

Ofer: Every turn of the conversation. So every time they was return in the conversation, the mother would've said, well done because, or not so great.

Because what you could have done better because. And then Phil just going over it and saying, yep, you got it right. Basically coaching the, the AI coach.

Jesus: Yeah. I mean, yeah, it's, I mean, I was gonna be asking you because we've had of course, myself and the rest of Consalia team, but we've had a, a PhD in sales, you know?

Yes. Uh, uh, uh, coaching, I mean, and training the artificial intelligence. So I wonder how many, how many of the. You know, uh, AI tools or AI features even that AVISO has, has been trained by a PhD level on the, on the, on the subject.

Ofer: I know. And, and you could say yes, there's been, uh, if you go, you know, charge, PT has been trained on a lot of PhDs, but speaking in terms of medical and, and.

There's not that many sales PhDs that you can probably count them on, on, on one hand. Yeah. But it's not just the work, it's the, the professor, doctor himself sitting and Yes. Going answer by answer on hundreds of conversations. And then we, sorry, I, I neglected to mention we retrained based on the feedback and another iteration, we went about five.

Um. Like going through. Yeah, we every time different ones. It, it was like, uh, until we you got it to Phil Got it to,

Jesus: yeah. You know, the fact that, uh, in Consalia we, uh. We do both type of, uh, you know, uh, let's say interventions. We do, um, business sales, business education, and that's the reason why we have the masters and the BSE all on sales are created by the university with this great content and, but this gives us academic rigor.

So we are quite. Strict on delivering something that is really properly well done, well cooked. Right. On the other side, we have the consulting business, which is, I, I will not say less academic or less rigorous. It's, it's more dynamic. It's a different kind of DNA. Right. And I believe that based on both.

We've had Phil, not just with, and myself, not just with his expertise, but my expertise as well, combining all together to try to bring a really good tool, right, a really good, uh, uh, tool to the, to the customers. So, um, so yeah, it's, I mean, um, I think this, this, this, this is the background, right? And, uh, maybe I wonder, um, we had.

Initially, I, I, I believe that when we spoke months ago, we were talking about, yeah, we'll take two or three months to deliver, to know, to, to, to train the, the pro and have the pro. I think it took a little bit more or more, let's say, uh, phases. Do you think this is because of the behaviors plus academic rigority things, or, or not?

What do you think?

Ofer: No, I think Ingel was doing a thorough job. I mean, Phil took his time and then our people took their time to make sure the feedback is incorporated and we're not giving, uh, Philip another one to that he has to, to do the same. Yeah. Uh, that, that, that is one, but also I think that the, it's about, okay, you got the agent.

Alright, it's tuned up. It's ready to go. And what do you do with it? Like, what's the approach? Well, how do you deliver, you know, the, that was the exciting stuff. Now comes, the boring stuff is operationalizing right? It And that's what we wanna unveil on, on the 21st as well.

Jesus: Yes.

Ofer: Is not just, Hey, here's a fancy agent, talk to it.

He talks back and whatnot. Um, that's like the

Jesus: gene, right? Like that's like the. Eh, this is the engine, right? The motor,

Ofer: right?

Jesus: Yeah.

Ofer: Yeah, exactly. So, so we, you know, uh, you know, we spoke about before I told you that my experience with, uh, any sales enablement program, and I think, uh, the entire business school idea was that on the base of that you try any training, coaching, enablement in a corporate environment.

My experience has been at best, you know, the, the, attention span you get out of very erratic sales and sales managers is about two days at most.

Jesus: Yeah. Yeah.

Ofer: Uh, first half day, everybody's excited. They're sitting around the table, you know, the, the, the host, the moderator has the room. A second day they start being a little bit more on the phone and it's harder to control.

Uh, sorry, the second half of the day and the second day itself, the good luck. There's important meeting. Oh, I have to talk my, uh, this account. There's this, this transaction, and you start losing traction in the, in the training. And the big question is, and, and it's nothing new. And we try to jump content, uh, as soon as possible and, and relax the content.

Like whatever context, content spread you try in those trainings, it's always hard to. You know, to gauge how much has stuck, how much, what's the retention percentage of those people that they actually stick in their minds?

Jesus: Yeah.

Ofer: And they go back to the daily job and actually apply it. Anyone's guess.

Jesus: Yeah, I think you are you, I think you're right.

Right. Uh, I mean, in Consalia we try to push a lot for, you know, we both work-based learning, uh, real cases, lot of practice. So it's not like when we do like, uh, workshops or, or, or, or one day, half days. Uh. Let's say, uh, 10, 20% are theory or you know, or concepts or frameworks. But the rest is the application of them.

But then they finish, it's one day, it's half days, it's two days. The good thing of the studio is gonna be 24 by seven fully available. It's gonna be objective, right? So it's not another human, it's an objective machine talking to you in private. So I believe that that's, that's something quite important of,

Ofer: yeah.

So that, so that's, uh. But to describe what will happen is basically, um, a rep could go on a call, although I'm flickering again, uh, I'm not, I'm not an avatar. I'm just having camera issues.

Jesus: Yeah.

Ofer: Um, the, the rep has, uh, kind of controls his own destiny in the sense, uh, that they either connect, uh, the tool to their, uh.

Uh, conversational intelligence tool. One can be provided by a visa if you don't have one. But, um, can connect to any conversation con, uh, script that you can upload into the, into the tool. And the, the agent will analyze the, that conversation and will come up with the, um, scores, um, across the four mindsets and.

Give you a baseline, so to speak, to improve from, but it doesn't end there, right? You can then say, okay, I would like to train on this specific aspect in a specific environment. I want to talk to someone stubborn. I want to talk to someone amicable. I wanna tell that you can choose the traits of the, of the training avatar, and you literally.

Load up an environment where you can talk to an avatar, uh, who will behave and challenge you to see how you respond and build stronger ability to, and, and in that, uh, specific area of improvement, but also allow you to explore what has been going wrong. You can see turn by turn feedback. And don't go and reflect on it because it's not about, again, getting a pitch to a, to a standard.

Jesus: Yeah.

Ofer: It's about like, what am I doing wrong?

Jesus: Yeah.

Ofer: Because this has been proven. Yeah. Like you, you don't go against the stream. I can prove you that. Uh, my way is the way. No.

Jesus: Yeah, yeah, yeah. There

Ofer: is, there is a streamer that, that is a, is proven success. So why not?

Jesus: Yeah, even. Yeah, definitely. And even father, uh.

I mean, the studio will be able to simulate, uh, existing conversations and you've had with the customer previously. And then you say, well, I'm not very successful. I've done this twice. Uh, I I've got a third one, you know, and then, and then, and then it, when you can train as well with, uh, all this, so the, the studio can, um, under may understand based on previous conversations, what is the behavior of the, uh, of the buyer.

And then prepare you in the best, uh, possible way. Right. So that's, that's, that's also quite important. And as I say, I think this is, it's, it's like. It's not just a coach. Yeah, we have coaches. We have a couple of, I mean, I don't want to unveil because we have to wait until end of May, but we have a couple of coaches.

But beyond that, um, it's a lot of, uh, you know, uh, analytics. And an analysis on what you are doing. And it's analysis from, let's say the, the brain, the artificial intelligence that has been trained, but is all, it can also incorporate other analysis from other parties, like your line manager, your customer, different things.

So then you can have different perspectives. Because many people, when they, when they do our sales mindset survey, many people, it's like Superman, right? And then when somebody does the survey on this person, it's not Superman. It's maybe. You know, something in the middle. Right? So I think, I think the tool is gonna be, I mean, the, the service is gonna be quite amazing.

And it's like having, you know, an objective 24 by 7 coach that, you know, has more than 90% accuracy from our point of view. It has been tough to arrive to the 90%, but we can say that, uh, and you have that, that you're, you know, available all the time. So

Ofer: it's available at the time, but if we, if we zoom out, uh, to the next level, to the manager, to the manager of the manager, all the way to the CRO and the organization, not only they get.

For their own purpose. They, they also get the feedback rolled up in terms of teams, in terms of various cuts and, and analysis of the progress teams are making towards those, uh, um, um, mindsets. And you get called sort of an organizational score as such, and you can poke and coach, or coach further or apply, for example, call in Consalia and say, you know what, um, in this, in this organization, they need a, a human, uh, no, I don't wanna say kick in the butt, but I'll say kick in the butt.

And, uh, we, we, we need to bring them back to, to, to the main, uh. Main road. So that's, that's also something that, you know, again, today you, you have, you are blindfolded, you have no clue what's going on. You have, you know, at best picture during adherence.

Jesus: Yes. Yes. I think following the compa, the comparison with the cars, right?

So we built in gene, the fuel is the data. Data, meaning, uh, all the conversations we are having with the customers, progression, et cetera. Your, your behaviors, how you behave, how you respond, all these kind of analysis. But then you have the rest of the car, which belongs to the customer experience. Right.

And customer in over time because we, this fuel, you know, you get the more data and then you get, uh, a better understanding. Yeah.

Ofer: Yeah, so that's, that's, that would require additional modules. But obviously with Avis o you can connect to your CRM data and drive, uh, based on the revenue intelligence part of the business.

Um, drive insights and see, okay, now my sales team is going in the right direction. Do I have proof in the pudding? Is customer retention Is, uh, is, is happening at a higher rate? Is my, um, um, average deal size going on, uh, going, uh, higher is my veloc, uh, sorry, velocity, but, uh, speed of, uh, closing exhibits, uh, um, uh, uh, an improving trend.

So tying the sales mindset to actual business performance. And also seeing where other fish that swim against the stream, but get great results. Right. What, what's, what's special about them?

Jesus: Yeah.

Ofer: And also things fo folks who swim with the stream but do not get great results. Mm-hmm. And what's the story about them?

It, the story never ends with one thing. There's no holy gra is about the. You know, the, the mindsets that you exhibit, it's about the territory you get given. It's about the enablement that you get given. It's about the product maybe as well. Yeah. But if there is a cohort that is successful, that's your gold standard that you want everyone to stick to, and having good operational rigor and operational command system.

That makes sure that operational rigor is up to, up to, uh, up to scratch. Avis then, then you, you, you, you, you get the full, uh, spectrum of every, all the things that, all the moving levers that you need to, to push up or down.

Jesus: Yeah, I think, I think, I think the, we've engineered jointly in a way that, uh.

Because this is a studio, right? So we will be, uh, having the option for the customers to have the studio on, but then connect it to Aviso, uh, great, um, great modules, right? So, um, this means that, you know, in, in some points we will be able to do benchmarks, for instance. So we can say who is, I mean, it's an organization, 9,000 or 10,000.

You know, sales representatives across different countries, different, and, and you can benchmark, right? And then doing a benchmark, you can also get ideas about which specific value propositions or type of customers. For a special industry, maybe the behaviors have to be more prominent or be more pushy on authenticity or proactive creativity, or being bolded at, at uh, uh, presenting propositions.

So I think all this together will, will. Will create a minds, um, an intelligence within the, the, the, the, the companies that is very valuable, right? Because it's not just about cultivate the mindsets sales mindset, it's also to understand what works where. And by doing this benchmark will be

Ofer: a hundred percent, a hundred percent.

And, and the more we grow, you know, I, I came, I worked for ServiceNow for six years and for ServiceNow, one of the selling points was. What, um, for example, if you have an HR manager, how for your industry, for your number of employees, how many HR managers should you have? Right? It, it's like every organization had, because in hr, when you think about it, the type of requests you get are similar across organizations.

You, you know, you want to know something about your salary, about your benefits. You have, uh, a leave of this sort of, that sort? Yeah. It's, it's not the 90% the same across all the companies. So we could really standardize, say HR manager can handle a hundred, a hundred requests a week, uh, in pharmaceuticals with this type of workforce and blah, blah, blah, blah, blah.

And the next pharmaceutical, so we had a hundred pharmaceutical customers. Well with 101, if they had, uh, their HR managers handling 60 requests a week, we'll say, Hmm, your bench, the benchmark says different.

Jesus: Yeah.

Ofer: What's going on? And, and the ability to give that benchmark and the ability to, um, um, for the executives with the right mindset.

Speaking of which. That, um, adopted and said, you know, came to their board and said, you know, we're not up to scratch, so we're not gonna invest in more headcount. We're gonna invest in improving the skills of our, um, HR managers to get to the industry benchmark in the same way speaking futuristically.

This without obviously exposing any customer. Um, um, data that, that you could say how mindsets work and which mindsets work best in which industry and which, and give that benchmark a course to other clients. Something, again, a golden starter to aspire to.

Jesus: Yeah, yeah, definitely, definitely. So we are, we are talking about, uh, three type of, uh.

Uh, users, right? So we are talking about sales representatives. We are talking about sales leaders, and we are talking about enablement as well, or transformation, uh, teams. Uh, um. Do you think? I mean, uh, the, the use and the value is different for each of them, right? Uh, and I dunno what you think about Ofer, but probably depending on the, on the, on, on the client, depending on, depending on the company, uh, depending how it's distributed, how it is, you know, organized, uh, what is their business, et cetera.

They might be interested on one, two, or three roles, right? So it would be. Maybe, uh, the interest might be different from one company to the other. Some, some companies may even don't have like a strong enablement team, but it's still like some hundreds of, uh, sales representatives. I don't know. What do you think about that?

You, you've been in this situation.

Ofer: Well, the way I think about it, it, I mean, if at minimum put the tool in the reps hands, right? Yeah. If you, uh.

Jesus: Well, yeah, it doesn't make sense for the other ones. If not, yeah. So

Ofer: that's, no, I know. But if, uh, for some reason, for some reason you decide you don't want to, uh, oversight, you just want to give it the rep another tool, which again, I question.

Um, that's, that's the minimum, but minimum for me, sales rep and manager, so they can converse about it. Like any type of, uh, almost performance metric because again, there, there's what not to want here. Yeah. They have a, a proven success. Tried and tested through 20 years. Yeah. And reconfirmed in, uh, researched as recent as the last, uh, GST.

Right. Uh, that, that, and by the way, that that paper is also available, I, I suppose, yeah. Uh, the what not to want here. So how do you get the, as fast as possible from a junior rep to a senior rep that maybe has been set in their ways and the world has been changing, but they were not changing with it. How do you get there?

What not to want is, is one thing. So again. Sales rep manager to CRO. Typically, CROs don't look at tools as much. They will look at, um, depends on the CRO really. But, uh, rev Ops will look at it for them and, and report back and track it in q bs and ask us right questions in the intersection point where the business gets together and, and they look back and they compare metrics of how my sales rep behaves.

Versus how my sales sales rep performs. Yeah. And looking at the, at the tie between the two, man, this doesn't exist today. Yeah. It simply doesn't exist.

Jesus: Yeah,

Ofer: yeah, yeah. We can, we can run LLA models on on and analyze calls and ask questions about calls, but the, the true golden standard is as best as the top performers.

Which I would always question why there are top performers. I could be, yeah, that's true. End examples of, of just wrong behaviors out there in terms of management, because if I have a top performer, the next account that comes in, who am I gonna give it to, to my top performer? Because

Jesus: yeah,

Ofer: he, he knows how to make the account and I starve the others.

Maybe,

Jesus: oh, you need to elevate the others to the top performer, uh, mindsets, uh,

Ofer: usage, right? Yeah, but I, again, but I don't, again, I contest that the top performer might not have the mindsets because he just gets juicy accounts because he managed to close the deal somewhere.

Jesus: Yeah.

Ofer: That lucky customer came a hundred percent ready and just bought.

Jesus: So, so of, um, well just for the audience, uh, in the chat, you'll find links to download the white paper, uh, register your interest in our studio that we are launching at the end of, of, of May, or even, you know, uh, asked to be, I mean, asked to participate of this lunch event. It's a very private limited event, but we can, we can, we, there are some spots available.

Yeah. Um, okay. I have one question out of the agenda for you. I know you're not, we've not spoke about that, but, uh, I love when, when we were in, uh, one of the last times we, we met, um, with Trevor, I was thinking

scenario, right? So, uh, um, two companies, both of them have the studio and both of them are competing to get the deal. What do you think is gonna be the difference between the two companies having the same? Because, uh, I say the same because there is nothing like that in the market, right? So we are launching that, and I'm not even considering competing against other coaches, et cetera.

There is nothing like that, right? Training by PhD based on the sales mindsets, this is our appropriate, our, you know, uh, um, uh, property, all the stuff. So, but what happens if we in, in the future? Future, right? So. Because at the end, what we are trying to do from this studio, but also from Aviso, is to try to democratize.

So not having peaks on peak, on, on best performance, but you know, the, the, the average of everyone to go up Yeah. To level that up and, and, and make a better sales people. And, and this is also what the sales Mindset Studio, internet Studio is, is like the one of. The, the last frontiers because we are attaching the behaviors and the mindset, so we are attaching the human element.

I've been thinking a lot about that, right? We are training a machine to behave like a human or understand the humans. Uh, but if two, if two humans have access to the same machine, what do you think they will? Who will win? Or what, what is the difference? And I mean, I have my own opinion. I wanna ask you to

Ofer: see what Yeah.

I say first I'm with the vendor because He's gonna have a tough choice. Right, the vendor, again, this is all about the vendor, right? And the vendor will sit there and say, wow, I have two really serious people here who are offering, um, um,

Jesus: the buyer, you

Ofer: mean? I can, uh, I, and I think with whichever way I go, I'll get the value.

So it's, uh, a little bit, it's gonna be about the product, about the price. I guess it, it comes down to the. I guess the, to the, to the,

Jesus: I think to me, you are right. If I can add 2 cents, uh, I would add as well the ability for the company and the organization to boost adoption. Yeah. Because having the tool is not to adopt it.

Yeah. And, uh, and having the studio is not to adopt it, but I think that's probably. The cultural way of doing, you know, absorbing new tools, new, new enhancements within the company is gonna be critical. I believe.

Ofer: I, I think, you know, it's a mindset too. Okay. Not this mindset, but different mindset. If you are familiar with my talk about the quadrants, where I say reps, I scatter them.

This is bad. This is great. Um, how do you get from bad to great? And, uh, and reps o often when I show it to them, they're like, crap, I'm in the red. I gotta get to the green. Like, what do I do in the system in order to get to the green so I don't look bad? And I, my, my counter to that was you don't, being in the red is not bad, being in the red, staying in the red.

That's what's bad, right? Yeah. So ejecting from the red to the green, that's even worse. Like if you just stick stuff in the system to create pipeline and, and, and manipulate yourself into, um, a green quadrant, you need to work in a sustainable way to improve. But the beauty of this thing, unlike pipeline, once you close it, it evaporates and you are back to square one.

With mindsets. Once, once you have attained it, it's you

Jesus: build up. Yeah.

Ofer: You, you are there. You stay there. It it's like you

Jesus: build up. Yeah, yeah,

Ofer: yeah. You, you, you have transformed. It's not, uh, furniture that you can move around. It's, it's that.

Jesus: Yeah.

Ofer: It's good.

Jesus: Yeah. Okay. Well, I think, I think we are arriving to the end.

Uh, first, thank you so much for your time. I know that, uh. We'll have the privilege to have you and some of, uh, your colleagues from Aviso in the event. So it will be a joint event to launch the, the studio. Yeah. And, uh, yeah, as, uh, for the audience, as I say on the chat, you'll have all the links. Uh, if you want to know more, please uh, send us a message and we will be very happy to, to talk to you.

Thank you very much of Thank you. And very looking forward to, to show this to the world.

Ofer: You bet. All right thank you. Bye bye.

​