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Thanks for visiting. Have a look around and if you read something interesting, don’t hesitate to drop a comment. Would be great to hear your views on some of the content.

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It’s all about the process…

I only do one thing. Sell for technology companies. A few years ago, I thought, like many people, that Sales was just a matter of being able to get along with people and do nice presentations. I learnt, the hard way, that Sales is actually rather technical. And I do not mean that one need to be able to articule the intricacies of a technology product. There is a need of a process to implement to avoid falling into the process of the prospect, constantly answering product related questions or, amongst many things, not being clear on what other measures a prospect has taken to fix the problem they face. Furthermore, organisations are human constructs. They are therefore subject to distraction. Starting the pursuit of a new initiative, a new market, testing a new feature, etc… This is known as “context switch”. To be efficient, a Sales organisation needs to have recurring processes that constantly generate new business and secure existing one. So there are tools, processes and technics to do so.

Time is scarce and I do not have the luxury to write blog posts very often. But when I do, I write practical posts about the two processes I see are vital for a successful Sales organisation. One process which is across the company, the one that makes sure the top of the pipe is constantly filled up with new opportunities and that things are running smoothly. Prospection, the right incentives, reporting, sales ops, etc… The second process I also write about is the one that need to exist when interacting on a 1-2-1 basis with prospect(s). This is a mix of soft skills and frameworks that, amongst other things, are used to avoid having loads of “interesting meetings” with no clear path to a yes or a no decision. I also write about some relevant articles, books or tools that are worth looking at.

The London thing…

London, sales, start-upI have been writing on and off about sales stuff for a couple of years. But turned a not very frequent blog into this more fully fledge website to cover another topic. London. Again with a certain (but not unique) focus on tech start-up.

So, on this page, I’ll publish some content about events I attend, interesting start-ups I come across and other probably not too fascinating London topics (I am, as you gather, in sales rather than marketing ;) ).

Some blog posts to get started…

Here is a handful of blog posts. I don’t publish often but your can read more posts on the blog page here.

French Tech XMas bash (sans les mince pies)
I attended the French tech XMas bash yesterday. Hosted in the nice offices of Balderton, right next to King’s Cross
Read more.
How to fix a miscommunication issue (or avoid it)
Photo credit: Steve Edwards Humans are very complex creatures and I have learned the hard way that a few words
Read more.
Is Rapportive not working? Simple way to fix the issue.
  Is rapportive not working? Since 25 October 2017, it seems it has stopped displaying the useful social card on
Read more.

What they say

What I most appreciate is when people I worked with share their views on the impact I have on their company. Below are a couple of exemples, more here

Hervé brought with him tools and processes to automatize and scale up our outbound activities. He is at the same time a doer, a coach and a strategist, which makes him very valuable for a startup like ours.    

Bertrand

Hervé is great at implementing sales processes from the ground up, opening doors, working across timezones and companies sizes, from large banks to small startups, while making our team and product more efficient.  

Sylvain