Blog

New Talk: Building Resilience in Sales

Paul Kenny (Ocean Learning) returned to BoS in March 2020 to talk about Building Resilience in Sales Teams at BoS Europe Online and how some new approaches have proven successful at creating winning mindsets amongst salespeople. Particularly in changing or challenging circumstances such as what we’ve been experiencing in the past eighteen months.

Paul Kenny on his initial skepticism of new methods.

The entire recording including links to the original slide deck and full transcript are below.

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Future of the Workplace Survey: Results and Analysis

At our Spring 2021 Conference in April the future of the workplace was, unsurprisingly, a hot topic. We had two important keynotes on the theme (subscribe to get notified when they’re published), various breakout sessions, and innumerable conversations.

  1. Background
  2. The Survey Questions
  3. Results: The Numbers
  4. Results: Anecdotes
  5. BoS Commentary
  6. Further Reading (and Watching)

We took the opportunity to poll our attendees on their experiences, challenges, and plans for their future workplaces and work environments.

The results were exciting and not quite what we expected. In this post we’re publishing the full results as well as our own analysis and take on them.

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Hardwiring Sales Into Your business

Paul Kenny talks about the story you tell in sales and the people who make the best story tellers.

Paul Kenny has been developing salespeople for over 30 years. He set up his first training company largely out of frustration at not being able to find the right training for his own sales teams. The kind of training that was immediately useful and would stick.

Paul has trained salespeople in media, technology, medical, engineering, education, and professional services sectors. He’s helped to train the sales teams at Redgate Software and Stack Overflow during their early growth phases. 

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Dharmesh Shah and 15 Years of Hubspot

As Hubspot celebrates its 15th birthday, (9 June), Dharmesh Shah shared 15 things he has learned along the way one for every year.

Dharmesh has been a frequent speaker at Business of Software over the years. Just as Joel Spolsky’s news last week prompted us to take a look at some of the talks that showed how his thinking has evolved over the years, Dharmesh’s give an insight into how his learning as an entrepreneur has grown as his baby Hubspot has too.

From insights around MIT, through building better businesses, successful businesses, big ass businesses, great businesses, you can see the trajectory of the company and the entrepreneur… This will be a business school case study one day.

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No one has gone to as many virtual events as this lady

Hat tip to Taylor McKnight, Founder of Virtual Events platform Emamo, who in the process of building his new website discovered the most active participant in virtual events in history. Just for fun and as a lesson in why stock photos are not a very good idea for your website…

She gets everywhere! Have you met her yet?

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Upcoming Masterclasses: Supercharge your business with JTBD

If your company sells drills, your customers are buying holes. If the customer is using the holes to hang up picture frames then they’re buying the ability to be reminded of a happy memory. Putting up shelves? They’re buying storage space. You’ve probably come across this kind of statement before and for many of us it feel intuitively true.

You’re still selling “a drill”. But when you know what job the customer wants to get done with that drill you can pitch it better.

This is the principle behind the jobs-to-be-done (JTBD) theory and it has proven useful in all kinds of core business activities, and especially in sales and product management. It’s not so hard to see why. If you know what “job” your customer is “hiring” your product for it becomes much easier to prioritise building the right set of features or which ones to focus on in a sales demo.

Uncovering what jobs your prospects and customers are really trying to get done takes some skill. That’s where our experts Bob Moesta and Nopadon Wongpakdee come in with two new masterclasses.

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Joel Spolsky – FogCreek, Trello, Stack Overflow, HASH and Business of Software

Joel Spolsky, founder of FogCreek, Trello, Stack Overflow, HASH – and, with Neil Davidson, one of the original movers behind a thing called Business of Software Conference, announced that Stack Overflow has been acquired by Prosus, a European private equity firm that is the largest shareholder in Tencent, for $1.8 billion.

Congratulations to the team for another notable exit. Don’t forget, Trello was a FogCreek production that was purchased by Atlassian – you can hear the story behind how they almost messed up Trello here…

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Welcoming a BoS Conf Online Supporter: Software Promotions

Most BoS supporters tend to be relatively large companies. Where by “relatively large” we mean more than two people.

Not so for Software Promotions. One of the things that sets them apart, and proudly so, is that they’re only two people — and they have no plans on ever changing that.

They believe this what has kept many of their clients with them for years.

What do they do? Well, they promote software. Check out Dave’s talk from 2016 to learn why and how they do this differently and come join them at BoS Conf Online Spring on the 26th and 27th of April.

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Jason VandeBoom: From Side-Hustle to 1,000 People

Jason VandeBoom will be speaking at BoS Conf Spring.Online 26-27 April on the topic: Inflection Points on a Journey from Side Hustle to 1,000 People.

Jason is the founder and CEO of ActiveCampaign. He went against a lot of traditional advice for startups: staying in your lane; not going after big companies as your first customers; treating customer support as a cost centre…

Those unorthodox decisions have been key to the growth of ActiveCampaign.

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Welcoming IQ Capital as BoS Conf Online Supporters

IQ Capital invests £0.5-10m at Seed and Series A in disruptive UK-based tech companies capable of dominating global markets.

This year we’re excited to welcome them as BoS Conf Online supporters and, of course, as conference participants themselves. Naturally this means that attending BoS Conf Spring in April is a great way of getting to know some of the UK’s leading tech VCs.

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Solve product problems next week with Rich Mironov

Rich Mirinov will be leading a breakout session at BoS Conf Spring.Online 26-27 April.

Rich is a seasoned executive and serial entrepreneur – he has been the ‘product guy’ (as CEO/VP Product) at six startups. With deep technical roots in B2B infrastructure, SaaS and consumer online, Rich combines ‘what-we-can-build’ with ‘what-markets-want’.

In his breakout discussion he will help you solve your gnarliest product problems through an open and engaging Q&A approach.

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Long Time BoS Supporters Balsamiq Return for 2021

BoS regulars will be familiar with Balsamiq and their CEO Peldi. In fact, for most of us, it would be a surprise not to see him at a BoS event.

We’re therefore delighted to announce that Balsamiq are once again supporting BoS in 2021 because Balsamiq and Peldi embody our values and what we believe make software companies great: a unique founder story, a successful product, and a willingness to share and give back to the community.

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Learn how to Make Multi-Country Hiring Work (in Practice) with Tim Burgess

Tim Burgess will be leading a Breakout discussion at BoS Conf Spring.Online 26-27 April on the topic: “Hiring Challenges Across Territories.”

Pandemics aside, operating remotely comes with a lot of benefits for both employer and employee. A big one for entrepreneurs, is getting access to a broader pool of talent than what might be readily available on the home ground.

But making it work in practice can be challenging. When does it make sense to incorporate in different jurisdictions vs using contractor agreements? What are the tax implications? How do you deal with cultural and legal differences between regions?

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Scholarships: Attend BoS Conf Online.Spring 21 thanks to lovely supporters.

Business of Software is a paid conference with limited sponsorship. We focus on delivering value to our customers – the attendees. We know this means not everyone who would like to can afford the cost of attendance.

We’re delighted and grateful that the lovely people at Balsamiq Wireframes, Kevel, ServiceRocket, IQ Capital and Software Promotions are supporting us and the scholarship program to offer a helping hand.

Update: And to the kind generosity of BoS Mensch Dharmesh Shah…

Apply Here Now.

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Asia Orangio Teaches You How to Take Control of Marketing Activity

Asia Orangio will be leading a breakout session at BoS Conf Spring.Online 26-27 April on the topic: “How Founders Can Get Better at Marketing.”

If the open Q&A session we had with Asia a few weeks ago is anything to by (it is) then you won’t want to miss this session.

As founder and CEO of DemandMaven Asia helps CEOs and founders make sense of marketing and focus on things that count and she now also serves on the board of directors for Moz.

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BoS Conf Online.Spring 21 Breakout Sessions

Breakout Sessions are your chance to share ideas and challenges about things that matter to you in a smaller group – with experts in their field and, of course, speakers.

They’re often described as the most valuable part of the event. Not only do you get to dig into something important, you spend time with a group of smart people with the same interests as you.

While some breakout sessions are set up, you can also suggest a topic for discussion.

You’ll be able to move from the main sessions into the room you choose on the day though if you have a question, we strongly encourage to submit in advance.

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Going from Venture-Backed Rocket Ship to Independent Business with Sahil Lavingia of Gumroad

Sahil Lavingia will be speaking at BoS Conf Spring.Online 26-27 April on the topic: “The Pros and Cons of Setting Your Own Goals as an Entrepreneur.”

Venture-backed or independent? That’s a question many founders and entrepreneurs have to answer when they start a software company. (And a highly charged topic for many.)

Sahil is one of the few entrepreneurs who’s gone down both paths, with the same company. After taking angel and venture funding for his company he radically rethought the goals and purpose of his company and pivoted back to an independent business.

We’re therefore delighted to welcome Sahil, founder and CEO of Gumroad, as a first-time BoS speaker to share his unique experiences with us.

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