Experience

Curiosity

• France
• Professional Training and Coaching
• 1 - 100 Employee

• Director

  • Nov 2019 - Present

  London, Paris What could you do if you had the "best sales practices" of over 35,000 organisations around the world? I work with demanding managers and when we start talking they tell me that things are generally going well and typically fall into 2 categories. There are those who tell me that their sales people don't sign as much as they should. Each organisation is different, but I hear concerns about a lack of leads on a regular basis, frustration about recruitments that have led to… Show more What could you do if you had the "best sales practices" of over 35,000 organisations around the world? I work with demanding managers and when we start talking they tell me that things are generally going well and typically fall into 2 categories. There are those who tell me that their sales people don't sign as much as they should. Each organisation is different, but I hear concerns about a lack of leads on a regular basis, frustration about recruitments that have led to salespeople under-performing, low rates of inbound lead conversion, frustration about 'very good meetings' that go nowhere, appointments that don't follow a rigorous approach and in which enthusiasm takes precedence over method, and even too much negotiation that impacts margins. The other category are those for whom things are progressing well, who are convinced that they could do better and are wondering the best way to procees. I help them solve these challenges. But what I do isn't for everyone. Change is hard and takes time. It starts with rigorous recruitment that scientifically guarantees the recruitment of A-players with a 90%+ probability, implementing a value based selling approach, not on a 'spray and pray' approach, and on-going reinforcement over time. There's a whole list of possible excuses: the recession, the prospect, marketing, "we're different", the war in Ukraine, etc... So if you're really determined to change things, or haven't given up on the idea of you and your teams doing less but better, contact me for a frank and direct conversation. +33 7 56 92 98 57 | + 44 7 525 121 749 PS: I'm not looking to make friends, just for you to improve your income while doing less but better. Show less



Salesramp

• France
• Software Development
• 1 - 100 Employee

• Angel Investor

  • Aug 2022 - Present



GAMBIT Financial Solutions

• Belgium
• Financial Services
• 1 - 100 Employee

• Head Of Sales

  • Nov 2019 - Sep 2020

  London, Brussels, Paris Gambit est une plateforme d'investissement numérique utilisée par les banques, les assurances et les institutions financières privées tier 1 et tier 2. Des institutions telles que AXA, BPCE, BNP Paribas, Keytrade et Pictet utilisent la plateforme de Gambit. Les problèmes auxquels ces organisations sont confrontées varient en fonction des marchés. - En Europe, par exemple, les institutions avec lesquelles nous discutons sont préoccupées par le contexte de taux d'intérêt négatifs et… Show more Gambit est une plateforme d'investissement numérique utilisée par les banques, les assurances et les institutions financières privées tier 1 et tier 2. Des institutions telles que AXA, BPCE, BNP Paribas, Keytrade et Pictet utilisent la plateforme de Gambit. Les problèmes auxquels ces organisations sont confrontées varient en fonction des marchés. - En Europe, par exemple, les institutions avec lesquelles nous discutons sont préoccupées par le contexte de taux d'intérêt négatifs et du fait des nombreux comptes qu'elles détiennent, les coûts que cela entraine. - Elles ont du mal à convaincre leurs utilisateurs de passer des produits d'épargne aux produits d'investissement, sont embêtés que leurs conseillers aient un faible taux de conversion sur leurs propositions clients - Ou bien elles craignent que leurs offres d'investissement numérique ne soient pas assez solides et veulent proposer un meilleur modèle de libre-service à leur clientèle - Elles nous disent aussi souvent qu'elles sont confrontés à des réductions de marges et à une pression réglementaire croissante et donc qu'ils doivent industrialiser leurs processus de gestion de patrimoine. Ces organisations utilisent la technologie modulaire de Gambit pour résoudre un ensemble de questions spécifiques (profilage, optimisation de portefeuille, écart de pension,...) ou déploient sa plateforme "end to end". L'éventail des utilisateurs de Gambit va d'un groupe de banque de détail de premier plan, avec plus de 20 000 conseillers qui utilise la plateforme Gambit pour améliorer l'efficacité des sessions client-conseiller, à une banque privée qui avait besoin de renforcer son modèle de conseil avec une offre purement numérique. Show less



Clausematch

• United Kingdom
• Software Development
• 1 - 100 Employee

• VP Sales

  • Apr 2018 - Oct 2019

  London, United Kingdom ClauseMatch is used by financial organisations that are worried they are not efficient in connecting regulations to internal processes. And are conscious of the need to digitalise their compliance process. For example, when a regulation is altered or introduced, they can not understand easily the impact of that regulation on their businesses or what processes are affected. This exposes them to risk of non compliance, losing their licence to operate in a specific segment or… Show more ClauseMatch is used by financial organisations that are worried they are not efficient in connecting regulations to internal processes. And are conscious of the need to digitalise their compliance process. For example, when a regulation is altered or introduced, they can not understand easily the impact of that regulation on their businesses or what processes are affected. This exposes them to risk of non compliance, losing their licence to operate in a specific segment or jurisdiction. They are also annoyed by the lack of a clear audit trail. This exposes them to prolonged audits, not being able to provide information to the board or answer questions from the regulator. Or they are conscious that using email and Word documents to maintain high-risk documents up to date is costly. They also tell us using Word / Excel leads to large files and inefficient workflows which is inefficient and frustrating their users on a daily basis. They use ClauseMatch to keep compliance in control and manage (not guess) the implications of regulations on their operations. The digitalisation of their compliance ultimately helps them to connect policies, systems, controls and products, enabling straight-through compliance with machine-readable regulations. ClauseMatch is backed by tier one investors (eg: Index Ventures) and is used by global and challenger banks. Show less



Interim

• Sales

  • May 2015 - Mar 2018

  London, United Kingdom Currently growing sales of a technology company in a pre serie A stage part of a leading accelerator in London, operating in the UK and EMEA with customers and prospects operating across various segments (manufacturing, retail, health). Past and current clients include: AskNicely Dial-Once Reincubate PredicSis.ai Inrix



PredicSis

• France
• Software Development

• VP Sales

  • Dec 2016 - Nov 2017

  London, United Kingdom Implementing a structured sales process, including outbound activities with clear KPIs, from CPL all the way to transformation. Implement outsourcing where appropriate for cost efficiency. Acquires market feedback to align company value proposition with technology capabilities. Drive process with both business (eg: CDO, marketing executive, etc...) and technology owners (eg: data scientists). Implements content production effort and community based effort (eg: meetups, webinars, joined partner… Show more Implementing a structured sales process, including outbound activities with clear KPIs, from CPL all the way to transformation. Implement outsourcing where appropriate for cost efficiency. Acquires market feedback to align company value proposition with technology capabilities. Drive process with both business (eg: CDO, marketing executive, etc...) and technology owners (eg: data scientists). Implements content production effort and community based effort (eg: meetups, webinars, joined partner content) to acquire inbound leads and avoid sole reliance on outbound effort. Works with partners, notably AWS as PredicSis is available via the AWS marketplace, or partners in the AWS ecosystem (managed cloud, ETL, etc...). PredicSis is a non parametric machine learning technology that helps companies to optimise key KPIs such as fraud, churn, upsell, predictive maintenance . PredicSis is used by both data scientists as well as data analysts. PredicSis works with large organisations (AMEX, EDF, Orange, Banque Postale) all the way to small start-ups with 10 people. Show less