The Pavilion Podcast
The Pavilion Podcast

Episode · 8 months ago

Ep 79: No Such Thing As Luck w/ Emma Wallin

ABOUT THIS EPISODE

Ep 79: No Such Thing As Luck w/ Emma Wallin

Part of the "Is This a Good Time?" series hosted by Brandon Barton.

Hello everyone and welcome back to theRevenue Collective podcast. I am your host, Brandon martin and you arelistening to Is this a good time? The show where I asked Revenue Collectivemembers some really basic questions and they have incredible answers in a short15 minute conversation. Really shows on Tuesdays and Thursdays. So hitsubscribe. So you don't miss hearing from our experts and we have an experttoday. Our guest is Emma Valin, She is the VP of sales at marketer and wedebate if luck actually exists. This episode was brought to you by quotapath. Commission tracking software built for sales operations, finance andaccounting teams. If running commissions and payroll has you runningfor the hills, quota path is for you quote, A path helps you organize trackand manage commissions and pay their teams accurately. And on time everytime. Keep your team motivated and on target. Simplify your commissions atquota path dot com slash revenue dash collective and give your reps the giftof transparency. All right. Let's do this episode 29. Is this a good time?All right. We are so happy to have em a wall in here coming to us from OsloScandinavia. First time we're having somebody from northern europe on thisrevenue collected podcast. Emma is the VP of sales for EMEA at marketer. I'mso great to have you. So, so at nice to be here and join the podcast. Happy.Wonderful. Wonderful. So as we do here all meat. No filler. Let's jump rightin. Tell us about how you got to your current role and what you do in thiscurrent role. Yeah. So basically it was two things. One professional and well,I'm actually personal, but I'm born and raised in Sweden and they've beenliving in Stockholm for about 10 years and was thinking it's it's time for achange. And maybe Oslo wasn't the city I was thinking about first but we won'ttell Oslo that's the case. We'll...

...pretend it was your first choice. Yeahexactly. That's good. But then this amazing opportunity as uh came up anduh and also I have reason to move here as well as I have a boyfriend living inalso as well. So it was the combination and it's uh very nice to actually beable to combine the professional life and personal life in such a good way.So I basically have supplied, we had there, my boss has similar backgroundsso we find each other in the data driven approach. And also I have abackground of course we work in data driven boss, a real estate backgroundbecause it's what we're doing. We're helping companies within the realestate industry become more data driven and help them doing marketing much moreduring the better way with the help of marketing. So there was a very goodgood and perfect fit but when it comes to my passion and also my backgroundand to the personal life nice. I have a thing where if people ask me, you knowsometimes I have people come to me and asked me what I should do nest next Isay take the last two things that you did and combine them and what what isthat? Is there a job for that you know the last two roles that you have? Itseems like you've had that with both real estate and data. Give us anexample of what what is this data used for for marketing? Is this to say Ihappen to be in the real estate market right now trying to find myself a home.But what would be an example of the way people would use the data. So it'sbasically two things. First of all, it is the internal data that they alreadyhave within the crm systems about for instance property they will sell. Forinstance developer. They are soon to start building a new project. Projectwith x a month of june. It's and to the project also want to have the bestleads and instead it's very similar to...

...how you think about to be the basicslike you're talking about the I. C. P. And the trigger points and who sheshould target, who should call and recently call and all the stuff. Soit's kind of the same methodology actually trying to teach also the inthe real estate industry by using the data they have which is the data aboutthe property and the project like what what is tied to p for that property oror apartment or what you will sell then we will take also of course the opendata and look if you look at the target group or the interest that might beinterested in that property and uh what what are they, what what are thosepeople and then we help them combine their internal data and the externaldata. And do they do analyze and then out it comes 345 different targetgroups. And then we just targeting those people with that kind of propertywith the right message at the right time. So it's very very similar to beto be the same rights marketing. I never thought of this that essentiallyreal estate in some ways this enterprise B two C, right. It is manypeople's largest purchase that they'll ever make in their life. And and insome ways it's uh it's so similar, it's the closest B to B. It's the closestpart of me to see that it's B two B or vice versa. Very cool, very cool. Welllook, I always believe in this idea that both luck and hard work is whatgets you to where you are in life and I think you have a little twist on thisso I can't wait to hear about it. But tell us about either either a story ofhard work or luck that has gotten you to kind of the position you're in. Yeah.Yeah. I don't really believe in luck. I think you'd rather like you create yourown luck and luck. That's something...

...that you have when you're playing gamesbasically when you you win one million Swedish crowns in some game that you'replaying. So I mean I think you have seen it by yourself as well, Like youyou're more that you work. You you're more like you actually have, but it'snot like you don't have luck. You create your own luck by talking to theright people or doing the right things or putting those extra hours in in thework that you're doing and then you create your luck. So that is uh yeah, Idon't believe that you're just how lucky if they say, oh yeah, so luckexists. But the way we come about, it might not be in the same way as it'snot always coincidence, but it's because of the heart. I can subscribeto a little bit of that. Well, but it's a little bit about the hard work thatyou put in what has been something that you've really achieved. You know, greatgains on by by like working your butt off. It's many things and but more onemore like personal I am became quite sick for a few years ago and my doctoractually told me that uh you will not be able to work more than 75 again andyou will never be able to have actually uh high performing job due to thethickness basically. So um and now after level it's like five years agonow and I'm starting to thinking why was she telling me this was it becauseshe's so what kind of personality I was that this will just give me or fuck theshit. Yeah, I will prove you the opposite. That I will come back intothe game again basically. What if it just was now this your associate,you're not able to come back again into the to that kind of shape you were inbefore. So that is one example like and...

...not giving up and really believing, Imean your brain and what you yeah what you can do by your stone thinking andlike really decide you decide what you want to achieve and that you can change,you can change that can change the outcome just just by having a clearpurpose, a clear drive and work with yourself basically. And it's quitefascinating what we can achieve just by the way we are thinking and the way weare doing things and we could yeah, change an outcome based on that. That'sincredible. I'm sorry to hear that, but I'm also so happy that you shared that.I mean it's I'm sure that even with all that's gone on in the past couple ofyears, we've probably had people that have gone through physical differencesin the way that they are and certainly this happens to many people. It'sinspiring to hear somebody kind of burst through, You know what a doctormay say about, about their own ability and that's great and I hope, I hopethat either it's behind you or it's still something that you can kind ofmanage as you continue to be a high performing, amazing sales leader. Yeah,I mean you learn how to adapt to the new, like normal as you it was before.So I mean of course some days I feel like uh this is really, really hard orthis is why couldn't they just feel like before? But you learn how to livewith that and you adapt. But I think the most important thing is never,never ever give up and then there's such a cliche, but it's it's true. Imean there's so many people around you can be many people around you that saythis and this and this. You are not able to do this, you can't achieve thisor whatever it is, but just my own life way of, I will survive it. So I willreach this or it's uh the brain is so...

...powerful, that's what I'm trying to say.And you can change that by its the right mindset, the right the rightpeople and the very, very cool, very cool. Well switching topics just alittle bit, would love to hear from you something that you've used as a tacticthroughout your kind of career in sales that maybe people can can use in theirdaily sales lives. I would probably say, I mean states marketing have changed somuch during the past five years and still changing a lot. But like smalltips for using in sales and marketing on the list, of course, being extremelypersonal. You always have a reason to reach out and reason to call or somekind of trigger what's in it for for them. And I know that you guys havebeen talking about this uh many many times before. But it's so important.And I still see so many people not Doing that extra research. Taking theextra minute to have personal personal pitch to the prospective customers thatthey want to reach. Today's number one. Do the extra and go the extra mile anddo the extra work and do the research about the person or the content thatyou will call them. Really identified icmp we know that due to some startsfrom hubspot 50 of your prospective customers. So your prospects are not agood fit for your company. So really do do the exercise and identify your I. C.P. And not only on the management level like educate and teach the statelessorganization as well. What is the I. C. P. And trust that And based on the CPIidentify why are they buying? Why are your customer buying? When are theybuying more? When is the timing?...

Because often there is some kind ofinternal change while you're buying to try to identify those and then do thepitch based on the change and do it personal. And the last thing video.Especially now when we are in a digital world we are working from home. Most ofus we are extremely tired of having Sue meetings or google hang me hang upmeetings and we have those phone calls emails. And I mean yes myself I reallyhave a plan to phone calls every day with different pictures, emails butlike your clients high you want to talk to people you want to like see peopleand then I will suggest use video. There's so many good tools out there tojust sit in front of your computer, you record either the screen with somecontent or just yourself. You say the it's not the same thing as you will doin the pitch by phone or email, but they see you and it works because it'spersonal. Also that it's and it's also much hard to say no to someone that youactually see and and also you see this is not just another sales guy or womenif actually so when that really want to talk to me. So you actually watch thatvideo. So I would say that they like the like easy tips and tricks to use inthe, in the daily, the daily sailor sails world is very easy to adopt andimplement. Good love it. All right, we're in our rapid fire part of thepodcast here. So give us a key position you're hiring for. We are growingrapidly and we are hiring it all over the world but I will say future leaders,country managers both in in any Apec United States. We're also hiringprofiles within marketing. It's very, very kick like different heroes withinmarketing in general, cmos, someone...

...that can actually take our brand out inthe world. So that would be that those two countries manager all over theworld and also into it would be marketing. Cool, cool. And then givesome shout outs who are some people that you appreciate the content, theyput out their inspiring to you. Yeah, I would say um Kyle Coleman where I guessyou have heard him before but I love his content that he's just educating,sharing tips and tricks and pitfalls and I mean the way he's doing it isjust amazing. So that is one guy I really really like and the companiesproviding the world with and also another guy would say Christopher inmom is a Swedish entrepreneur that are very focused on megadeals and educatecompanies and doing megadeals and the way and the practice, it's very verygood and you can also adapt it into like S and B. So it's not like justenterprise or meghan. Is is that something that you can use for? Yes thesnB mass market as well. Cool. And then uh and then some shadows of people thatare up and comers. Any any any folks that you we should keep an eye on thatare coming up the ranks. Yeah actually two guys also Swedish and there's twoguys that are running a company called the Creed Media and it's google itprints and timothy Collins. They just started a company. There are two younghungry entrepreneurs. They've been living in new york working with theGerbi for a few years as well. And they are changing the media world and reallychallenging the regular agencies. Very good way. So your friends andcolleagues from create Amelia, they are,...

...there's something coming. Yeah, we'llhave to check them out. All right, last but not least probably most importantto me of all the questions. Give me a restaurant recommendation. Where am Ieating Well? You have to go to France and cans and lock it. That restaurantis amazing. I mean now yeah when we are recording this it's uh corona and covidtimes. But as soon as you can travel to the France and can you will take theboat out to the island and they basically restaurant like you know itlike I cannot wait. You say this like you have to go to like it's such atrouble. No, no, no, this is not a trouble. I will be going. I've hadrecommendations for paris and now and now for down and cans. Uh, and I'llfind, I'll find bordeaux and burgundy along the way and we'll just make awhole trip out. It will be perfect, awesome. Hey, thank you so much foryour time today and sharing with us at that beautiful story. Really lookingforward to kind of, you know, watching as the both of you know, the chaptersin northern europe start to grow and, and obviously as you continue along inyour career, thank you. Thank you so much and have a lovely day. All right,that's our show. Thank you so much for listening. If you love the show, pleaserate review in the Apple podcasts. Spotify. Have to send it to somefriends. Make sure to smash that subscribe button. Be a friend reminder.This episode is brought to you by Quarter Path. Quarter Path is the firstradically transparent and to end compensation solution from sales repsto finance. Get started for free at quarter path dot com slash revenue dashcollective. I had a lot of fun. Hope you did too. Now go crush your numbers. Say something. Mhm.

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