The Pavilion Podcast
The Pavilion Podcast

Episode · 1 year 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 the Revenue Collective podcast. I am your host, Brandon martin and you are listening to Is this a good time? The show where I asked Revenue Collective members some really basic questions and they have incredible answers in a short 15 minute conversation. Really shows on Tuesdays and Thursdays. So hit subscribe. So you don't miss hearing from our experts and we have an expert today. Our guest is Emma Valin, She is the VP of sales at marketer and we debate if luck actually exists. This episode was brought to you by quota path. Commission tracking software built for sales operations, finance and accounting teams. If running commissions and payroll has you running for the hills, quota path is for you quote, A path helps you organize track and manage commissions and pay their teams accurately. And on time every time. Keep your team motivated and on target. Simplify your commissions at quota path dot com slash revenue dash collective and give your reps the gift of 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 Oslo Scandinavia. First time we're having somebody from northern europe on this revenue collected podcast. Emma is the VP of sales for EMEA at marketer. I'm so 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 right in. Tell us about how you got to your current role and what you do in this current 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 been living in Stockholm for about 10 years and was thinking it's it's time for a change. And maybe Oslo wasn't the city I was thinking about first but we won't tell Oslo that's the case. We'll...

...pretend it was your first choice. Yeah exactly. That's good. But then this amazing opportunity as uh came up and uh and also I have reason to move here as well as I have a boyfriend living in also as well. So it was the combination and it's uh very nice to actually be able 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 backgrounds so we find each other in the data driven approach. And also I have a background of course we work in data driven boss, a real estate background because it's what we're doing. We're helping companies within the real estate industry become more data driven and help them doing marketing much more during the better way with the help of marketing. So there was a very good good and perfect fit but when it comes to my passion and also my background and to the personal life nice. I have a thing where if people ask me, you know sometimes I have people come to me and asked me what I should do nest next I say take the last two things that you did and combine them and what what is that? Is there a job for that you know the last two roles that you have? It seems like you've had that with both real estate and data. Give us an example of what what is this data used for for marketing? Is this to say I happen 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's basically two things. First of all, it is the internal data that they already have within the crm systems about for instance property they will sell. For instance developer. They are soon to start building a new project. Project with x a month of june. It's and to the project also want to have the best leads and instead it's very similar to...

...how you think about to be the basics like you're talking about the I. C. P. And the trigger points and who she should target, who should call and recently call and all the stuff. So it's kind of the same methodology actually trying to teach also the in the real estate industry by using the data they have which is the data about the property and the project like what what is tied to p for that property or or apartment or what you will sell then we will take also of course the open data and look if you look at the target group or the interest that might be interested in that property and uh what what are they, what what are those people and then we help them combine their internal data and the external data. And do they do analyze and then out it comes 345 different target groups. And then we just targeting those people with that kind of property with the right message at the right time. So it's very very similar to be to be the same rights marketing. I never thought of this that essentially real estate in some ways this enterprise B two C, right. It is many people's largest purchase that they'll ever make in their life. And and in some ways it's uh it's so similar, it's the closest B to B. It's the closest part of me to see that it's B two B or vice versa. Very cool, very cool. Well look, I always believe in this idea that both luck and hard work is what gets you to where you are in life and I think you have a little twist on this so I can't wait to hear about it. But tell us about either either a story of hard 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 your own luck and luck. That's something...

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

...not giving up and really believing, I mean your brain and what you yeah what you can do by your stone thinking and like 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 clear purpose, a clear drive and work with yourself basically. And it's quite fascinating what we can achieve just by the way we are thinking and the way we are doing things and we could yeah, change an outcome based on that. That's incredible. 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 of years, we've probably had people that have gone through physical differences in the way that they are and certainly this happens to many people. It's inspiring to hear somebody kind of burst through, You know what a doctor may say about, about their own ability and that's great and I hope, I hope that either it's behind you or it's still something that you can kind of manage 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 or this is why couldn't they just feel like before? But you learn how to live with 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. I mean there's so many people around you can be many people around you that say this and this and this. You are not able to do this, you can't achieve this or whatever it is, but just my own life way of, I will survive it. So I will reach 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 right people and the very, very cool, very cool. Well switching topics just a little bit, would love to hear from you something that you've used as a tactic throughout your kind of career in sales that maybe people can can use in their daily sales lives. I would probably say, I mean states marketing have changed so much during the past five years and still changing a lot. But like small tips for using in sales and marketing on the list, of course, being extremely personal. You always have a reason to reach out and reason to call or some kind of trigger what's in it for for them. And I know that you guys have been 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 the extra minute to have personal personal pitch to the prospective customers that they want to reach. Today's number one. Do the extra and go the extra mile and do the extra work and do the research about the person or the content that you will call them. Really identified icmp we know that due to some starts from hubspot 50 of your prospective customers. So your prospects are not a good 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 stateless organization as well. What is the I. C. P. And trust that And based on the CPI identify why are they buying? Why are your customer buying? When are they buying more? When is the timing?...

Because often there is some kind of internal change while you're buying to try to identify those and then do the pitch 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 of us we are extremely tired of having Sue meetings or google hang me hang up meetings and we have those phone calls emails. And I mean yes myself I really have a plan to phone calls every day with different pictures, emails but like your clients high you want to talk to people you want to like see people and then I will suggest use video. There's so many good tools out there to just sit in front of your computer, you record either the screen with some content or just yourself. You say the it's not the same thing as you will do in the pitch by phone or email, but they see you and it works because it's personal. Also that it's and it's also much hard to say no to someone that you actually see and and also you see this is not just another sales guy or women if actually so when that really want to talk to me. So you actually watch that video. So I would say that they like the like easy tips and tricks to use in the, in the daily, the daily sailor sails world is very easy to adopt and implement. Good love it. All right, we're in our rapid fire part of the podcast here. So give us a key position you're hiring for. We are growing rapidly 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 hiring profiles within marketing. It's very, very kick like different heroes within marketing in general, cmos, someone...

...that can actually take our brand out in the world. So that would be that those two countries manager all over the world and also into it would be marketing. Cool, cool. And then give some shout outs who are some people that you appreciate the content, they put out their inspiring to you. Yeah, I would say um Kyle Coleman where I guess you 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 is just amazing. So that is one guy I really really like and the companies providing the world with and also another guy would say Christopher in mom is a Swedish entrepreneur that are very focused on megadeals and educate companies and doing megadeals and the way and the practice, it's very very good and you can also adapt it into like S and B. So it's not like just enterprise or meghan. Is is that something that you can use for? Yes the snB mass market as well. Cool. And then uh and then some shadows of people that are up and comers. Any any any folks that you we should keep an eye on that are coming up the ranks. Yeah actually two guys also Swedish and there's two guys that are running a company called the Creed Media and it's google it prints and timothy Collins. They just started a company. There are two young hungry entrepreneurs. They've been living in new york working with the Gerbi for a few years as well. And they are changing the media world and really challenging the regular agencies. Very good way. So your friends and colleagues from create Amelia, they are,...

...there's something coming. Yeah, we'll have to check them out. All right, last but not least probably most important to me of all the questions. Give me a restaurant recommendation. Where am I eating Well? You have to go to France and cans and lock it. That restaurant is amazing. I mean now yeah when we are recording this it's uh corona and covid times. But as soon as you can travel to the France and can you will take the boat out to the island and they basically restaurant like you know it like I cannot wait. You say this like you have to go to like it's such a trouble. No, no, no, this is not a trouble. I will be going. I've had recommendations for paris and now and now for down and cans. Uh, and I'll find, I'll find bordeaux and burgundy along the way and we'll just make a whole trip out. It will be perfect, awesome. Hey, thank you so much for your time today and sharing with us at that beautiful story. Really looking forward to kind of, you know, watching as the both of you know, the chapters in northern europe start to grow and, and obviously as you continue along in your 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, please rate review in the Apple podcasts. Spotify. Have to send it to some friends. Make sure to smash that subscribe button. Be a friend reminder. This episode is brought to you by Quarter Path. Quarter Path is the first radically transparent and to end compensation solution from sales reps to finance. Get started for free at quarter path dot com slash revenue dash collective. I had a lot of fun. Hope you did too. Now go crush your numbers. Say something. Mhm.

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