Crevan O’Malley is a sales leader with over 20 years of experience in the Tech sector including time with tech giants like Dell and Oracle and is currently the Sales Director at EMEA HubSpot.

In this episode of the Salesman Podcast, Crevan shares how to rebuild your post-COVID sales pipelines using research from HubSpot’s recent 2021 Sales Enablement report.

Resources:

Hubspot.com

Crevan on LinkedIn

HubSpot Report: 2021 Sales Enablement

Transcript:

Will Barron:

Coming up on today’s episode of the Salesman Podcast.

 

Crevan O’Malley:

Sales people generally are optimistic people. This is a great day. I think we’re hopefully on the way out of the difficult period we’ve had in 2020. Yeah, the data said to us that 40% are less likely to hit their targets. I think people would probably be shocked. That’s quite a dramatic percentage of sales individuals, sales teams, organisations.

 

Will Barron:

Hello, Sales Nation. My name is Will Barron and I’m the host of the Salesman Podcast. The world’s most downloaded B2B sales show. On today’s episode, we have the absolute legend, Crevan O’Malley. He is the EMEA sales director over at hubspot.com. He’s got over 20 years experience in the tech sector, and on today’s episode, we’re getting into how you can rebuild your pipeline post-COVID in 2021 and beyond. Everything that we talk about in this episode is available in the show notes over at salesman.org. And with that said, let’s jump right into it.

 

Will Barron:

We’re going to attempt to cover a topic that is going to be incredibly valuable to the audience today for all of the individual sales contributors. And that is how we can rebuild our sales pipelines post this COVID shenanigans that hopefully as we record this, today’s the first day that a post-trial vaccine has been given to someone in the UK. I think this is a world first. So hopefully we’re coming towards the end of some of this shenanigans. So a lot of salespeople listening to this are going to have their pipelines have been battered, they’ve been bruised, and hopefully we can put them back together at the end of this episode.

 

The Percentage of Organisations That Generally Miss Their Revenue Targets Compared to 40% of Businesses Expected to Miss Revenue Goals in 2020 · [01:38] 

 

Will Barron:

So with that said, let’s start with some data rather than just us both throwing anecdotes at each other. So a recent HubSpot sales enablement survey showed that 40% of businesses are expected to miss their revenue goals for this year. So can you put perhaps a bit of context on this? And again, you may not know this off the top of your head, but what percentage of organisations generally miss their targets versus this 40% figure that we’re facing right now?

 

Crevan O’Malley:

Yeah, it’s really, really interesting bit of research that we did recently. And I think to the point about the vaccination, definitely salespeople generally are optimistic people. This is a great day. I think we’re hopefully on the way out of the difficult period we’ve had in 2020. Yeah, the data said to us that 40% are less likely to hit their targets. I think people would probably be shocked. That’s quite a dramatic percentage of sales individuals, sales teams, organisations.

 

Crevan O’Malley:

If we break down the data a little bit, I think maybe it’s not as shocking.