Mick Gosset

Jointflows

Leading the team at Jointflows. 
Hosting the Revenue Revolution Podcast.

Outreach

1st Quarter: 138% 
2nd Quarter: 112% 
3rd Quarter: 117% 
4th Quarter: Pat leave 

Led the EMEA SMB New Logo Sales Team.

Outreach is the platform to drive value for sales & customer facing teams. We deliver performance and insights that result in faster, more efficient selling, communication and expansion by automating and prioritising all customer touch points throughout the process. Outreach triples the productivity of sales teams, and empowers them to drive more pipeline, book more meetings and exceed revenue goals. Thousands of customers rely on Outreach to transform the sales process, drive collaboration between sales and marketing, and deliver higher revenue.

EMEA Sales Leader

Yieldify

Director of EMEA Sales & Strategic Account Development

Director of EMEA Sales

2018 TOP PERFORMER - EMEA 
170% Quota

We help e-commerce marketers generate more sales by making it easy for them to optimise their customer journeys. With a combination of smart technology and smart services, we simplify the challenge of creating seamless, relevant experiences across multiple channels, helping brands convert and retain their customers.

Senior Sales Director

Tinyclues - acquired by Splio

2017 TOP PERFORMER - UK
1st man on the ground. Launched the UK business from scratch and acquired Key Accounts within the first year: Arcadia, Holland & Barrett, Thomas Cook, Hostel World, Charles Tyrwhitt, Boden...


Tinyclues is the leading, next generation AI-driven SaaS marketing platform enabling B2C companies to generate additional revenue through intelligent campaign targeting and planning. 


Marketers can leverage Tinyclues Action™ easy-to-use, AI augmented interface to efficiently activate customers and orchestrate their marketing agenda to drive revenue and engagement. 

Tinyclues’ ground-breaking solution uses Artificial Intelligence to predict the likelihood of any customer to buy any promoted item, even in the absence of recent intent. As a result, marketers can deliver smart, targeted messages to everyone in their database. 

Companies like Brandalley, Cdiscount, ClubMed, Fnac, La Redoute, PriceMinister, Rue du Commerce, vente-privee.com, Sarenza, Vestiaire Collective, VeryChic, Voyages-sncf.com and more are using Tinyclues to orchestrate more than 400 million messages per month across channels such as email, mobile notifications, direct mail, call centers or Facebook to generate quantified and sustainable incremental revenue.

Sales Executive, UK & Ireland

RichRelevance

RichRelevance powers personalised shopping experiences for the world’s largest and most innovative retail brands, including Walmart, Sears, Target and others. Founded and led by the e-commerce expert who helped pioneer personalization at Amazon.com, RichRelevance helps retailers increase sales and customer engagement by recommending the most relevant products to consumers regardless of the channel they are shopping. RichRelevance has delivered more than $3 billion in attributable sales for its retail clients to date, and is accelerating these results with the introduction of a new form of digital advertising called Shopping Media which allows manufacturers to engage shoppers where it matters most – in the digital aisles on the largest retail sites in world. RichRelevance is headquartered in San Francisco, with offices in New York, Seattle, Boston and London. For more information, please visit www.richrelevance.com

UK Sales Executive & Account Manager

Business Development EMEA

Resorthoppa.com

Reporting directly into theMD and the Chairman and in responsible for a team of 5 marketing specialists.
-> In charge of the new CRM tool training (Insightly)
-> Responsible for key strategic markets: Germany, China, Russia, Brazil, Portugal, The Netherlands, France 
-> Monitoring KPIs and setting up action-plans to flatten high-seasonality trends, and accurately forecast business results. 

-> Achievements: 
- B2B: increased turnover by 1800%.
- B2C : SEO optimisation: scoring 1st to top 5 on Google, PPC strategies : bounce rate decreased by 20%. Conversion Rate uplift: 300% Profit lift : 150% 
- AFFILIATION : monitoring migration from Zanox (http://www.zanox.com) to Tradedoubler (http://www.tradedoubler.com/).

Marketing Team Lead

In charge of GO TO MARKET phase :
Launching market in France.
Coordinating B2C - B2B - Search engines strategies.
Market Studies - Tourism industry 
Reporting and forecasting accurately

B2C:
Increasing conversion rate
Monitoring PPC spent
Monitoring and localizing adverts

B2B:
Dealing exclusivity (White Label / XML integration / GSA)
Creating data bases
Prospecting
Relationships building 

BRANDING:
Affiliates
Relationships building
SEO

Marketing Specialist

Fédération Française de Gymnastique

2008 - 4th @European Championships 
2009 - 3rd @World Cup series 
2009 - 6th @World Games 
2010 - French champion 
2011 - 7th @World champs

French Team Captain - Tumbling

Professional Athlete - Tumbling

Helping you get Control over your deals. Building Jointflows in Public. Follow for Daily Entrepreneurial & Enterprise Sales posts.

We improve predictability by stopping deal slippage and revenue delays (POCs, Implementations) through:

- Playbook standardization,
- MEDDPPICC adoption,
- And efficient (and automated) team alignment.

Metrics Improved:
Sales cycles, CAC, Forecasting, Conversion.

We're in the Final Top 5 Commercial Team by Wiser Elite.
This is the message I sent to the team today. ❤️

Here is why it's a huge milestone for us:

The other 4 finalists outnumber us on average.
🔻335 to 1 on the number of Employees,
🔻3,142 to 1 on the amount of Funding.

I love being the underdog, but these stats are beyond qualifying for the underdog.

So, how did we make it all the way to the top within 6 months?
How are we in the same league as Cognism, Klaviyo, or Tipalti?

Two reasons.
1 - Our team is incredible. It truly is. But... I'm sure theirs are too. So, what is it?
2 - We have a system that extracts the best of each of us, condenses it, and turns it into workflows. It's called Jointflows.

You don't need to take my word for it anywhere, just look at where we are, look at the stats, and you will see that the only place where we over-index them is on the Jointflows side. 

They have exponentially much more of literally everything else.

By this logic: Jointflows does the work of 335 people.

The great news? For £49 per user per month, your team can have Jointflows too! (I might increase the price soon, though...).


Jointflows already in the Ivy League

When you find out you're up against Jonathon's team at Cognism in the final of the Wiser Elite 2024 Top Commercial Team award...
😅

Final 5 for the Commercial Category for The Elites 2024

These are the 3 levels of confidence that will lead you to becoming an Exec:

1️⃣ - "Give me something and I'll make it work!"
For me, this is when I joined Tinyclues - acquired by Splio.

The product, the messaging, and the business model David Bessis, Ardavan B., and Xavier Haffreingue had built was remarkable.
80% of the work had been done, and it only needed 20% adaptation to the UK to succeed.
🌟 Tinyclues has since been acquired by Splio, credit to David, Ardavan, Xavier, and Gregoire!


2️⃣ - "Give me anything and I'll make it work!"
For me, this is when I joined Yieldify.

Here, the ratio was inverted.
20% of the work had been done, and the brand was very strong.
But we needed to rebuild everything from positioning, to sales decks and demos, to product and pricing models, etc...
🌟 The company has now been acquired by Publicis Groupe.
I've met some of the most relentless and smart people there: Waleed, Stuart, Hitesh, Guillaume, Marina, Mona, Raj, Vera, Romain, Karina, Hannah.


3️⃣ - "Give me nothing and I'll make it work!"
Well... This is Jointflows.

We wrote the first line of code,
We wrote the first sentence in the sales deck,
We wrote the first statement on the website,
We won our first award, then our second...
We won our first client, then our second, then our third, then our eighth, then our ninth...
We onboarded our first user, then our second, then our tenth, then our twentieth, then our fiftieth, then our hundredth...

What a journey!

The main lesson I learned is: 
"It is possible. But it isn't easy."

Keep pushing. The only way forward is through. 

One of the WORST things about the SaaS world is that we've made it normal to "borrow happiness from tomorrow." 
And it's not just about the wine. 

Here are some examples:

🔻 Today: VCs will try to negotiate your company valuation to the lowest level possible. 
🔻 Tomorrow: It will be harder for you to get more money from other investors later on, limiting your growth opportunities.

🔻 Today: VPs of Sales will discount their prices significantly to close deals. 
🔻 Tomorrow: People will think your product is cheap, making it tough to increase the price later, and undermining your brand's perceived value.

🔻 Today: Clients will try to negotiate your prices down as much as possible. 
🔻 Tomorrow: You won't have enough revenue to invest in research and development and your product will become less competitive over time.

🔻 Today: You have one too many drinks, knowing the hangover will be tough. 
🔻 Tomorrow: You'll lose valuable time recovering from yesterday's mistake preventing you from marching on. 

Don't burrow happiness from tomorrow. 
Be smart.

We attended one of the 🔥 Wiser Elite Making Moves events a few weeks ago.

And couldn't help but notice that there were only a few men there.

We all need to do much better on this.

Izzy Bishop, Hitesh, and I spoke about what we could do to help reduce the gender gap.
Well, Hits didn't speak much really because I kept jumping in. But it is what it is... 🤷🏻‍♂️ 
Sorry, Hits. 


Listen to the full episode here: https://spoti.fi/3PMafI4

There is no Enterprise Sales Process.

I've seen over 10 posts just this week about "building the Ent sales processes".

🔻Enterprise Sales is complex, multi-directional, multi-level, and start-and-stop.
🔻A "Process" is a series of actions or steps taken in order to achieve a particular end—definition by Oxford Languages.

So, Enterprise Sales and Processes are contradictory notions.

They don't work together. They don't match. They live on opposite sides of the spectrum.

The teams that try to implement an Enterprise Sales Process will inevitably create more blind spots for the reasons I've listed above.

Blind spots will inevitably create more work for everyone. 
This is what's is going to happen:
1️⃣ You'll have to add manual processes in place to address the new blind spots that you inflicted on yourself.
2️⃣ And then, you're going to have to reconcile what your bad sales process is telling you with what your bad manual processes are telling you.

Guess what's going to happen when you forecast doing this?

You're going to miss! And it's probably already happening.

Enterprise Sales is an agility and orchestration play. End of.

You either accept it and put systems in place to allow for extreme agility and orchestration, Jointflows.

Or you go "old school" and you (keep) finding out.


Enterprise Sales Processes doesn't exist

If your Enterprise sales process operates around a spreadshit like this (see what I did here!). 
Then you Enterprise sales process is broken.

Apologies to the author but this is TERRIBLE. 😫

Way too often, I see a version of this spreadsheet at the enterprise sales level.

Using something like this (and thinking it works) almost 100% of the time leads to the same outcomes:
🔻 Deals are slipping,
🔻 Enterprise sales are unpredictable,
🔻 Frictions are created internally and externally.

🚨 Enterprise sales is multidirectional: the opportunity moves left and right in this spreadsheet as you meet more and more stakeholders.
🚨 Enterprise sales is multilevel: the opportunity moves up and down in each of the criteria of this spreadsheet as you understand more and more each stakeholder's problems, consequences, timelines, and dynamics.
🚨 Enterprise sales start and stop: the opportunity stagnates in each section of this spreadsheet as you navigate the buying journey.

But more importantly, each enterprise buying journey is unique.
Deal A progresses differently than Deal B, which progresses differently than Deal C.

So creating this spreadshit is essentially giving the stick you're going to be beaten with.

We solve this entirely.
We solve this today.

Jointflows

One of the things I dislike the most on LinkedIn is these 💩 lists people put together:

- Top 10 tools in the market,
- Top 35 CROs in the world,
- Top 42.3 Unicorn-ponies in the Galaxy,

People are mixing up good marketing with actual {Insert Criteria} quality. 

- Mick "ricky gervais" Gosset

Stealing this gem from Garry Tonon. 

It's really what success boils down to. 

I hear it's been another tough quarter...

Great opportunity to join one of the fastest growing companies in the UK. 

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