Matt Best

It's sort of standing up to your own standards and maintaining those high standards and ability to deliver, which is also really, really challenging. I love what you shared there around sort of personalization at scale and then how responsive you can be and just even understanding that if one of our customers is saying this, they're probably not the only one.

And I've seen that firsthand, you know, that ignorance or arrogance even that bleeds into customer success. So they go, well, that customers, they don't know what they're talking about. We've had four now this week who said that this is rubbish. They must be, they must all be wrong. It's like, well, hang on a minute.

And I've seen that firsthand, you know, that ignorance or arrogance even that bleeds into customer success. So they go, well, that customers, they don't know what they're talking about. We've had four now this week who said that this is rubbish. They must be, they must all be wrong. It's like, well, hang on a minute.

And then all of a sudden what happens when it hits your chair number in the next, like in six months time. So being a, you know, being really acutely aware, I think, Something you shared is how you're showing your team that what Johnny and I talk to our clients a lot about in that track to run on. So this is you're an SDR coming into the business. This is the journey that you're going to go on.

And then all of a sudden what happens when it hits your chair number in the next, like in six months time. So being a, you know, being really acutely aware, I think, Something you shared is how you're showing your team that what Johnny and I talk to our clients a lot about in that track to run on. So this is you're an SDR coming into the business. This is the journey that you're going to go on.

We're going to give you exposure at those points. That's how you get a team invested in the business, in the customer and get them caring and getting them thinking outside of their silos and thinking outside of their immediate responsibilities.

We're going to give you exposure at those points. That's how you get a team invested in the business, in the customer and get them caring and getting them thinking outside of their silos and thinking outside of their immediate responsibilities.

Leslie, I'd love just to ask you, if you were to give our audience, say, let's say we've got someone out there who's a CRO or sales director or head of customer success or whatever it is, someone in a SaaS business that's growing and thriving. What would be the three key things that you'd encourage them to really think about from what you've shared with us today?

Leslie, I'd love just to ask you, if you were to give our audience, say, let's say we've got someone out there who's a CRO or sales director or head of customer success or whatever it is, someone in a SaaS business that's growing and thriving. What would be the three key things that you'd encourage them to really think about from what you've shared with us today?

Brilliant bits of advice and insights shared right from the get go. You're really understanding our customer, creating an organization that's truly customer centric and why that's so important for retaining and growing an effective SaaS business in today's incredibly competitive market. Leslie, we thoroughly enjoyed talking to you and we look forward to seeing you again soon.

Brilliant bits of advice and insights shared right from the get go. You're really understanding our customer, creating an organization that's truly customer centric and why that's so important for retaining and growing an effective SaaS business in today's incredibly competitive market. Leslie, we thoroughly enjoyed talking to you and we look forward to seeing you again soon.

For more insights, make sure you subscribe. And if you enjoyed the journey, don't forget to leave us a review. Your feedback fuels our growth. Until next time, keep up that forward-thinking mindset. Goodbye.

For more insights, make sure you subscribe. And if you enjoyed the journey, don't forget to leave us a review. Your feedback fuels our growth. Until next time, keep up that forward-thinking mindset. Goodbye.

So, Johnny, what a great conversation we had with Thomas Coles. Such fantastic insight shared around the importance of asking for referrals and, well, I guess how it's helped him in developing some incredible businesses over his career. I'm curious, what was it that most stuck out for you from our conversation?

So, Johnny, what a great conversation we had with Thomas Coles. Such fantastic insight shared around the importance of asking for referrals and, well, I guess how it's helped him in developing some incredible businesses over his career. I'm curious, what was it that most stuck out for you from our conversation?

Over to you. You've done it. Congratulations, Johnny. As you say, that's fantastic. The most important bit and the bit that's almost always missed, right? And it's the act of building up the confidence to do that as well is quite often that blocker. And I think certainly that was the thing that resonated for me in what Thomas was talking about.

Over to you. You've done it. Congratulations, Johnny. As you say, that's fantastic. The most important bit and the bit that's almost always missed, right? And it's the act of building up the confidence to do that as well is quite often that blocker. And I think certainly that was the thing that resonated for me in what Thomas was talking about.

And clearly the way that he has approached asking for referrals in the past, he's quite comfortable and he has developed this great self-talk, self-awareness and mindset around referrals. And

And clearly the way that he has approached asking for referrals in the past, he's quite comfortable and he has developed this great self-talk, self-awareness and mindset around referrals. And

sees sees it as a why not who cares why not right but i know there's lots of listeners out there who don't necessarily think like that who haven't got that perspective and i certainly can to myself as in in that bracket in some situations and letting those opportunities pass you by and i think what i've learned and since talking to thomas of being more consciously competent or consciously aware of at least for myself has been