Matt Best
speaker
698 appearances
21 recordings
1 series
first heard May 2024
last heard 14 Sep
Matt Best’s voice in public audio — every appearance, attributed to the second.
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recordings per month · last 12 monthsRecordings per month over the last 12 months — 8 in all, peaking in Aug 2026 with 2.
Appearances
What's gone on that you can share with our listeners to get everyone excited at the start of today's podcast?
Brilliant. That sounds incredibly productive, which is fantastic. Thank you. And Johnny, what about you? You always have normally an interesting story to share with us at the start of these podcasts.
really busy week last week, actually. And Thomas, much like yourself, lots and lots of meetings, really effective, great conversations. And we all know that in business development and sales, the week that follows that is a week of follow-ups. And that's really what this week has been about. But it's really great being able to reflect on those fantastic conversations with clients and prospects.
And if we think about our listeners to this podcast and their own sort of focus on growth, just a little reminder of all of that hard work that you've put in, what comes out, and maybe some of our listeners will have shared your pre-8am contract signatures, Thomas, which is always a nice way to start the week. Let's hope so. Wonderful. Well, look, Thomas, you're a serial entrepreneur, right?
You've got vast experience in developing and growing businesses. So tell us, what's your biggest success?
So 82 times return flipping businesses clearly sets you out as someone who knows very well what they're doing. We'd love to know, what are the three things that have helped you in being so successful with that business, but also with the other businesses that you've worked with and achieved growth for?
Thomas, it's great to have those sort of three key areas, and we love to dig into each of those and paying particular attention to number one and referrals. But just before we do that, account management is something very close to my heart and my experience in customer success and running account management teams. And I think it can sometimes be such an understatement.
appreciated side of the business so I was having a conversation with that CS leader just the other day and we were talking about the volume of business and the cost of losing business is so seldom seen as a sort of risk and all that focus gets put on to sales and acquiring new logos and then you turn around and if half your customer base is gone, you've undone all of that good work.
So it's such a, I think, just wanted to share my view, my perspective there as someone, you know, I think account management is so, so key, especially in services businesses where you've got ongoing commitments and, you know, in modern SaaS, of course, and 10 years is quite something. I mean, you must go through a number of key stakeholders in that time.
So it just demonstrates that good account managers really are really impactful and effective in one's business.
Leading nicely into your third point of co-tailing, right? And the importance of maintaining those strong relationships and then following them around the industry.
I mean, that's incredible, right? I mean, if you set that goal for many sales professionals just on their own, that's...
That's some ROI. That's awesome. Yeah, that's very cool. And I think thinking about that, Thomas, and you mentioned there that essentially that person becoming an extension of your sales team, right? And I guess as referrals as a tool or a thing that helps achieve this growth, it's exactly that. It's extending your sales organization out through your...
trusted relationships and the partnerships that you have with clients who really advocate for you in the market and advocate for the product. So, I mean, tell us a little bit more. Maybe I'll start with a sort of fairly simple question. There might be some people on there listening to the podcast today thinking, what does referrals really mean? What is referrals? So how would you define referrals?
What does it mean?
It's such an interesting point, and I think this... Thomas, I love your recommendation to the listeners around it almost doesn't matter, but if you signpost that point, it's part of how you win business. I can think just now off the top of my head, I've got three or four clients who I know have told me that probably not in such a direct way.
And I wonder if that's just an extension of that bit of advice that says being really, really clear about what that means for you. Rather than saying something, oh, yeah, well, I get quite a lot of my business from past customers. But being really, really explicit about that is the primary source of business for my business or my business growth is through referrals.
Just really putting that statement out there sets out that scene. And as I said, I mean, there's easily half a dozen businesses that I've been working with who I would say could say that and it would be the reality for them.
And maybe, Johnny, I'll just add another light bulb that's just gone on for me here, Thomas and Johnny, just around when I think about this is, this is almost an opportunity as well to get things earlier in the buying cycle, because a big part of those preliminary conversations are had in a sort of safer space.
Those who are going to kind of internet search, maybe you've done a little bit more thinking, whereas someone who sat there thinking, well, maybe I need this. Hey, I'll just ask a couple of my mates in the market. Or I'll just ask a couple of my mates down the pub who I know work in a similar industry. What have you done to fix this? Do you have this problem? Oh, yeah, I do.
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