As we kick off a new year, we continue to check in with our leaders to get insights into the telecommunications industry’s challenges and solutions.
Today we caught up with Andy Gillies, business development manager here at RingCentral UK. Andy has been with the business for just over a year. Before joining the team, he supported sales enablement for multiple BDR teams across the UK and North America in various IT functions. He has always believed that business development is essential to success and is a strong advocate for how important the job is.
This month, TechTarget awarded Andy and his team for best sales campaign in the 2021 EMEA Archer Awards. He tells us a bit more about this during his interview.
What’s your role at RingCentral, and what do you love about your job?
I am the business development manager for the UK arm of the organisation. There are a few things, but if I rounded it down to one, I’d say that I love helping people achieve their full potential and seeing people in my team progress.
In what ways has business communications changed over your career?
There have been some massive changes. When I first started my career, there were no mobile phones, smart devices or social media, and emails were only just making an appearance. Back then, people couldn’t keep in touch wherever they were because their lines of communication were only in the office. It’s a completely different story now.
How will our experiences of last year change the way we work forever?
It made me 100% sure that all companies need to work on a digital or intent-based model as those that went down that route have struggled the least during the pandemic.
What was the differentiator of your campaign that helped you win TechTarget’s Best Sales Campaign award?
In a nutshell, bringing multiple parts of one organisation together and getting them all moving in the same direction. In other words, ensuring everyone’s on the same page, being open to new ideas and having honest conversations about the best route to success.
How can sales leaders adapt their long-term strategy to make the most of the year ahead and the COVID legacy?
Don’t panic and learn to pivot! Covid has and will continue to have an impact. So work out your best way around that.
What’s the best piece of advice you can give to a business wishing to improve its sales outputs?
Have conversations with people who have a need and a want. Understand people react better to education in this day and age rather than being sold to. People want to feel a part of a decision not that they just came along for the ride.
Many thanks to Andy for his insights and advice. If you’d like to hear more from Andy, follow him on LinkedIn. In the meantime, look out for more episodes in this series of Ringside.