Episode 4: Shane George (Tread)

This time our CEO Qasim Virjee is joined in the studio by Shane George – a consultant who helps SaaS companies develop Agile Sales methods.  Shane is also the Vice President of Sales at StartWell member company OnCall Health.

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Qasim Virjee 0:07
back once again for this the fourth episode of the StartWell Podcast. I’m Qasim and today I’m joined in StartWell studios at our King Street location in Toronto, Canada, with none other than Shane George, who wears one hat at a company called on call one of our members, that is a telemedicine platform. He’ll tell us a little about not too much. Perhaps me too much. I don’t know, we’re going to sit down with your CEO, Nicolas in in I think a week or in a few days, definitely. And he’ll perhaps tell us even more. But also, you know, Shane is an excellent sales guru. I don’t know if that’s a over speaking. But he’ll explain why I might have said that in a second. And we’re going to hear hopefully a little bit about sales technique, direct sales technique for SAS, and some things that that Shane is not only adept at, but but enjoys speaking about and writing about. And with that introduction, Shane, welcome you to the studio and let you introduce yourself.

Shane George 1:13
Geez. Yeah, that was quite the intro. I appreciate that. But yeah, thanks for having me.

Qasim Virjee 1:18

Shane George 1:20
So I’m gonna just speak a bit more about the

Qasim Virjee 1:23
well let our listeners know firstly, who you are. What did I get your name, right? Yes. That’s not a difficult one.

Shane George 1:28
It is also my real name Shane. George two first names. But yeah, I’ve essentially just been in tech sales for a couple years before that worked in a family business in sales. So Oh, what was the business? Sell Shanda? Leaders in a retail store in Oakville?

Qasim Virjee 1:43
Alright, you told me about this lighting? Yeah, all sorts of not just like, you know, crystal chandelier. It wasn’t just Liberace all over the place. It was

Shane George 1:51
floor lamps, table lamps. So basically, from a really young age, it was like a group effort for a whole family. I remember being really young, and my dad saying, Hey, that guy over there, go sell on the light, being a little kid just be like, Hey, don’t really want to talk to a stranger. But that was a great intro to sales and trying to figure out how to, I guess connect with people in a way to provide value. And overtime, kind of translate that into tech sales. So yeah, it’s been a fun ride so far,

Qasim Virjee 2:24
how did that evolution happen in your career trajectory, like, you know, family business, a very kind of brick and mortar retail experience? Where did tech come into it? For you? Ah, so that’s,

Shane George 2:37
I think the best answer is like is probably a lot of luck. Realistically, what happened was worked in that family business, what that really instilled is, what it takes to make it and how hard work is the constant that you need, in order to be successful at all. But I was just a high school kid didn’t really know what he wanted to do, and took science and business in Waterloo. As my degree of choice, did a couple of co op terms. And it’s, it was a science program. But all of my co op jobs were still in sales for tech companies. So I just kept going back.

Qasim Virjee 3:14
Was that out of choice? Or how does it work? Because I’m unfamiliar with club and maybe some of our listeners around the world. So it’s worth explaining a little bit about how Co Op works.

Shane George 3:22
Yeah, so Waterloo, University of Waterloo is actually especially great for this. Essentially, the way it works is you do a, like a school term, normally at the school. And they provide a number of opportunities in the form of a job bank to work for four months while you’re off of your school term. And this is paid work. Yes, yeah. So it’s, it doubles as like, you get some great, I guess, experience on your resume and also can earn money to potentially pay off your tuition, all the while adding the experience that is relevant to your program this way it’s designed but for me, didn’t really work that way. Yeah, so basically, from four months on, you’re in school, four months, you’re working four months, you’re in school. And you only draw back the balance, doing school and trying to find a job. But I thought it was well worth it.

Qasim Virjee 4:17
I’m sure everyone that I’ve talked to that’s gone through Co Op specifically at Waterloo. McMaster, I think also has it there’s Yeah, I think universities I think all

Shane George 4:26
the universities are starting to do it now. Yeah, for sure. But Waterloo was one of the pioneers.

Qasim Virjee 4:31
Surely. Yeah. This is my understanding and everyone that I’ve talked to who’s gone through that program. It’s interesting because people come out of university with a different experience that already kind of, you know, they know how to apply, I guess, their interests and their scholastic pursuits, into business in some facet or into employment. And it’s it uniquely prepares you for what, you know, being part of the workforce actually means Yeah. Which of course takes other people you know, Perhaps years longer a couple of cycles, especially in tech. Yeah, it’s kind of a weird thing people either come out without Co Op being pigeonholed into a specific function at a company and not learning about the functions of a company. Yeah. You know, but Okay, so tell me about the companies that you worked out during your co op years and then and then what led you towards the wonderful world of telemedicine?

Shane George 5:25
So, I started off at a company in Calgary doing like tax returns. Are you from GM? are farmers? No, I’m from, from the GTA. But I just thought it would be cool to live in Calgary for the winter and realized it’s really cold there. So that was a good experience as a being my first Co Op term. moved on to a tournament Ericsson, which is like the network equipment provider for Rogers Bell. huge corporation. I think they invented Bluetooth. Sure like that.

Qasim Virjee 5:57
Yeah, absolutely. Used to be a big cell phone company. Yeah, some people might know that. Sony, Sony acquired them, at some point merged with them. Something happened.

Shane George 6:04
Yeah. So there’s like a, I remember while at the co op term there, there’s a running joke, but how everyone knows them for Sony Ericsson. But they obviously they got we do so much more. And they genuinely do.

Qasim Virjee 6:14
Sure. In North America, people are a little, I guess they’re not too familiar with the brand, but in Europe are certain it’s Yeah, I think a little bit more known for sure.

Shane George 6:22
Yeah. And that was that was in a sales position like a sales support. So learn a bit more about the process side of things of how sales works in a corporation rather than a little retail store for lighting, right. And then from there, I went to a company called soft choice, which is an IT reseller based out of Toronto, pretty large, like, company based out of Toronto, that essentially what they do is they resell it services to other corporations, whether it be hardware, like servers or software like security, anti virus kind of stuff. And yeah, work directly with IT companies there. So that was like a direct selling selling position. Sure. And I ended up going back there after graduation, which was great for establishing a career in sales, they do a really great draw a job at training, teaching you the importance of maintaining the pipeline, hitting the phones and how important that is. Yeah, so that was that was pretty much the co op experience, it pretty much set up like a good gave me a good array of different experiences that established a sales career right out of school.

Qasim Virjee 7:33
And so what do you think, you know, at that time, I don’t know if it’s changed since then. But what about sales is particularly what did you connect with? You know, what, why was it fulfilling enough for the for you to pursue a career in it?

Shane George 7:46
You think I think a lot of it had to do with at that point, I felt I was really good at it just because I had done it in the family business. But what keeps me doing it now is just a really enjoy talking to new people and making connections. I think it’s fun to translate the value of what you’re doing at a certain company. And having them agree, not only agree, but decide that, hey, I do want I do believe your services can really help me. I also just really enjoyed the process side of things of sales. So in terms of, alright, you got on that call to sell your service. But how did everything you did leading up to that bring you to that point? That those kinds of things fascinate me as well?

Qasim Virjee 8:36
Yeah. They are fascinating things. Yeah. I think participation in commerce is always interesting from whatever angle it is right? Whatever you’re being sold, I think in the last was the last edition of the podcast. Brendon from, from Delta growth, something really poignant to do with the fact that if you if, if you’re not if you don’t know what the product is, you’re the product in today’s digital marketing world. Yeah, you know, participation in commercial platforms like Facebook. So it’s really interesting. This idea of sales is so pervasive today in modern culture and Western culture. So okay, so fast forward a few years, I’m guessing. I don’t know how old you are. Is it a few years?

Shane George 9:19
Oh, yes. Just a few years. Okay. Definitely early in my career for sure.

Qasim Virjee 9:24
How did you come across your current position or the company that you’re working with?

Shane George 9:28
So Softchoice is a pretty big company, like it’s mainly a sales organization. Of course, they have a ton of different resources around that as well. But from there, I moved on to a startup based out of Toronto called job stream. And that really established my knowledge of how startups work. Amazing company with an innovative product. What is so they they, they basically sell an online or sorry, interactive indoor mapping. Okay. Oh, so for like shopping mall owners, corporate offices, hospitals, what they’re trying to do is capture like the Google Maps experience, but inside of a building, just because there are some challenges with around having a blue.or having to speak with other internal systems that they may have. So, yeah, definitely joined there and got to see what it takes for a growing tech company. So we’re part of a sales team. Yeah. So it’s one of their sales hires and a junior role.

Qasim Virjee 10:32
How many people are on the team?

Shane George 10:34
I believe when I joined, they had 30. Wow. Okay. So pretty early. And they grew to about 50 to 60.

Qasim Virjee 10:43
On the sales team, no. Employee account. Okay. The sales

Shane George 10:47
team was, I think they grew to four or five by the time I had left for uncle.

Qasim Virjee 10:51
Okay. Yeah. That’s a great formative experience. If you guys made up, you know, a 10th of the total, you know, stuff. Yeah. And sales, you know, being such an important part of selling software, like, being able to sell software. Yeah, no. So a big part, like a really huge lesson I learned from job stream was like,

Shane George 11:15
Okay, going into it as a salesperson thinking, having a big head about sales thinking that it’s like, Hey, we’re the ones that make these companies run. But that’s not the case at all. It’s all about the the development teams and the product teams and CS teams and how everyone works together. Sales like has to be a cog in the entire organization in order for anything to be successful. So that’s why like, it was representative of the sales team being like a smaller percentage, whereas I had experience in the sales team being a huge percentage of right makeup of a company.

Qasim Virjee 11:47
I think in some degree, it depends on the product that you’re selling, or the service that you’re selling. Yeah, the nature of its sales cycle. The nature of its then of course, ability to be resold or upsold. Across sold. You know, all those things come into play and looking at the importance of sales within an organization, right. Yeah. So okay, so tell me a little bit about I just caught a couple posts on it. And I see that asides from your roll with on call. You also do some consulting under the banner or the framework? Is it a methodology of Agile? Yeah, sales. What is agile sales.

Shane George 12:24
So that actually ties really well to the whole job stream experience. While I was there, the development and software teams and product teams went through the process of going Agile. So as a company, we learn together what that means. I think Agile is thrown around as like a buzzword a lot of the time certainly, yeah. So we really learned from step one to step a, nor to the end, what is what is agile? What does it mean to put it into an organization and how to do it effectively. And as we I learned that I was I saw a lot of parallels between traditional sales teams and how they can benefit from some of the the ideologies that agile follows. I think, like when comparing something like a traditional sales model to something like the waterfall method, which is what is the it’s the legacy, one of the legacy development software methodologies, where it’s agile was almost created to like to replace it in some in some ways. Waterfall is all about like, gathering all the requirements as a development team at first, and then going over and trying to solve them all step by step. You’re talking about software development. Yes. So agile was like became a huge thing because it was more reactionary, and more dynamic. And which is works really well for tech companies. As the product changes, and client needs change. You really need your software development teams to be able to think on their feet and make changes really quickly to the product and evolve it. That’s true for sales do, right? Like it’s a lot of sales teams. What they do is they’ll try to be like, Alright, let’s try to make 100 dials and 100 and send out 100 cold emails today. Sure. But it should be a lot more I guess dynamic in terms of who you’re reaching out to and making it more intelligent in terms of how you are targeting your your activity.

Qasim Virjee 14:25
Do you want to run through a top of mind kind of like I’ll spitball a particular product? Sure. You walk us through how agile sales would be set up for that product? Sure. Okay. Okay. Yeah. So I’ll just nothing ridiculous. Yeah. Okay. But let’s say clip on ponytails. I’m going to sell clip on ponytails. Geez, okay. Out there. That isn’t why it popped into my brain. Yeah. A clip on ponytails is what’s on offer, and I need to sell it. You know, what’s the agile approach?

Shane George 14:58
So the Agile approach would start with, similarly to any other sales process of figuring out who would benefit the most from clip on ponytails, understanding who they are to a tee, like talking about age groups, where they live, why they like why they would benefit from it, even to the degree of how they would potentially buy it. Sure. or clip it onto their head. Yeah, once you understand that, which is, again, like a kind of glossing over it’s a huge part of the process, reaching out to the main stakeholders who would either buy it or sell it to those people who would buy it. And then using like a really customized, I guess, messaging sequence that you know, would would, I guess, reach them in the most optimal way? So like, if you’re going to email them four times or cold call, then email them or maybe even fax them? Figuring out what that? Yes, this is what you’re now making assumption about the people that were a clip on ponytail. Well, hey, being in the telemedicine industry facts is actually really, really relevant. Sorry, this wasn’t a stab. Anyone listening to this? Who clips ponytails onto that? Okay, yeah, to anyone who has a clip on ponytails really don’t mean to offend you with the facts comment? No, yeah, from using a customized cadence to reach out to them based on what you know about them. And the whole key about the Agile part is reaching out to them in the form of something called sprints, which is a part of the Agile development methodology. And using that in sales, like forming your sequence, and your messaging in the form of sprints allows you to be able to measure how that sequence did right after it happened.

Qasim Virjee 16:42
So agile i from, I might be very ignorant about this, I probably am. In terms of code, my experience is very much data on my own methodology. And I’m one of these people that like never used SVN or like other subversion versioning, control type things and get and you know, just edited stuff on directly on servers. So you know, people laugh at me, but but the point I want to make is, my understanding of, of this agile approaches is to kind of like, aspects of it that are very unique, or this is like the revolution comes up with stand ups and sprints. Yeah. Is that correct? Yeah. Okay. So as a stand up is, you know, like, where the team gets together, the beauty of the day, or whatever it is, whatever the cycle is, and maybe you can shed some light on that, to tell each other what they’re working on where they need help. And what they assume would be the output of their work. Is that kind of what it is.

Shane George 17:38
Yeah. So it’s more like the overarching concept of let’s not just at the beginning, put like our 100 requirements of what our project is at the beginning, then execute on it. It’s more of like, okay, let’s do step one, and to talk about how it went, iterate on it, and then kind of maybe change the trajectory of what steps three and four is, in a collaborative way. Exactly. Okay, so

Qasim Virjee 18:01
that’s the scrum. And then or the stand up. Sorry. Yeah. Is that the same thing as a scrum? Yeah. Okay. Yeah. And then, what’s the next thing that we’re talking about sprints,

Shane George 18:11
sprints, okay, so I get in a sprints would be like the execution of, let’s say, steps three, and four. So it’s like after your stand up, or the scrum, and we’re like, Okay, we’ve decided that we need to change the project a little bit and create this new feature based on what we just learned. Let’s run a sprint, and actually do it. And then the end of the sprint, do you have like a sprint demo where we like, would demo the new feature to the team? And then the Okay, how did that go? How does it look? Were there any challenges,

Qasim Virjee 18:42
so walk me through a sprint with,

Shane George 18:44
you know, the clip on ponytails. So sales sprint, so say, we determined that the people who will buy a clip on Sprint, the best way to sell to them would be to do a cold call an email, and maybe an in person visit after that, right?

Qasim Virjee 19:02
So door to door ponytail shows up on a Tuesday, maybe that’s the way to do it. Right? I know you’re hitting me, but I have something that will change your life

Shane George 19:11
or or to the distributors of clip on ponytails. Right? Then actually executing on that call, email and in person visit, and just measuring what happened, right. Okay, on that, that email that I just did. 30% of people said no, and then but I also booked two meetings for the next session, the next part.

Qasim Virjee 19:32
So let’s pause on this for a point because I think aside from this ridiculous example of how you’d apply this methodology or approach, I think for anyone listening that’s interested in specifically testing the Agile method with sales. What are some top, I guess, aspects of a sprint that anyone can apply to any agile sales approach? Yeah, I think like what kind of data are you looking for? To qualify the sprint in order to move forward to the next sprint or improve on your methodology,

Shane George 20:05
the the the general idea is to measure how people are responding to your messaging. So like, how many demos? Are you booking? How many people are saying, I’m not interested? I think sales is just, it’s very easy to become to make decisions based on emotions from your last three calls. But it’s really important to look at the holistic view of your last 80 calls or last 80 emails, and then using combining the data from what happened on your reach outs with some of the emotional and anecdotal evidence to make decisions from there. So like to directly answer your question, like just making sure that you’re measuring things in a way that still fosters scale. Does that I suppose

Qasim Virjee 20:52
I think the process it sounds like is to try and kind of test your assumptions about your market, about how you’re approaching your market. Analyze your methods for communicating with your the people you’re marketing to selling to should say it should be clear about the distinction. And, you know, and then getting that data back from your test, such that you can repeat this process in an almost methodological sense, something that’s repeatable, that’s scalable, that anyone could participate in, because sales essentially in this way, shouldn’t necessarily be a subjective exercise.

Shane George 21:28
Yes, exactly. So it’s like once you have a collection of sprints, like you’ve done, how many other Sprint’s, you’d ever like you now have a data set of like exactly how your messaging is coming across to the verticals that you may have thought would benefit the most from the clip on 20 days?

Qasim Virjee 21:44
How is artificial intelligence? Or I should say connected software changing? Or enabling I should I should just lead this, you know, from the get go? How’s it enabling this methodology with selling SAS?

Shane George 21:59
So that that’s a great question, because there’s like, there’s a huge industry around this. There’s amazing tools like outreach, mix, Max Yesware, sales force and CRMs, even little tools that say, Let’s appear as an area code to someone you would call and there’s, there’s a suite of tools that hit every single part of what I’m talking about here in terms of making it easy to measure what you’re doing. The problem is that for a startup, that stuff is really expensive. So it’s like how do you how do you not sacrifice the data driven decisions? Without having to buy all this really fancy software? Like, if I were to go to Nick and say, Hey, Nick, we need some AI software to measure our sales productivity, you get out the room, you know? Because of the cost. Yeah, exactly. Nick being for the listeners, your CEO at on call? Yes, exactly. So it’s all just about like, Okay, how do we do it on this scale? Like, how do you do it on Excel spreadsheets? But in a way, that’s, that still allows you to be, I guess, again, with maintaining scale with your sales?

Qasim Virjee 23:09
Are there any examples that you know, of sales automation, that are really not reliant on humans for software sales? There’s got to be tons of examples. Do you know any companies that are fully automated or almost that like they’re in terms of they don’t have sales reps? Yeah, you know, cuz I’m thinking about the marketing angle of it. You could, yeah, target retarget ads, using artificial intelligence? Yeah, you could measure the performance of those ads. If it’s SAS that you’re selling, then there’s no real human touch points, except for maybe some customer support. Yeah. But for the initial sales cycles of very scalable, simple software. I would think that, you know, you could almost set up companies these days that are software as a service that are fully automated offerings.

Shane George 23:56
You’re right. And I think this kind of goes into the argument of Salesforce marketing, which is one of the oldest arguments of time in tech. I think. In the ideal world, they work together, right? Like you need, you need a balance of both in terms of marketing, whether it be retargeting or social media, or going to conferences and trying to foster that healthy amount of inbound leads with the leads that something like direct sales would give you. So there are just an amazing amount of companies who are just don’t have sales reps, figured out a way to do marketing. But the opposite is also true where a lot of companies depend on direct sales to generate revenue. And I think, yeah, the best ones are the ones that figure out how to balance them both.

Qasim Virjee 24:45
Yeah, I think that’s right. I mean, obviously, those caveats to specific industries, perhaps. But for the most part, I keep hearing stories every day of companies. I don’t think of it that way. But now I think I will after this conversation. Companies that fall into the quagmire of dependence too heavily on one or the other. Yeah. And then when the leads dry up for whatever reason, you know, the website goes offline, but you ran out of dollars to spend on marketing, or your lead sales guy leaves you for a different company. Exactly. And especially, you know, these things being so crucial for early stage startups. I think defining this balanced methodology or approach, yeah, I keep I don’t know why I keep saying methodology and approaches these two things. And it’s kind of like sales and marketing,

Shane George 25:27
because I got you with the Agile buzzword jargon messes me

Qasim Virjee 25:31
up every time. Yeah.

Shane George 25:33
No, I your expect you’re right. I think for startups, it’s a lot of it is how do I do things with cost being the the main inhibitor but with something like on call health, we kind of went through that phase. And now we got some we got some investments. So it’s time for us to be very cognizant and Okay, when is the best time to make this transition and balance it more and marketing rather than direct sales? It’s an age old question, right? That it’s really hard to answer, but it’s something to put a lot of thought into. Right?

Qasim Virjee 26:04
Absolutely. Any particular notes that you can make? Or actually, you know, what I’d like to hear a little bit before we kind of wrap up, I’d like to hear I’d like you to illuminate us, okay, you know, with your with your angel, you know, light bulb selling light fixture selling wisdom from your sales experience. illuminate us on just the personal journey of kind of being you’re developing your own approach to sales, thinking about things, reading a bunch of stuff along the way, kind of thing. And, and taking all that and applying it into a particular role. Being someone who sees themselves as a salesperson, I’m, I’m guessing that your abilities are kind of more important to you, then perhaps the product that you’re selling, at least in the step back objective perspective, if you can have that. How do you take How do you stay excited? This is this is the real question for me, is a salesperson, how do you stay excited about what you’re selling?

Shane George 27:03
So in tech, we have the benefit of products evolving so fast. And trying out new verticals like maybe we’re worse, we’re working with a lot of therapists, which has been amazing, but how about SLPs and audiologists. So it becomes like a new whole sales cycle and itself. That in itself is what allows it to remain exciting. But like for me personally, it’s just working with other people like it’s working people like Jaden Matt, who are sales reps at on call health and trying to figure out based on their personality, what’s what’s their best way to sell the on call health platform, as well as our CST, but then also to our current users and new prospects. Just trying to figure out, okay, hey, you’re a person, I’m a person, like, I have this product that I think that can really benefit you. Trying to learn everything about them in a genuine way, and trying to fit that piece of the puzzle of that guy. I think you should use this and they’ll be like, Hey, I agree. Let’s do it.

Qasim Virjee 28:08
Okay, question. I’ve got two questions for you. Sure. CRMs. You mentioned CRM, you said Salesforce. Yep. What? Do you have any recommendations, from your vantage point to any early stage startups? Considering how do we, you know, categorize all of our lead? Data? Is a CRM right for us? And what, knowing that there are costs involved in using software like this? Yeah. What is the easiest approach that you could recommend?

Shane George 28:37
So we at oncall, used a tool called pipe drive, which I couldn’t recommend enough. It’s it’s great. It’s very, very cheap, to be honest. But it’s a great product. It’s the user interface is amazing. It has all the tools and more that you would need an early stage startup. And yeah, like it’s it’s been critical for us in the sales team for us to be able to store all our our CRM data. But yeah, we’re going through the process of switching to Salesforce now. And I, I strongly believe that any sales organization that’s looking to grow needs to make that switch at some point,

Qasim Virjee 29:16
specifically to Salesforce. Yeah. Because of the API or because of Salesforce.

Shane George 29:21
Yeah. Because of its interoperate inter operable. Yeah, that’s

Qasim Virjee 29:25
a tongue twister that yes,

Shane George 29:26
that’s another is that another jargon word that

Qasim Virjee 29:29
Microsoft officially created that word? Yeah. Personally, I think that’s where I first heard it. And I heard it. Yeah. Real fast and strong. Yeah. From from teams at Microsoft a few years ago. So yeah, I don’t know. 10 years ago, maybe. But yeah, let me try it. Inner operability Yeah, it’s there you go. There you go.

Shane George 29:45
Thanks. Right. Yeah, no, it just, it’s the gold standard in CRMs in terms of connecting with every other sales related software platform. So if you’re going to be using a CMS software platform, Warm and support software platform, you know that Salesforce can connect with it. And so as you grow the team, and it just becomes a vital part of making sure you’re capturing data efficiently, and being that like center console that connects to everything and

Qasim Virjee 30:15
yeah, in in previous lives in enterprise companies, I’ve used Salesforce, yeah, I agree with you, it’s kind of, it’s tough to roll up your sleeves with Salesforce to get it to do what you want. But you can do that. And I think that that alone is like a huge benefit to using as opposed to something that’s, you know, fantastic for a certain stage of your growth. But as soon as you have more people on your team, or a certain way that you need to, you know, interact with some new software that you’ve brought on to your process, you know, nothing else really, or few CRMs really can have that breadth of scope without developing using Bootstrap things like Zapier or custom API build. So Exactly, yeah. Anyway, so too, so the starting point is whatever you can use, and it’s like drive is what you recommend, and angled would probably be Salesforce. Yeah. And I

Shane George 31:09
think, to that, and I guess I said that everyone should switch on to it. But there are cases where it wouldn’t work.

Qasim Virjee 31:17
Going back to the family businesses are still around. Yeah, yeah. If you had to, or if you otherwise were told to, would you go back to it? Um,

Shane George 31:28
I hope my dad isn’t listen to this. But

Qasim Virjee 31:32
no, I probably wouldn’t sponsored by you’re not sales?

Shane George 31:36
I probably wouldn’t. Just because retail isn’t something that interests me, I guess the brick and mortar side of things. I really just like tech,

Qasim Virjee 31:43
if you had to knowing what you know about sales now, years later, yeah. Would you be able to just using better sales methodology? Improve revenue for that shop?

Shane George 31:56
I think so. It’s different because you’re, you’re selling to people who walk in the door. So I think there’s, there’s more to be said about inventory management. And like efficiency of getting if someone chooses this, getting that product to them, and then out and then maybe having a delivery system or something trying to improve like the efficiency of the sale. But yeah, but the sales itself, my dad’s pretty good salesperson. I don’t know if I can. I don’t know if I’d be able to improve on his numbers, I guess.

Qasim Virjee 32:32
Um, it’s been a pleasure talking to you talking with you, I should say. Yeah. And and I’m sure we’ll, we’ll sit down on many occasions, more, perhaps do a roundtable with the whole long call team soon. Yeah. I’d like to actually sit down a couple of view, you know, an on call and some other telemedicine plays that are Toronto based companies and do a round table. That’d be fun. Yeah. Lastly, are there any recommendations or notes or further contacts that you can give our listeners to reach out to you if they need help? You do consult as well. Right. So is a commercial consulting that you offer?

Shane George 33:05
Yeah. So just open to work with startups in terms of figuring out how to start with a sales process can be pretty daunting. Especially when you’re first starting out. But yeah, you can reach me at Shane at agile sales.ca. Or yeah, connects me on LinkedIn. Happy to

Qasim Virjee 33:22
happy to chat. Agile sales calm as what was that not available?

Shane George 33:27
Not available?

Qasim Virjee 33:27
What is that website?

Shane George 33:28
I don’t know. But yeah, I guess if you, I guess, like we said, combining those two buzzwords is probably pretty popular.

Qasim Virjee 33:36
Excellent. And once again, if you’re interested in anything to do with, you know telemedicine in Canada, that’s another avenue to reach out selling into the healthcare industry is something also that you’ve become, you know, expert in so anyone listening that wants information about that. They can also contact you through Hong Kong, right, which

Shane George 33:55
is, so that would be Shane at oncall health.ca. Again, I think the.com is it’s taken there too, but yeah, either of those ways. Feel free to reach out.

Qasim Virjee 34:05
Perfect again. A pleasure. Yeah. Thanks, guys. Appreciate it. There’s no way