Transcription:

00:00:11:16 – 00:00:36:24

It’s always a pleasure to get some of our graduates from systematic selling strategies to share their experience and share their success stories. And from the course that today, I have with me, Mohammed Mohanlal Badawi, who is the division manager for Mimecast, the smart systems division. How are you doing today? Thank you so much, Ramez. It’s a pleasure being again here.

00:00:37:01 – 00:01:22:13

It’s been almost a month since we, kind of, accomplished and finished. Course. It’s been an amazing, experience. And, coming back here to, to the offices brings back a lot of memories. It was a good, excellent experience. Things are fine. Now we are in January. I can tell you that, give you a good news that, participating in the course during, the, second half of last year has, I believe, showed, a lot of improvement, on, on the, team, our sales team.

00:01:22:15 – 00:01:54:20

And, I’m happy to share, some of the stories and things that, has led to this. Superb. Actually, we’re going to be discussing that in more detail. And, you know, as a sales as a sales leader. So I had attended the program not just as a, as a participant. So as you know, from it and to improve the sales, we actually did that with his sales team to standardize the language, of course, and that the language between him and his team so they’re able to better drive performance.

00:01:54:20 – 00:02:26:13

So, madam, if you go back in terms of what led to the need for putting yourself and the team in this training, what was the main motivation behind. All right. When, when we thought about it, me and my direct manager, we, we spoke about this beginning of last year. I have an amazing, excellent, motivated, team of sales.

00:02:26:15 – 00:02:51:06

Who were not reflecting with all the skills that, we have hire them. Based on that, we have had them. It wasn’t still the reflecting on, the business. I mean, when it comes to the sales, to the numbers. Right? Because eventually it’s in sales. We talk numbers. I knew that they do have a potential.

00:02:51:08 – 00:03:25:06

And, I believe that this potential can be, enhanced. Can be, shaved, can be sharpened. So, with my belief always that, the best investment that any of us can do is, an investment on your own development. And when I say my own, I say myself and my team. So, improving the business and improving the numbers, showing, better results.

00:03:25:08 – 00:04:01:00

This was the main motivation. And, the reason why we signed in and we registered, with the academy. Thank you. I think today, we all want more. Yes, of course we are greedy collectively. Yeah, but, with numbers. I always say that, you shouldn’t settle for less. Than what? What we all deserve, with the efforts that is being done and with the skills that, people I’m working with have, we always deserve, better.

00:04:01:02 – 00:04:24:07

And I like what you said. You knew that your team could deliver more. Definitely. They were not. They were not there. So here, the questions we gotta ask ourselves is why and how. How can we help our team? And I think it’s really commendable of you and having your yes leader, have you had that who basically have been into our programs before?

00:04:24:09 – 00:04:47:16

Yes, other parts of the business and decided to roll this initiative to, to do the smart systems. Yes, to the smart systems. So, so let me ask you, what have you seen? What changed? So you wanted to improve the numbers. Have they improved? Definitely. Okay, definitely. So let’s maybe break it down okay. What what what specific numbers improved and how did they improve.

00:04:47:16 – 00:05:16:18

So what were the things leading to improvements that you can share with our audiences today? As I told you, by now, in January, I can tell you that last year has been an amazing year. I could see towards the last quarter that, we were having the, able to, over achieve the target that was, set by, the management and by the company.

00:05:16:20 – 00:05:46:14

And I could see that, our best was the fourth quarter, and, I there is no other way I could, link it. But with, improvement on on the daily, techniques and tasks that the sales team has been practicing, while they are, enrolled for, for the training.

00:05:46:16 – 00:06:08:08

We’re talking about numbers. I’m talking about everything will lead eventually to the target. I’m talking about the, the number of leads, that they are getting from the market. But how? I know we have some systems that we’ve installed with your team. Yes. Activity tracking. Just talk to talk us a little bit about how did the needs come.

00:06:08:08 – 00:06:28:10

So how do we get more? Okay. What are the actions they took? Okay. Let me start by saying that one of the key things that I always believe that, will help is starting with managing your time with all the techniques that we’ve learned here about how to manage your time, how to prioritize your tasks, your daily task.

00:06:28:10 – 00:07:23:10

That led to giving them a chance to conduct more meetings. I’m talking about maybe 30% more meetings per week. And, that will immediately, having more meetings will immediately, lead to lead to, getting, more leads from the market, being able to, some of these meetings were follow up meetings, negotiation meetings, and fairs, meetings and, that again, better time management, more meetings, talking about more leads and, much better closing, reach ratio of, of, of these leads.

00:07:23:12 – 00:07:58:13

And again, one of the things that, we have enhanced after the training is the tracking, methodology of, of their daily activities, from from the calls to the meetings to the, referral requests. So all this has improved and, being able to to have that in front of you every day, it will it reminds you of the importance of each of these steps within the sales process.

00:07:58:15 – 00:08:26:15

You know what they say, what they say that, you know, whatever you measure will improve, will improve. Definitely 100% measuring calls, measuring, asking for referrals, measuring conversions, measuring, how many meetings we are that they are doing on a weekly basis. I mean, I know some of the guys, you know, we’ve we’ve had conversations with Chad, we’ve had conversations.

00:08:26:15 – 00:08:49:14

Mohammed, we’ve had conversations with all these guys. I’ll tell you, maybe I don’t know if you remember that exact session when, we spoke about the topic of asking for referrals. I was telling you that we in many, as we have been in the market for the last 30 years and, a very good portion. I was very proud, and I’m still proud that a very good portion of the business that we are doing is based on referrals.

00:08:49:16 – 00:09:23:04

But that was natural organic referrals without asking passive one. Exactly. And, so when you start talking about how important it is to ask for referrals in a way not to be very pushy, but to ask for repairs when? How? I didn’t, to be honest with you, I wasn’t convinced, and I always thought it’s it’s it’s not my way, but, this is again what this is this is again what has changed.

00:09:23:06 – 00:09:40:22

If you put it in one word, if you ask me what has changed, it’s the beliefs that you have in mind. I always thought, okay, at this. So it might sound cheap to call someone to ask for it. And he saw our our work. If he’s happy, he will give us out of it. But again, this is a belief.

00:09:40:22 – 00:10:04:08

This is what I believed in. So, giving it a try, see if it works by me and the team and seeing the results after that. Here is a proof. You get the impression change the way that they said yes, 100% every time they came. They you know, I remember that conversation. Yes. I, I wasn’t I wasn’t convinced and that was okay.

00:10:04:10 – 00:10:26:23

Because, you know, I came again back to the same with what I have said before. There are things that, I knew there are topics. There are techniques we spoke about, I knew it, I’ve heard of it before. Some of it. I was doing it. I was practicing it. On my the other I was not doing it.

00:10:26:23 – 00:10:54:01

So it was a good reminder to do it. There are things that I learned here I didn’t know about, and it was a good techniques that I, I saw that it has a huge impact on again, the numbers and numbers of calls, numbers of meetings, numbers of referrals and actual sales numbers. And there are things that I never thought that it exists or you know what I mean.

00:10:54:01 – 00:11:18:11

So, it open your eyes and, when I registered along with the team, people were telling me, okay, after 20 years in sales, and you’re doing well. You have been a top performer for how many years? I said, okay, I’m interested to know. And you never any. You are never too old to learn. And, no matter how you think you’re good, you are.

00:11:18:13 – 00:11:46:01

There is always room for improvement. And, I could I could see actual results. So, for that, I’m very thankful. And I felt like this is the, the investment that was done on the right place. But I would give you credit, Mohammad, because. Thank you. You know, for some individuals, they resist change. They, you know, they said, hey, I’ve been I’ve been doing this for 20 years.

00:11:46:03 – 00:12:18:20

What will I learn? Right? And today we know in the world where change is constant, competition is constant. AI is taking over. Yeah, yeah, yeah. You’re the person you keep on doing what you’re doing. You little longer keep on getting what you’re getting and just having that open mind, having the courage, the humility, the discipline to these are some of the core values to be instilled in you and the entire team definitely, really have, have paid big dividends for you and, and just really going through this experience with your team.

00:12:18:22 – 00:13:03:15

So you’re talking with your guys getting an idea this, discussing it, debating it sometimes fighting over it. And then definitely in each brainstorm there will be people. Yeah, definitely another person. And and I agree with you. And it’s actually this, this is the inspiration of what we were providing people for smart systems for their houses. So the first thing we should do is being smart, doing the things that we do every day to convince these clients with this new technology and, to be, involved in them on how to do the same thing that we are doing, but in a smarter way, how that will, will, will drive us to a better

00:13:03:15 – 00:13:42:16

result. Let me ask you another question. Please. Let us suppose you and your team, okay, did not go through the training the last four months. You did not go through okay. You started in September, okay? And now you’re starting 2025, right? Knowing what you know. Knowing what you know, your team has been equipped with. Yes. And, so you imagine if that wasn’t the case, how confident would you be facing 2025 without this toolset, without this skill compared to knowing that?

00:13:42:16 – 00:14:11:14

Thank God I’ve come to this program. We have certain strategies in place and we are ready to face the future again. Time is as I told you, you would be in a state of, I’m doing my best, and, we’re doing good. It wasn’t good enough. But, it’s about, you know, when you try to convince, I’ll give you this example and try to convince your baby to try something for the first time and the resist.

00:14:11:14 – 00:14:36:20

And once they try, they say, oh, my God, I have been missing a lot. So if if we haven’t took a decision and mid of last year to go through or to involve the staff, through this, training, I wouldn’t know the what a great results I could get. You get my point. So, if you ask me if I haven’t heard of the Academy, if I, if we haven’t took the decision to to enroll here, maybe I would have thought by now that.

00:14:36:20 – 00:15:00:00

Okay, we did some good numbers last year. I’m satisfied with it, but I wouldn’t know what I could have done better. Which has been achieved. So, it’s always about trying. So, and, you cannot go wrong with, with learning. And then there is, there is no doubt that, you cannot go wrong with anything.

00:15:00:01 – 00:15:24:16

It’s, you never lose. You are always a winner. Learning. Any new information or, technique or, method that will help you because this will improve not only your work or your target or your status at the company. It will lead for, your personal life improvement.

00:15:24:16 – 00:15:52:04

So what? I’m going to build on that. Okay. It’s great that now you have this this toolkit from learning how to work with your team on a mindset challenging that, yes, the beliefs drive actions. Actions drive results, right? And even before beliefs drive your emotions. So whether it’s fear, whether it’s anxiety, whether it’s confidence. So and then the emotions drive your actions and that driving results.

00:15:52:04 – 00:16:27:04

So beliefs looking at sales activity management your your essay and your toolkit plus the way that they’re engaging. So how are you currently ensuring that the team is continuously, refreshing these ideas so that you continue to reap the benefits from this program? Actually, we, we have, as you know, we have, even the training material that, not everyone in the office has, attended, the, the training.

00:16:27:06 – 00:16:59:20

So we have been doing this system of trying to pass this information. What you have learned to your colleagues, those who haven’t attended to, to kind of prepare them and hopefully for the next stage to be enrolled as well in the program. And that is for the benefit of those who attend the training to keep on refreshing their, their knowledge, their information and kind of a reminder for them to keep on applying what they have been doing or what they have learned.

00:16:59:22 – 00:17:29:20

Again, from, simple, methodology of, of studying how to understand the pain behind any client trying to analyze, the status of that the client and what he actually needs, not what we are offering, and building that report, and, and building and keeping this, relationship with the, with the client, to the referrals.

00:17:30:00 – 00:18:02:05

So we have this continuous sales meetings on a weekly basis, and, we have been discussing, looking at the numbers and looking at the pipeline, discussing the reason behind what could have been done better here. This is one of the most important. What what could have been done better and trying to recall, things that we have learned during the academy and to see, how things would have been done in a better way.

00:18:02:07 – 00:18:29:02

How next time, learning from these mistakes, actually. So how next time, if we apply this, and keep monitoring that. Okay. Next time, I’ll try to do that. And with the next opportunity, with the next lead, to see. Okay, I’ve applied it. Did it work or didn’t? So, it’s a continuous process, attending a training or for a couple of months.

00:18:29:04 – 00:18:55:14

If you leave and you just leave behind, all what you have learned, it could have been an amazing, experience for that couple of months. But if you’re not applying, it’s this knowledge. Then you have wasted your money. Yes, exactly. Exactly what you said. Because, you know, involving the guys that I know them, I can only see them one thing to share what they’ve learned with others.

00:18:55:14 – 00:19:17:13

Yes. I’m very passionate about teaching what they’ve done. And that actually enhances retention. And that actually creates a common language. Definitely members definitely using the same terms and, and applying this often and you talked about game, you talked about, you know, the concept of rapport. We speak about, you know, the the concept that people buy from people they know, like and trust.

00:19:17:17 – 00:19:49:15

Yes. Utilizing the heading formula, ability, reliability, intimacy, care. So all these. Exactly. Yeah. It’s the language that you talk now. It’s the language that you talk now drives this unity. And the beauty is looking at one opportunity. And I love your copy called your reflection. So what went well what could have been better. So this ability to reflect and share with the team, and have them come up with the answers themselves is is a phenomenal way of actually keeping in keeping them engaged on an ongoing basis.

00:19:49:15 – 00:20:33:06

One of the factors that I haven’t been as a manager measuring before is how much time the team are spending on the preparation before, a meeting, before I call this this this reset. How important is the research? Is the analysis that you try to do the, before that will avoid you? It’s, you know, as we spoke, it’s worth talking about the five CS we’re talking about now, you spend more time, to to do all that research about the client, the opportunity, the projects that you are targeting that will lead for a much less time.

00:20:33:08 – 00:21:01:03

Closing this opportunity, or it will reduce this, so I can since I can that used to take much more, so, because you’re more relevant, you know, exactly. With a product, you’re going understanding that situation, you’re understanding the timeline. You’re really are with advisors that in a meeting or in, in, cold call or in, in elevator pitch, you know, sometimes you only have a chance with these.

00:21:01:04 – 00:21:23:11

You should make it stick for a couple of minutes. So you better be prepared. And that will grab their attention. And that will, need for doors to be opened for you. It starts from here. Thank you so much. This has been quite, quite useful. And thank you. Just seeing this this common language. And you know, the biggest thing they say ignorance is a thief.

00:21:23:13 – 00:21:46:03

Yes. Not knowing not knowing what you don’t know is actually a blind spot. And it is in a world that is fast evolving. You know, we talk about would there be a need for sales professionals in the future? There is something called AI agents that becoming more and more, available and God knows where it where it’s leading.

00:21:46:05 – 00:22:07:05

Yet I still believe today that humans can be amplified with the power of knowledge, but the power of the, And we show up in front of a customer, fully ready, and it really creates that connection that, yes, that I or I can I can I cannot do that. It it exists to, help human not to replace a human.

00:22:07:05 – 00:22:33:05

This is I always believe, especially when it comes to sales. It’s all about emotions. It’s all about empathy. Empathy. It’s all about, building this this relationship that, that is something that will never be, replaced by a machine or by no matter how, smart is the machines, because, eventually it’s us who created this, technology.

00:22:33:05 – 00:22:52:14

It’s for, making our life easier. I totally believe in the importance of the AI nowadays and how that can help us make our life easier. But I don’t. I’ve never, I believe that this will lead to replace people, especially when it comes to sales and relationships.

00:22:52:14 – 00:23:16:15

okay. So, you know it’s a it’s a pleasure again now. And you know I’m going to tell you I’m going to ask you you remember during the the program we started introducing our Academy for Sales excellence I coach. Yes. Application. Yes, yes. And really rehearsed sales conversation. What has been your experience with that? It was impressive actually.

00:23:16:17 – 00:23:47:06

Because the number of scenarios that you think that were, having a conversation and practicing your, elevator pitch or practicing and negotiation or that overcoming the objection. It sometimes it drives you crazy, but I believe that as much scenario as you put in front of you, you prepare yourself for as much as you improve your a response.

00:23:47:08 – 00:24:12:15

So, it’s it’s it’s it was like a challenge. You know, you come from here and it would apply. So it was an amazing tool. Very impressive for, for practicing, what we have learned here and, I would say that, I can see, for example, here how I, has, will be playing, a very big role in, in the coaching and training.

00:24:12:17 – 00:24:32:23

It can help a lot in the headsets. So today, you know, when you practice we give you the feedback, we gives you that challenge. But having a tool that allows to do it on a continuous basis, you know having that. Yes. Take practice 20 times. Yeah. So that was you know the guy was like 20 times with that with the I am how about this in practice for five minutes.

00:24:32:23 – 00:25:18:14

Yes. Practices for like 30 keeps. Yes. That’s really building on his muscle ability. You can say to people what comes out of our mouth is the is is our, make us or break us if we don’t measure what comes out of our mouth, the way it comes out, then we’re saying this is like the simulator, the flight simulator, and 100%, 100%, but again, I would say this this was an amazing, impressive way of practicing, it open your eyes for all these scenarios that, you can see how an AI, tool or machine you’d be impressed with, with the, the number of scenarios that has been fed to it.

00:25:18:20 – 00:26:08:11

Yeah, but again, the, you and your team is during the, and the training, these stories, these real life stories that based on your experience from your previous experience that you have been giving, this is inspiring. Honestly, it is inspiring. And, I believe that if you spend maybe two hours telling me about a specific strategy, without giving, such examples and, without me imagining what exactly happened in that situation, it wouldn’t help that information to get in.

00:26:08:17 – 00:26:14:03

It helps a lot in, convincing you because.

00:26:14:03 – 00:26:56:12

We know that it came from someone with that experience. So, I believe such a human touch is also very important. And for that, I would like to to thank you and the team, for all the experience, your experience that you have, your personal experience that you have shared. And it can only be like that, you know, you know, at the academy, you know, we’re fortunate to have very I would say, unique individuals, talented, very talented, they each bring their, their, their toolkit, with, the years of experience, I think today it’s a rich experience.

00:26:56:13 – 00:27:29:02

Thank you. It’s a very rich experience. And each one of them in, a specific, background and coming from different business field that experience this diversity among the team. It open your eyes on how each, field is. We are all, us or people in retail or people in high tech. We are all selling, or i.t or men, men, men, men and consultants.

00:27:29:07 – 00:27:55:04

So at the end of the day, we are all selling. But applying these generic, techniques and methods and for each one of them to tell you this story from his previous experience was, amazing. Thank you for that. It’s, it’s a reflection for for everyone. Marco. Alan. Phillip. Yes. These are the superstars.

00:27:55:06 – 00:28:10:03

They are. They are definitely. And, I’m grateful. And I’m happy that, we we met them. We had the chance to to to listen to their stories to get, this information from

00:28:10:03 – 00:28:26:15

them. So if I were to to ask you. Yes, you know, you’ve mentioned you had the best quarter, last. Yes. Could you quantify so you were able to, let’s say, exceed your target?

00:28:26:15 – 00:28:55:15

How much more sales were generated as a result of the extra activities, as a result of the extra efforts and outcomes that the team has been able to generate? Let’s say that quarters for, was around 40% better than the average of quarter one, two and three. And, this is when it comes to the numbers, the achievement, the numbers.

00:28:55:17 – 00:29:29:09

But, it wasn’t a surprise because, again, monitoring and seeing, the, the increment in the number of leads, again, as I told you, the increment of the number of, of, of visits and meetings, that, has been done and the ratio of, the ratio of closure of, of these leads, turning it into, into opportunities and turning it into, quotations and closing this.

00:29:29:11 – 00:29:57:17

And, I have noticed one of the things that I haven’t been measuring before is this sales cycle that has been shrinking and, yes, shortened. So it all leads to better figures. So again, we’re talking about almost 40% better achievement in the first quarter. And we are talking about we, we started this year with very healthy pipeline, which is based on last year.

00:29:57:17 – 00:30:18:16

Yes. The activities that has been done. And it gave us more confident on, on, how this year will be going on. You get my point. So and we are hoping we know that we will do much better this year. So, we have to keep on applying what we’ve learned. We have to keep on naming something new.

00:30:18:18 – 00:30:42:24

It’s, learning is, is a habit, just like anything else. Now, after the training, the guys are around and reading some of the new books that we’ve been talking about. During our sessions, we’ve mentioned a lot of references and books. That has been very interesting. And so there have been, an entire post.

00:30:43:01 – 00:30:43:09

Yes,

00:30:43:09 – 00:31:07:24

it is a culture. It’s a culture openness. Your, desire for bringing that change that and your leadership as well. Yes. You went with them? Yes. You encouraged their, their behavior. Definitely. The again, what you what you train them, what you build, habits. They they follow. Yes. Yes. It’s about leading. It’s all about leading. Absolutely.

00:31:08:01 – 00:31:37:09

Just. Would you say anything? Anything. In closing, would you like to, maybe share any last comments or last tips for people considering to take this program in the future? You have to try it. You have, again, as I told you. You think, that you’re doing good? This urge of learning will open your eyes for so many things that will affect directly.

00:31:37:09 – 00:32:11:24

Your business will affect your personal life, will improve. Actually, try to, give yourself a chance. We all have limited time. We all are super busy. But, definitely the time that you spend in learning and attending such a course will, you would think that you don’t have the time, but once you attended, you will see that you have been managing your time wrongly.

00:32:12:05 – 00:32:41:07

And, there is, again, no better investment than an investment on, on, our ourselves. Yes, exactly. And, definitely that will will lead for, personal business improvement. I would encourage everyone, to attend the training or at least to give it a try, to give it a try because that the change resistance, that, ego that sometimes are having, we’re doing fine.

00:32:41:09 – 00:33:07:22

Our numbers are fine. You don’t know what you are missing. You could have been done. You could have done much better if you know this, for example. So, yeah, this is my message. I’m. I’m happy this has been a start. And, we’re looking forward for enrolling in more advanced courses in the future. Absolutely. But with this mind, I’m just going to recognize that I think for small certificate.

00:33:07:23 – 00:33:44:21

Thank you. Thank you, thank you so much. Really thank you so much for your participation. No, it’s, the thanks is extended to you and your team for this, and it’s been a pleasure. Yeah. And I say today, the speed of the team is determined by the speed of its leaders. And just seeing your, your participate and your openness is an example that I really invite all business owners, stage leaders, the vision manager, stage directors, again, to embark on this journey because at the end, you reap what you sow.

00:33:44:23 – 00:34:11:03

And if you’re sowing growth, you’re sowing personal development. You’re it can only lead to one thing growth and more sustainable results. I agree 100% not I hope I am. I’m confident now that you sleep a bit better at night. I do, I do, I do, and, I really hope that the talk that we had today will at least inspire some people to give it a try.

00:34:11:05 – 00:34:34:06

They don’t know what they are missing. You know, the inspire one more movement. So yes, you’re inspired. You’re sharing your story with others and again, you can see here the passion of, really bringing, inviting, you know, we’re extending our hand so that you can also experience the same. So if what you heard today makes any sense to you, you’d like to discover more, click on the link below and go ahead.

00:34:34:06 – 00:34:47:18

And this, you know, let’s book a discovery call so that together we can decide if this is the best fit for you. And and definitely thank you so much for is thank you. Thank you I appreciate it. Thank you.

00:37:15:01 – 00:37:19:13

So if I were to to ask you. Yes,

00:37:19:13 – 00:37:23:09

you know, you’ve mentioned you had the best quarter, last.

00:37:23:09 – 00:37:24:06

Yes.

00:37:24:06 – 00:37:26:06

Could you quantify so

00:37:26:06 – 00:37:28:14

you were able to, let’s say, exceed your target?

00:37:28:14 – 00:37:30:13

How much more sales

00:37:30:13 – 00:37:40:19

were generated as a result of the extra activities, as a result of the extra efforts and outcomes that the team has been able to generate?

00:37:40:19 – 00:37:50:16

Let’s say that quarters for, was around 40% better than the average of quarter one, two and three.

00:37:50:16 – 00:37:55:06

And, this is when it comes to the numbers, the achievement, the numbers.

00:37:55:08 – 00:37:55:22

But,

00:37:55:22 – 00:37:59:14

it wasn’t a surprise because, again, monitoring and seeing,

00:37:59:14 – 00:38:01:16

the increment in the number of leads,

00:38:01:16 – 00:38:02:23

again, as I told you,

00:38:02:23 – 00:38:04:07

the increment of the number of,

00:38:04:07 – 00:38:08:18

visits and meetings, that, has been done and

00:38:08:18 – 00:38:17:12

the ratio of closure of, of these leads, turning it into, into opportunities and turning it into, quotations and closing this.

00:38:17:14 – 00:38:18:03

And,

00:38:18:03 – 00:38:23:20

I have noticed one of the things that I haven’t been measuring before is this sales cycle that has been

00:38:23:20 – 00:38:24:14

shortened.

00:38:24:14 – 00:38:39:03

So it all leads to better figures. So again, we’re talking about almost 40% better achievement in the first quarter. And we are talking about we, we started this year with very healthy pipeline,

00:38:39:03 – 00:38:41:20

which is based on last year.

00:38:41:20 – 00:38:43:21

Yes. The activities that has been done.

00:38:43:21 – 00:38:46:08

And it gave us more confident on,

00:38:46:08 – 00:38:47:22

how this year will be going on.

00:38:47:22 – 00:38:50:21

and we are hoping we know that we will do much better this year.

00:38:50:21 – 00:38:55:23

we have to keep on applying what we’ve learned. We have to keep on naming something new.

00:38:56:00 – 00:39:00:07

It’s, learning is, is a habit, just like anything else.

00:39:00:07 – 00:39:17:10

after the training, the guys are around and reading some of the new books that we’ve been talking about. During our sessions, we’ve mentioned a lot of references and books. That has been very interesting. And so there have been, an entire post.

00:39:17:12 – 00:39:18:18

Yes, it is a culture.