Applause for the next #AilleronExpert, who shares his knowledge in our series. Are you curious about what the Lead Generation team does or what  outbound and inbound sales are all about? We discussed these and other topics in our interview with Tomek.  We guarantee – it’s super insightful.

1. Tomek, you recently joined Ailleron. From a candidate’s perspective, can you share what convinced you to become part of #AilleronExperts team? 

    Certainly! What particularly convinced me was the domain knowledge and the opportunity to work with some of the world’s largest banks, both on a global scale and within Poland. Ailleron’s commitment to implementing cutting-edge tech innovations in close cooperation with clients also affected my decision. I heard about the company’s excellent reputation within the industry and on the market. The Friendly Workplace award wasn’t simply handed out without reason. 

    2. You’re a member of the Lead Generation department, which is a part of the Sales team. Could you give us more details on your department’s main focus and your role within it? 

    The Lead Generation department comprises individuals dedicated to building interest in our services among potential clients across various markets. It involves building relationships, establishing trust, and engaging in networking activities. It might be challenging because we may seem like strangers to our customers at first contact, and gaining trust is crucial to maintaining a successful business partnership. Therefore, making an excellent first impression is vital. As part of the team, I oversee the entire process and develop strategies. 

    3. You mentioned that your strength lies in outbound sales. Could you explain what this process entails and provide some examples to help us understand? 

    Outbound, as the term suggests, involves reaching out to clients proactively. It’s all about initiating contact and building relationships based on mutual interests, exchanging experiences, and sharing industry know-how. 

    4. Outbound activities include direct messages on LinkedIn, newsletters, and contact forms, right? Do I understand this correctly? 

    Yes, but it needs some clarification. While outbound activities on LinkedIn and at industry conferences are common in the financial and B2B sectors, the traditional perception of newsletters doesn’t always apply to us. Our marketing specialists from various Business Units, responsible for promoting certain solutions and products from Ailleron’s portfolio, such as Financial Technology Services, LeaseTech Services, and LiveBank, run e-mail marketing campaigns or create and tailor contact forms, addressing our audience’s needs and business requirements. Such efforts cover both outbound and inbound activities. 

    5. We can identify several processes and approaches for sales. As you’ve mentioned, the opposite of outbound is inbound. So, what sets outbound apart, what advantages does it offer, and why is it so beneficial? 

    An efficient approach comprises both inbound and outbound strategies, which complement each other. Through outbound efforts, we can directly establish business relationships, which, sometimes in turn, also indirectly generates inbound traffic. Clients return to us because the Ailleron brand has resonated with them. Undoubtedly, the collaboration between the lead generation team and marketing is essential. 

    The advantages of outbound lies in its proactive nature, allowing us to reach selected individuals instead of waiting for their initiative. This approach enables us to focus on priority markets & segments and provides an opportunity to promote the brand and increase its visibility. We can also test different methods and dynamically adapt them, leading to continuous process improvement. 

    6. What inspired you to pursue this career path? 

    From the beginning of my career, I’ve been involved in extensive research – initially in recruitment processes, and then in sales. A significant part of the outbound process includes research, data analysis, monitoring, and tracking statistics. I grew fond of this part of my job, as well as contact with the customers. This role perfectly blends introverted and extroverted traits. My journalism studies, which emphasized interpersonal contacts, ultimately shaped my career path. 

    7. What traits are essential for people pursuing a career in IT sales? 

    They should enjoy engaging in interpersonal contacts since sales involves constant interaction and relationship building. Another important trait is patience because sometimes results (especially in outbound processes) take time, but persistence pays off in the long run. 

    8. Do you have any advice for those who want to grow as IT sales professionals? 

    The IT industry is highly dynamic and evolves in a blink of an eye. What was relevant on Wednesday may not matter on Thursday. Staying informed and up-to-date with trends, including sales processes and channels, is crucial. I also encourage participating in webinars and training sessions on selling IT products and services. 

    9. And now, let’s shift away from work. 😉  What hobbies and activities help you unwind and reset after a day or week of work? 

    I enjoy playing tennis (mostly with my fiancée), watching tennis matches on TV, diving into Scandinavian crime fiction, and taking walks with my two-kilogram Yorkshire Terrier. Besides that, I spend my free time reading and analyzing innovations related to my everyday work. 

    Tomek, thank you for the interesting conversation and for introducing us to sales topics.