Antoine Fort, CEO and co-founder of Qobra, reveals his vision of sales with disarming authenticity. In this interview, he shares the key moments that shaped his understanding of modern sales, between calculated audacity and assumed humility.
"Do Things That Don't Scale": When Audacity Saves a Deal
"We were on a highly competitive sale with Sendinblue, face-to-face with a competitor, and we were losing the deal." The story Antoine tells us perfectly illustrates the French entrepreneurial spirit. When a business angel confirms by phone that the deal is probably lost, most would have given up.
Not Antoine. Without an appointment, he takes a Vélib, goes to rue de Madrid at WeWork and sends a direct email: "I'm downstairs, maybe you'll be surprised, but I wanted to show you that at our stage, it's still important to do the famous Y Combinator thing: do things that don't scale."
The sales director's response? "That's perfect, 'do things that don't scale' is my favorite motto." An hour and a half later, the contract was signed. This anecdote sums it all up: sometimes, it's the human factor that makes the difference, not the technique.
The Existential Question: Are We Born Salespeople?
"You can become a salesperson without being born one, which is my case," Antoine admits without false modesty. "But really, to take it to the next level, you have to have it in your blood." This lucidity leads him to recognize his limits and surround himself with salespeople "much better" than him.
His philosophy is pragmatic: "Everyone can progress to a very good level in sales by making the effort, but to become exceptional, there are things that can't be learned." A lesson in humility for all leaders.
Managing Difficult Prospects: The Art of Patience
How to react to a very unpleasant prospect on a cold call? Antoine advocates simplicity: "You call them back a few days later, simply."
His approach? Not assuming that angry prospects will be that way forever, accepting that the first call will be short, and above all "putting your ego aside." A philosophy that goes against the often oversized ego of salespeople.
The Three Pillars of Effective Prospecting
According to Antoine, excelling in prospecting relies on:
1. Absolute rigor: "It depends enormously on rigor in your schedule"
2. Call volume: "You have to accept making tons of calls, because most appointments at Qobra come from calls rather than emails or LinkedIn"
3. Physical networking: "You have to get out of your house, get out of your office" because "prospects who become your clients know other prospects who will also potentially become your clients"
The Deal Addiction: When the Salesperson Becomes a Gambler
"I know the most important thing is discovery," Antoine acknowledges, "but what's really incredible is when the deal starts to take shape, when you feel you can lose it."
He compares this sensation to poker: "The feeling that you can lose it and the feeling that you can win it, that moment is really addictive." This analogy reveals the psychological dimension of the sales profession.
## The Benchmark: Raphaël Boukris, Absolute Reference
When asked about the "ultimate salesperson," Antoine cites without hesitation: "Honestly, Raphaël Boukris, he's high on the list of ultimate salespeople. He's really, really strong."
LinkedIn Tips: Simplicity Above All
On LinkedIn, Antoine recommends voice messages: "It works pretty well." Otherwise? "LinkedIn tips, I don't have tons of them." Refreshing honesty in a world saturated with "growth hacks."
Antoine Fort's interview paints the portrait of an entrepreneur who has learned to turn his weaknesses into strategic assets. His ability to recognize his limits while cultivating the audacity necessary for crucial moments makes him an inspiring model for the new generation of French leaders.
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