In this interview, Quentin Despas shares his thoughts on sales strategies, the specialization of sales teams, and the importance of engagement in a structured process.
Inbound or Outbound? Betting on the Exponential
When it comes to choosing between Inbound and Outbound, Quentin makes a strategic decision:
“The problem with Outbound is that you don’t capitalize on it. Once the calls are made, the company does not live off what has been produced. In contrast, Inbound takes more time, but its results accumulate and create an exponential dynamic.”
It is this compound interest logic that leads him to favor Inbound as a long-term investment, while acknowledging the immediate effectiveness of Outbound for generating short-term leads.
Insourcing or Outsourcing Sales?
For him, insourcing overwhelmingly wins, primarily for three reasons:
- Focused attention from the salesperson on a single subject
- Stronger engagement (“One joins a company because one believes in its story, and it shows in front of the clients”)
- Mastery of training and processes
Even though he admits that outsourcing can work well, he believes that it does not allow for the same level of strategic alignment or personal investment from salespeople.
Script or Improvisation? Structure Above All
Quentin favors a well-structured script, but for a simple reason: “It allows for better improvisation later on.” He sees the script as an essential foundation that builds confidence and structures the messages, before adapting his pitch based on the conversation with the client.
Discovery: The Key to Closing
As a fervent advocate of Discovery, Quentin emphasizes its importance:
“A good Discovery means a guaranteed close.”
For him, everything hinges on this key phase, because if it is well executed, the rest of the sales cycle becomes almost a formality.
Conclusion: A Structured and Committed Approach to Sales
Through his approach, Quentin Despas showcases a strategic vision of Sales, based on:
- Inbound as the engine for long-term growth
- Insourcing teams to maximize engagement
- The importance of the script as a springboard to improvisation
- Discovery as the foundation of every successful sale
A perspective that is both pragmatic and ambitious, demonstrating that a good salesperson is not just a matter of talent, but above all of structure, commitment, and foresight.
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