Episode #017: Inbound vs outbound meetings, the real difference in B2B
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Inbound vs outbound meetings
In this episode of the podcast "Performance, Harmony & Sales", produced by PHCom, Stéphane Depaepe (Mr. Performance) and Camille de Meeûs (Ms. Harmony) explore a real-life situation every B2B salesperson faces: should you handle an inbound meeting the same way as an outbound (prospected) one?
The answer is no—and the differences go deeper than most people think.
Using real-life examples, they break down differences in trust levels, timing, sales posture, and relationship management. An inbound meeting rarely starts at zero… but never at 100%. On the other hand, an outbound meeting often requires building a relationship from a position of low initial trust.
The episode also highlights a commonly overlooked point: the confusion between interest and trust. A prospect who comes to you is not necessarily ready to buy, but is ready to evaluate you.
Throughout the discussion, several practical levers emerge:
- adapting your pace based on the origin of the meeting
- avoiding a “reactive” posture in inbound situations
- structuring your approach without rigidity in prospecting
- actively building trust capital
A valuable episode for anyone involved in B2B business development, prospecting, or inbound lead management. Worth listening to if you want to avoid “burning” opportunities… or missing them without even realizing it.
The podcast is in French, but a full transcript is available in FR, NL, and EN on our website for more accessibility and reading comfort. Our video format on YouTube offers subtitles and thus this sequencing also in German and Spanish.
Series: Performance, Harmony & Commercial - The knowledge capsules by PHCom
Duration: 17 min 52
Recorded at The Podcast Factory Org studio, at transforma bxl
[00:00:13] Stéphane Depaepe: Hello and welcome to this new episode of the podcast "Performance, Harmony & Commercial" produced by PHCom in the "transforma bxl" studio, with technical support from "The Podcast Factory Org" [00:00:23] Nadia Ben Jelloun: The "Performance, Harmony & Commercial" podcast is designed for marketing and sales managers, as well as company executives taking on commercial roles. [00:00:32] Stéphane Depaepe: Every month, we share best practices in finding new clients for companies active in business-to-business. [00:00:38] Nadia Ben Jelloun: You can find each episode on the PHCom dot be website: P.H.C.O.M, and also on all major podcast platforms. [00:00:48] Stéphane Depaepe: You can support this podcast and boost its visibility by sharing it with as many people as possible via a like, a comment, or a share. [00:00:55] Nadia Ben Jelloun: The answering machine is always active so you can leave us a message; we will answer it with great pleasure. [00:01:00] Stéphane Depaepe: You can also book an appointment directly with Nadia or Stéphane by visiting phcom dot be. [00:01:06] Nadia Ben Jelloun: See you soon. [00:01:07] Stéphane Depaepe: Hello Madam Harmony. [00:01:08] Camille de Meeûs: Hello Mister Performance. [00:01:10] Stéphane Depaepe: Today's topic: Handling an inbound B2B appointment versus a hunted appointment, what differences should be taken into account? We have talked a lot about hunting in the context of prospecting, and it is clearly our profession! [00:01:28] Camille de Meeûs: Now, it's important to discuss the proactive approach of reaching out to target companies and contacts as well. There is also what we call inbound, which is making these people or companies come to you. [00:01:41] Stéphane Depaepe: As a result, we end up with two types of appointments to handle: an appointment made from an inbound request and appointments that were hunted down. [00:01:50] Camille de Meeûs: That is exactly today's topic. How to handle each of these appointments? Knowing that they are made in different contexts and that therefore, in principle, their treatment must also be different. [00:02:00] Stéphane Depaepe: We are going to talk about these differences, but differences in needs, specific requests, techniques, treatments, timing to manage the relationship, but also mindset, closing systems. And above all, we are going to talk about trust. [00:02:15] Camille de Meeûs: Perhaps we will start with these appointments made from incoming requests, what is called inbound marketing. [00:02:20] Stéphane Depaepe: So we are not going to describe all the means to attract these people, it is clear that communication is key. There are many advertising solutions, mailing, social networks, distribution networks too, or even resellers. A well-referenced website, recommendations made by AIs: ChatGPT, Perplexity, Gemini. [00:02:42] Camille de Meeûs: It works, and it's quite comfortable to receive requests, and to be able to process them. We could talk about all these means in a future podcast perhaps? [00:02:48] Stéphane Depaepe: Yes. So, let's stay on today's topic, what difference in treatment to apply to these inbound appointments, or to those you have been hunting for? Let's start with inbound appointments. Sometimes you have to call them to get the appointment, sometimes there are appointments that come directly into your calendar, as you said, it's super comfortable. Some problems arise nevertheless. What I hear mainly from salespeople is the incoming flow of requests is not sufficient, I don't have enough. The incoming flow is too important, we can no longer keep up. Or again, the incoming requests are not of quality, in fact the people who call me back to set an appointment, it's nice but they are not interesting at all. Or the appointment that was made, it's not interesting at all. [00:03:34] Camille de Meeûs: Ok, I hear your point, and let's talk about these famous appointments precisely, which I understand are not always well qualified. If we want to handle these appointments in good conditions, we must start from the mindset of someone who calls you. I suggest two scenarios. One, you are called by recommendation. Two, through communication, people come to you like: thanks to your well-referenced website, thanks to ChatGPT, Perplexity, or another artificial intelligence that recommends your company. Or maybe you were a speaker at an event, where you were seen at a trade show, or your mailing is bearing fruit. In both cases, a first positive filter has already taken place, someone or something said for you "Hey, it's worth a look!" [00:04:15] Stéphane Depaepe: Exactly. These two scenarios already make it possible to define at what level of trust the relationship starts. [00:04:21] Camille de Meeûs: And that is where many salespeople are mistaken. They think that trust is already 100% there, 100% established, when in reality it is a variable, a capital, something that is built, consumed, and sometimes has to be regained. [00:04:34] Stéphane Depaepe: Indeed, and therefore this capital is not always the same. So in B2B, the sale never starts at zero, but neither does any start at 100%. That is why we often talk about a higher trust threshold for appointments by recommendation, not because the prospect trusts you blindly, but because they give you upfront credit. And in fact we could place this threshold around 30 out of 100, sometimes more, if the recommendation is very strong or if your positioning is very, very clear, you can gain a few more points. That is to say, the prospect has clearly identified your products, your services and if they call you it is because it could meet their demand. But beware, this credit is fragile, it can melt away very quickly if the salesperson adopts the wrong posture. [00:05:24] Camille de Meeûs: And if the appointment comes via social networks, or a mailing, a website, is there the same level of trust? [00:05:29] Stéphane Depaepe: So there, I would immediately drop the trust threshold down to 10, 20? Insofar as he has already made a decision, and that's good, but he doesn't really know you. [00:05:42] Camille de Meeûs: Okay, let's finalize the picture. What do you estimate the initial trust threshold to be in a cold appointment? [00:05:49] Stéphane Depaepe: Below ten. In any case very low, sometimes close to zero, sometimes even negative, if an appointment is forced. In fact, the prospect doesn't know you, and wasn't expecting you; they agree to talk to you not out of trust, but because they have a little bit of openness or curiosity. Be careful, this can also happen if you haven't been clear in your communication, if you cast too wide a net with ads that are just too catchy. There, in that context, you can have appointments where the trust threshold is well below ten. So, in a cold appointment, your role is not to capitalize on existing trust, but to make up for a deficit. [00:06:29] Camille de Meeûs: And it's clear that this is a crucial nuance. In one case, we manage capital; in the other, we invest to create it. That clearly changes everything. The way of speaking, questioning, proposing. In fact, you are building a relationship and you must instill the necessary dose of trust. [00:06:45] Stéphane Depaepe: I suggest four elements to build trust. And actually, it's not so much me suggesting these four elements, it's really the synthesis of the feedback from companies I've had the opportunity to support over time, when I asked them the question 'How do you build trust?'. So the first point is openness to others, being outward-looking, listening to them, understanding them, and making sure they feel it. A second point is authentic intent, meaning being genuine in all circumstances, honest, transparent, and having a real intention to help them succeed. It's not about imposing, but building and proposing. [00:07:24] Camille de Meeûs: That really is the position of a life coach, the one who is ready to listen to help, and it's a contract made beforehand between both parties. The coachee and the coach, we're going to move forward together, hand in hand. [00:07:36] Stéphane Depaepe: Third point, proven professionalism, meaning the provision of real added value based on skills and expertise. [00:07:44] Camille de Meeûs: In fact, it's simply about being credible by demonstrating our mastery in different ways. Using the right words, accurate words, knowing how to explain case studies, using undeniable truths, such as statistics, shared assertions, etc. etc. [00:07:59] Stéphane Depaepe: And finally, a fourth point: an appropriate attitude, meaning the way you act, smile, look at them, your behavior, your self-image, your company's image, respecting commitments, arriving on time, honoring an appointment, submitting an offer at the right time, saying what you are going to do... And doing what you say. [00:08:18] Camille de Meeûs: In fact, that is clearly knowing how to play the mirror effect, and there are plenty of little techniques for that. Adapting your offer according to purchasing motivations. Do you remember SONCAS? Adapting to their way of functioning according to an R.A.M.I. type model. As a reminder, people who are more inclined to favor relationships or more oriented towards action or working methods, or even always ready to build new ideas. In fact, it's the chameleon salesperson. [00:08:44] Stéphane Depaepe: Yes. It is really about being congruent, too, in form and content. Your whole person must be in tune with what you are saying; to be convincing, you must be convinced. [00:08:57] Camille de Meeûs: Clearly, clearly in a prospection meeting, you must keep these four points in mind, and also, be very careful to, on the one hand, perfect the first 20 seconds of the initial contact: eye contact, smile, posture, first words, and above all always remain consistent throughout your first meeting and in the repetitiveness of contacts as the relationship is built. [00:09:19] Stéphane Depaepe: So parallel to this question of trust, we must talk about time, because this relationship is built over time and it is a matter of managing the level of trust over that time. [00:09:31] Camille de Meeûs: In fact, in an inbound meeting, the prospect is already in motion. They made a move, they clicked, they called, they filled out a form or accepted a recommendation. In other words, they have activated something in their mind, and it is rarely completely clear, but they are already mentally engaged. They compare, explore, evaluate, and often they feel like they have the upper hand, they have the feeling of controlling the pace. And that is where the salesperson needs to be very sharp in this famous time management. [00:09:56] Stéphane Depaepe: In fact, the salesperson often confuses motion with trust. Just because someone comes to you doesn't mean they trust you, it just means they think you are worth evaluating. As we were saying, the trust threshold is higher than in pure prospecting. Maybe 20 or 30, but certainly no more than that. If you accelerate too fast, you will burn through the trust capital. If, on the other hand, you don't move fast enough, you risk losing their attention and interest. [00:10:25] Camille de Meeûs: Everything is actually a matter of balance. Often, some salespeople accelerate too fast, they propose, they quote, they promise, they clearly skip steps. For various reasons, because they are afraid, afraid of losing the lead, afraid to tackle less mastered topics, or because they think the sale is already closed, or because they feel superior to the requester. [00:10:43] Stéphane Depaepe: In an outbound meeting it is different, time is not structured the same way. In fact, the prospect does not visualize how long it will take them, how far they will go, how far they will be taken. The prospect wasn't expecting you, you are an interruption, a solicitation, and so your first mission is not to sell, but to create a timeframe and a frame of attention. Your mission is to help the prospect tell themselves 'This subject deserves some energy'. [00:11:11] Camille de Meeûs: In other words, you have to help your contact tell themselves that this subject deserves their time. In fact, you don't create an urgency, you establish a priority. This heavily involves tackling certain topics in the first meeting, and managing the agenda well. [00:11:24] Stéphane Depaepe: And so that is the essential question for every salesperson. Do you adapt your pace depending on the origin of the meeting? Outbound or inbound? Or do you always apply the same cadence at the risk of losing either attention or credibility? [00:11:41] Camille de Meeûs: So we also talk a lot about the prospect's mindset, but very rarely about the seller's. And yet it changes profoundly depending on the type of meeting. In an inbound meeting, the seller tends to switch into reactive mode, wanting to answer quickly, do well, be pleasant, and sometimes becomes too accommodating. They listen, yes, but they no longer dare to direct; they respond to the request, even when it is poorly formulated. [00:12:04] Stéphane Depaepe: That's what we call defensive selling. In fact, we put ourselves in a subordinate position without realizing it. Conversely, in an outbound meeting, the seller is often more structured, or at least they should be. They have prepared their pitch, they know where they want to go, but they can fall into the opposite extreme. Too much caution, too much restraint, too much patience, they wait for the prospect to open all the doors... when it is precisely their role to open them. [00:12:29] Camille de Meeûs: True mastery is remaining consistent in one's posture, being both attentive and directive, benevolent but always guiding. Whether the meeting is inbound or outbound, you are there to guide, not to undergo. [00:12:41] Stéphane Depaepe: The worst I've ever heard is actually starting a prospecting meeting by asking the question, "What do you expect from me? Why are we meeting today?". In fact, you can be almost sure you'll get shot down. Remember the good technique: whoever asks the questions leads, you know where you want to go, so take the right paths to get there. Don't try to teleport directly to the destination. [00:13:03] Camille de Meeûs: So let's recap. We've talked about trust, we've talked about timing, we've talked about the seller's posture. And I now propose a fourth point which is fundamental: the topics we avoid. [00:13:13] Stéphane Depaepe: Indeed, in an inbound meeting, many salespeople don't dare to challenge the request. They take the brief as is, they execute. As I was saying, a submissive posture. However, an inbound request isn't always a mature request; it's sometimes vague, misguided, or dictated by bad past experiences. [00:13:33] Camille de Meeûs: And conversely, in an outbound meeting, it's often the budget, the decision, and the commitment that cause minor problems. We postpone topics, we tell ourselves it's not the right time yet, but by constantly avoiding them, we build a real sales journey that becomes wobbly. The key is not to say everything too quickly; it's to say the right things at the right time, depending on the level of trust. [00:13:54] Stéphane Depaepe: At the same time, what I advise is to approach your outbound prospect directly with a very high business level posture. We don't have time to lose, we get straight to the point. If you've made a good introduction, if you've captured enough attention, if you've created an atmosphere conducive to discussion, you can afford to quickly identify who is around the table, and what the decision-making or influencing powers are. Validate the timing: is it right to discuss this or that topic? And even why not, if budgets might exist in this perspective, that's part of those famous life insurance questions, meaning: if you don't address them quickly, there's a high risk of losing your sale on one of them. [00:14:35] Camille de Meeûs: A question often comes up: is sales a linear journey or a mechanism that can go from point A to C without passing through point B? The important thing is not to skip steps. [00:14:46] Stéphane Depaepe: I see reality more as a staircase that we climb. The goal is to reach the top, meaning the space where you enter the negotiation phase under good conditions. But at the same time, you have to check all the boxes which are not always aligned with each step of the staircase. In fact, at the top of the stairs, there are still exit doors for your prospect, loopholes that will make you lose the sale, but at least you have made it there. You have made it there because you have earned all the trust points. You haven't gone too fast, nor too slow, you've covered all the topics you feel your counterpart needs to understand, and you've gathered all the information you need to ensure you know exactly what should be sold and how it will be sold. Actually, these checkboxes for an inbound meeting or an outbound meeting are not the same. [00:15:36] Camille de Meeûs: If you sell IT services or if you provide cleaning staff, or if you support companies in their financial organization, do you really need to have your checklist to reach the top of the stairs? [00:15:45] Stéphane Depaepe: Yes. You must define which information must have been perfectly understood and accepted. What objective information do you need to have before moving on to the next step? But also, what is the mindset of your counterpart at each step? What are the trust points earned? This work is preliminary, and must be done as much for handling inbound meetings as for outbound or prospected meetings. [00:16:16] Camille de Meeûs: Ok great, thanks for this technical tool. Ultimately, regardless of the origin of the meeting, inbound or outbound, the fundamentals always remain non-negotiable. Good preparation by clearly differentiating the two scenarios, managing trust with the four points we've already discussed, openness to the other, authentic intention, professionalism, attitude, time management, timing, and content in building the relationship. A beautiful mechanism, in fact. Or a beautiful journey, or both together? [00:16:45] Stéphane Depaepe: These are different starting points towards the same destination, so it's a journey. Because a map or a GPS is welcome, but also a mechanism since everything is linked and intertwined. And like any beautiful mechanism, it needs to be oiled, and the salespeople need to be fueled with content training, technical training, or even attitude training. [00:17:07] Camille de Meeûs: Well positioned to sell the PHCom service, the goal here is always the agreement between both parties, we go further together. Thank you Mr. Performance. [00:17:15] Stéphane Depaepe: Thank you Mrs. Harmony [00:17:17] Stéphane et Camille ensemble: See you very soon for the next episode of PHComPodcast sequencing:
The transcription of the podcast:
Intro jingle, podcast presentation
Inbound vs outbound meeting
Difference between inbound and sales prospecting
Should these meetings be handled differently?
Key differences and trust
Understanding inbound requests
Common mistake about trust
Trust level depending on the channel
The 4 levers to build trust
Adapting your posture to the prospect’s profile
The importance of the first seconds
The role of time in the relationship
Confusion between interest and trust
Finding the right sales pace
Creating attention in prospecting
Establishing priority with the prospect
Differences in sales mindset
Defensive selling in inbound
Opposite excess in prospecting
Sensitive topics often avoided
Addressing budget, decision and commitment
Structuring the sale without skipping steps
Sales as a staircase, not a straight line
Summary
Episode closing
PHCOM obtains the 2-star Ecodynamic Company label
PHCOM obtains the 2-star Ecodynamic Company label for its Transforma site
We are proud to announce that PH Commercial Services – Transforma site has obtained the 2-star Ecodynamic Company label, with an official labelling date of 27 February 2026.
This recognition marks an important milestone in PHCom’s journey. It confirms a belief that has guided our company for many years: sustainable performance is not measured solely through economic or commercial results, but also through an organisation’s ability to evolve in a responsible, consistent and environmentally respectful way.
At PHCom, we believe that a high-performing company is one that can combine commercial efficiency, innovation, human development and environmental responsibility. In a context where ecological, social and organisational challenges are becoming increasingly important, it is essential for companies to rethink their impact and evolve their practices in the right direction.
Obtaining the 2-star Ecodynamic Company label fully aligns with this vision. It highlights the concrete actions implemented within our organisation to reduce our environmental impact, optimise the use of our resources and embed our activities in a logic of continuous improvement.
A recognition that is consistent with PHCOM’s DNA
For many years, PHCom has developed its activities with particular attention to the balance between performance, work organisation and positive impact. For us, the growth of a company cannot be separated from the way it operates on a daily basis, nor from the role it plays within its ecosystem.
The environmental impact of a professional activity does not rely solely on major commitments. It is also built through everyday choices: the way work is organised, resources are used, teams are managed, clients are supported and a more sustainable professional environment is created.
This approach is part of our corporate culture. It reflects a constant desire to implement solutions that are pragmatic, efficient and fully aligned with the realities of our field.
An internal organisation designed in a more sustainable way
The 2-star Ecodynamic Company label obtained by our Transforma site recognises this momentum. It highlights the efforts undertaken by PHCom to develop its organisation within a more responsible framework.
In practical terms, this approach is based on several pillars. We aim to optimise the resources mobilised to deliver our services by prioritising practices that are more streamlined, more agile and more sustainable. This commitment is reflected in particular through:
- a work organisation that has included intensive remote work since 2003, in order to limit travel and encourage greater flexibility;
- the integration of our activities into a working environment focused on sustainable innovation;
- the use of largely paperless management tools, with the aim of reducing paper use and optimising resources;
- particular attention paid to the diversity of profiles, backgrounds and experiences within our teams;
- the promotion of good practices relating to well-being, mental health and physical health at work.
Beyond these concrete actions, this labelling also reflects a certain way of thinking about business: a company that is attentive to how it operates, to its people and to its ability to improve continuously.
The Ecodynamic Company label: a strong signal
Receiving the 2-star Ecodynamic Company label is much more than a symbolic distinction for PHCom. It is an official recognition that strengthens the credibility of our commitment and gives greater visibility to the path we are pursuing.
This label confirms that the efforts made every day are meaningful, that they are part of a structured dynamic, and that they contribute to the positive development of our activities. It represents both recognition for the work already accomplished and encouragement to continue along this path over the long term.
For PHCom, this labelling is therefore an important milestone, but certainly not an end point. It encourages us to keep improving our practices, strengthen our internal consistency and sustainably anchor our development in a responsible perspective.
Supporting companies that also contribute to a more sustainable future
PHCom’s commitment is not limited to its internal organisation. It is also reflected in the companies we support every day.
From the start, we have placed our commercial, organisational and relational expertise at the service of companies seeking structured and sustainable development. Among them is a growing number of organisations actively involved in fields related to transition, sustainable innovation, quality of life, mobility, energy, better living together and public health.
This reality fully echoes our vision. We believe that supporting impact-driven businesses also means indirectly contributing to a more responsible, more human and more sustainable economy.
In concrete terms, PHCom supports the commercial development of organisations active in sectors and projects that help address the major challenges of our time. This may include, for example:
- reducing the number of kilometres travelled through geolocation solutions;
- improving work organisation to reduce absenteeism, stress and burnout;
- developing technical solutions to limit losses, breakdowns or unnecessary consumption;
- reducing CO2 emissions;
- renewable energy, such as the installation of solar panels or the distribution of green electricity;
- local services and soft mobility initiatives;
- initiatives that promote education, inclusion, knowledge-sharing and autonomy.
Through this diversity of missions, PHCom expresses a clear ambition: to contribute, at its own level, to supporting the players who are building concrete responses to environmental and social challenges.
Performance, consistency and positive impact
At PHCom, we are convinced that commercial performance and sustainable responsibility can go hand in hand. More than that, we believe they reinforce one another.
An organisation that is more consistent, more attentive to its impact and more structured in the way it operates is also one that is stronger, more credible and often more resilient. Sustainability is not just an image booster; it becomes a factor of quality, continuity and value.
It is within this logic that our commitment takes shape. The 2-star Ecodynamic Company label obtained by our Transforma site illustrates this determination to move forward with consistency, pragmatism and high standards.
An important milestone for PHCOM
Receiving this labelling is a meaningful recognition for our company. It highlights the work that has been carried out, the choices made over time and the involvement of the teams who bring this vision to life every day.
We would like to thank all those involved in this process, as well as everyone who contributes daily to helping PHCom evolve into a more responsible, more sustainable organisation that is better aligned with today’s challenges.
This distinction encourages us to continue our efforts with the same conviction: to grow PHCom by reconciling performance, well-being, innovation and positive impact.
Episode #016: Are we made for prospecting?
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- A link to choose your favorite listening app if it is not already in the Vodio player suggestions
Are we made for prospecting?
For some people, prospecting is a game. For others, it feels like a trial. Same objective, same market… but completely different results and experiences.
Why?
In this episode of Performance, Harmonie & Commercial, Stéphane Depaepe and Camille de Meeûs explore a question many business leaders and sales professionals ask themselves without always daring to say it out loud:
Are we really made for prospecting?
Behind a simple phone call or first contact lies a mechanism far more complex than we might imagine.
- Why do some people pick up the phone with energy… while others postpone the moment for as long as possible?
- Why do some turn these conversations into opportunities… while others accumulate refusals?
- And above all: is it about method, personality… or mindset?
Throughout the discussion, several prospectors share their experience and how they approach this demanding exercise.
Little by little, a common factor appears. But it might not be the one you expect.
If you run a B2B company, if you are developing your business, or if prospecting is part of your daily work, this episode may well change the way you see this key moment in business development.
Listen to the episode and discover what really makes the difference.
The podcast is in French, but a full transcript is available in FR, NL, and EN on our website for more accessibility and reading comfort. Our video format on YouTube offers subtitles and thus this sequencing also in German and Spanish.
Series: Performance, Harmony & Commercial - The knowledge capsules by PHCom
Duration: 13 min 34
Recorded at The Podcast Factory Org studio, at transforma bxl
[00:00:13] Stéphane Depaepe: Hello and welcome to this new episode of the podcast "Performance, Harmony & Commercial", produced by PHCom in the "transforma bxl" studio in Brussels with the technical assistance of "The Podcast Factory Org". [00:00:23] Nadia Ben Jelloun: The "Performance, Harmony & Commercial" podcast is intended for marketing and sales managers as well as company directors taking on commercial roles. [00:00:32] Stéphane Depaepe: Every month, we share good experiences with you regarding the search for new clients for businesses active in business-to-business. [00:00:38] Nadia Ben Jelloun: You can find each episode on the PHCom dot be website, P.H.C.O.M., and also on all good podcast platforms. [00:00:48] Stéphane Depaepe: You can support this podcast and boost its visibility by sharing it with as many people as possible via a like, a comment, a share. [00:00:55] Nadia Ben Jelloun: The answering machine is always active so you can leave us a message; we will gladly answer it. [00:01:00] Stéphane Depaepe: You can also book an appointment directly with Nadia or Stéphane by going to PHCom dot be. [00:01:06] Nadia Ben Jelloun: See you soon. [00:01:07] Stéphane Depaepe: Hello Mrs. Harmony, [00:01:08] Camille de Meeûs: Hello Mr. Performance. [00:01:10] Stéphane Depaepe: Mrs. Harmony, are you cut out for prospecting? [00:01:12] Camille de Meeûs: And you, Mr. Performance, are you cut out for prospecting? [00:01:15] Stéphane Depaepe: Well, let's be honest, prospecting is something you either love or hate. [00:01:19] Camille de Meeûs: Or maybe you think you hate it because you don't understand what goes on in the mind when you prospect. [00:01:25] Stéphane Depaepe: Exactly. So today, we are not going to say "You just need to get moving". [00:01:28] Camille de Meeûs: No, we are going to ask a real question: are you cut out for prospecting? And above all, why? [00:01:34] Stéphane Depaepe: Yes, because if you force yourself every day, well, that's not professionalism, that's burnout. Tell me, Mrs. Harmony, why did you finally get into prospecting yourself? [00:01:46] Camille de Meeûs: I think the greatest quality for a prospector is listening and trying to understand the needs of the client, of the person you are calling. And you, Mr. Performance, why? [00:01:57] Stéphane Depaepe: Well, I'm going to tell you right away that it's not because I like doing this or I like doing that, but it's mainly because I am me, it's just me. And me, Mr. Performance, well know that I am curious. I like to find out, I like to understand, so I like to listen. And ultimately, it becomes obvious to be able to meet, to set an appointment and to open the door. And so as a result, I am very happy at the end of the day when I have actually opened my doors. So I admit there are plenty of other good reasons why I've been doing this for 30 years, but right now that's mostly what I'm thinking about. [00:02:32] Camille de Meeûs: Prospecting, we can still say it, remains a quite particular activity. It combines three things that the brain hates: rejection, uncertainty, and effort without immediate rewards. [00:02:44] Stéphane Depaepe: Exactly, essentially prospecting goes against nature. In fact, your brain loves the familiar, it loves quick validation, a little hit of dopamine, it loves security. And here, in fact, you call someone who hasn't asked for anything, you don't know what context you're walking into, you don't know what's going to happen. [00:03:01] Camille de Meeûs: And above all, who might maybe tell you no in three seconds. [00:03:03] Stéphane Depaepe: So first question for the listener who is wondering if they are cut out for this job: when someone tells you no, do you take that as information or as a personal attack? [00:03:15] Camille de Meeûs: Being made for prospecting isn't about liking rejection, it's knowing how not to carry it. [00:03:19] Stéphane Depaepe: Really? And how do you do that? [00:03:21] Camille de Meeûs: As the Toltecs say, don't take anything personally. If not now, it will be later. If not him, it will be someone else. There is always a positive outcome; behind the one who tells you no, there is always someone who will tell you yes. It's like sunshine after the rain. [00:03:35] Stéphane Depaepe: Another misconception is that good prospectors love scripts. [00:03:39] Camille de Meeûs: Oh really? I don't really believe that, it must box them in, right? [00:03:43] Stéphane Depaepe: Actually, you're right; indeed, I think they love mastering the subject and especially not reciting a text like a robot. The script is actually not a prison, it's... Okay, perfect at the beginning, it gives you a map that tells you where you are going, but it won't tell you how to walk. What you really need is to master the subject. If anything, it's like in the theater, it's true, you can have a text and you can't deviate from it, but the way you act it out will give it so much color that the audience will appreciate it. And when you prospect, well, your audience is your prospect. [00:04:17] Camille de Meeûs: In summary, for the candidate prospector, do you prefer reciting sentences or rather understanding what you do and why you do it? And then we'll add another layer: do you know what to do when someone tells you no? [00:04:29] Stéphane Depaepe: So here, we might move from theater to improv, knowing that to handle 'no's well, you need to have acquired certain reflexes. In fact, these reflexes are somewhat of a structure. Both improvisers and prospectors have reflexes, automatisms, because without them, it's true, it creates anxiety. So the good news is that it can be learned, it can be practiced. So better than a script, take a framework, but ultimately, you can also use ready-made phrases, ready to draw. [00:04:59] Camille de Meeûs: Ah, and is that the meaning of hunting for prospects? [00:05:02] Stéphane Depaepe: Not only. Do you know the difference between a good and a bad hunter? [00:05:06] Camille de Meeûs: Absolutely not, I don't know it. [00:05:08] Stéphane Depaepe: So the difference is fundamental. The good hunter sees something moving and shoots, the bad hunter sees something moving and shoots, but it's not the same thing. More seriously, the good hunter shoots the right beast, seeking above all to track the game with patience and passion. That means a hunter will identify a presence, a track, sounds, movements, and know if there's something interesting or not. [00:05:37] Camille de Meeûs: In prospecting, we're therefore talking about finding the right company, classifying it as A in the system: A, B, C, or D, and therefore finding the right person. [00:05:44] Stéphane Depaepe: Exactly. The hunter wants to understand the terrain where they roam, at what time, under what conditions; they observe before acting. [00:05:52] Camille de Meeûs: And when they act, I imagine they will position themselves correctly, not too early, not too late, and above all, not at random. [00:05:58] Stéphane Depaepe: Yes, the right argument well placed, at the right time. And if they don't propose a meeting, well at least they know if it's worth pursuing or not. [00:06:07] Camille de Meeûs: And do they hunt alone? [00:06:09] Stéphane Depaepe: Hunters are not alone, but it's still them who decide. Prospectors are also alone, but they are also surrounded: by marketing, by communication, by a good brand, by people who have put together good files, by an IT team that has developed a good CRM because there's a good manager driving them, and... But in the end, it's up to them to act. [00:06:33] Camille de Meeûs: It's true that it's super important to have solid foundations, support, and above all a good understanding of what you're looking for. On the other hand, they must still often feel alone because they make many contacts, with little immediate feedback. They like talking to others, yes, but they have to accept working alone. In fact, if you need constant approval, prospecting is clearly going to exhaust you. The key is to be autonomous. [00:06:56] Stéphane Depaepe: Alternative: if you like the game, the rhythm, the challenge, well, those are ways of operating that will move you forward. You don't control every yes, but that can be an obstacle. But you actually control many other situations: like the number of calls, the quality of your preparation. [00:07:14] Camille de Meeûs: And especially your posture. Meaning the smile, being in good shape, your work environment, and your dynamic. Your mental dynamic, that's the real trigger, it's being happy with your work before having sold. Not "Did I sell?" but "Did I work well?" It takes the pressure off and the motivation comes back. [00:07:32] Stéphane Depaepe: And as I was saying earlier, there is no point in forcing yourself every day, it is counterproductive; willpower is good but it is a limited resource. [00:07:40] Camille de Meeûs: Whereas remembering what you like, your drivers, that will really help you. Example. Example, extrinsic motivation is everything related to goals, bonuses, pressure. Or intrinsic motivation, which is more about meaning, mastery, autonomy, that is bottomless. [00:07:58] Stéphane Depaepe: Yes. Well, now there can be off days, days where nothing goes right, we will tend to mess everything up and then we will quickly tend especially to not want to do anything anymore. And that doesn't work at all, on the contrary, you collapse if you do nothing. [00:08:13] Camille de Meeûs: But yes, clearly. And in fact, sales energy fluctuates, you can sometimes be tempted to do less. If you are in a slump, I'll give you a little trick to get going, to get yourself restarted. Set yourself micro-goals, you will have quick wins, it will be your immediate feedback. [00:08:27] Stéphane Depaepe: It is the very principle of having an intelligent discipline, tools, as we just explained, and not a heroic motivation of the type "I set myself completely unrealistic goals", "I force myself" and finally I get tired. So, your profile, if you want to prospect well, is: you know yourself, you know how you operate, you know what you like, and you remember it in case of the blues, while applying the right techniques. [00:08:57] Camille de Meeûs: Here you touch upon perhaps the most important element, what motivates you. Let's say it right away, motivation is a result, not a starting point. You don't get motivated to prospect. [00:09:07] Stéphane Depaepe: So, do you mean 'We prospect to get motivated?'. In fact, yes, yes, absolutely, every call is an opportunity to find a motivator. For you, as a person, to go from one call to another. Madame Harmonie, there you amazed me. So if we prospect intelligently, we become motivated again, I love it! [00:09:26] Camille de Meeûs: And yes, I repeat, motivation is not decided, it is created by the internal state and the posture at the moment of picking up, you know that you will find something you like, that drives you. It can simply be hearing a hello to your hello. Prospecting is really a game, and it will facilitate taking risks, and it will allow you to dare a little bit more each time, and it will be a positive feeling for your interlocutor. You can be motivated, but tired, confident but stressed, what matters is the internal state perceived by your interlocutor. [00:09:56] Stéphane Depaepe: Yes and I think we are progressing well. So you know the techniques to put yourself in good condition. I take this opportunity to give you four keys that you can keep in mind for every call. The first key is the memory of success, remember a call that went well. [00:10:13] Camille de Meeûs: In fact, 30 seconds is enough to put you in that state. The brain does not tell the difference between experienced and re-experienced. [00:10:20] Stéphane Depaepe: Second key. The offerer mindset, in fact you are not bothering, you are offering a possibility. [00:10:27] Camille de Meeûs: Like 'We offer you the possibility to...'. [00:10:30] Stéphane Depaepe: Exactly. Third key, regain mental control, you are the one calling, you know where you want to go. [00:10:37] Camille de Meeûs: Remember anyway. Guiding is not dominating, it's securing the exchange. And for that you have the techniques to guide an interview from A to Z. [00:10:45] Stéphane Depaepe: Finally, one last key takeaway perhaps from you, Madam Harmony? [00:10:48] Camille de Meeûs: I would say the body before the mind. Breathing before the call, an audible smile, a slow, steady, firm voice. You always know where you're going. [00:10:57] Stéphane Depaepe: At the same time. Move, stand up, and walk. In fact, the body leads the mind, so take breaks, and preferably not on your smartphone, but go move around in the fresh air. [00:11:08] Camille de Meeûs: All these are reminders, these are techniques, but actually, what will characterize a good prospector is either you already master them, or you are ready to learn them, and above all, you put them into practice. In summary, the right question is: do you already know all this, or are you ready to receive it? [00:11:23] Stéphane Depaepe: When we asked our team what each person considered to be their characteristic that made them "Be a good prospector", well, what stood out was curiosity. I'll let you hear a few comments from these people and it's obvious. [00:11:41] Camille de Meeûs: Fabio, why do you feel you belong in prospecting? [00:11:44] Fabio: I don't think I'm specially made for it, but I have a listening skill that allows me to adapt to my prospect's frequency. And the fact of listening, of having active listening, also allows me to adapt my pitch. It's a matter of sensitivity to your prospect, that's what really allows me to have good contact with the person I'm on the line with, it's fluid communication. [00:12:06] Camille de Meeûs: Christelle, why do you feel you belong in prospecting? [00:12:10] Christelle: I've always loved doing this job. I love chatting with people, I love discovering new horizons, new companies, etc. And I find it very interesting to be able to interact with different departments, whether it's human resources, or people who are more on the creative side in print, for example, so there, it's something that attracts me, where I feel good. [00:12:33] Sandrine: It's something I did for a very long time, and a very long time ago too, where I was contacting scientists back then. So I also really like this aspect of making contact, and sometimes even in somewhat complicated environments. I also like this contact with people. So I need that, whether I see them or not, whether it's in a meeting or remotely. It's really something that motivates me. And above all, I know that behind it, a beautiful story is going to be written. [00:13:01] Stéphane Depaepe: Geoffroy, the question is quite simple: why do you think you are made for prospecting? [00:13:05] Geoffroy: Excellent question. I think that first, I'm not afraid to take initiative, especially to make mistakes. And so in this sense, prospecting, well I know I'm going to get noes, but I know I'm also going to get yeses. I think I've also made a habit of accepting noes, and that, one of the ways in a sense, that helps me take noes because by definition there will be noes, is telling myself that it brings me closer to the yeses. There is simply a statistical effect in the selection which means that, once you know your success ratio a little bit, ultimately if three tenths of my calls are successful, I know that if I get a no, I'm just getting closer to the three calls that will say yes to me. This statistical aspect allows me to fully absorb the noes without any problem. Perhaps the last thing to say is that I seek above all to understand and not to convince, and I think that can be felt in the calls. I don't put pressure on others, I just want clarity, I just want to position things and see if somewhere, in all honesty on their part, we go further into the information, or not. No pressure to sell since the goal is to understand. [00:14:10] Stéphane Depaepe: Why do you think you are a good prospector. [00:14:12] Hamza: Because I love what I do, quite simply. And because I like discussing, I like talking, I like exchanging, learning, that's it. And from the moment you love what you do, well I think you're a good prospector. [00:14:25] Camille de Meeûs: Well yes, logically, when you're curious, fear decreases. You are no longer focused on yourself. Who is he? What is he experiencing? What is important to him? It becomes a compass, and as soon as you have understood the other person, it becomes obvious, curiosity replaces stress. [00:14:40] Stéphane Depaepe: And developing trust, that's also something you build, it doesn't fall from the sky. Let's give a little additional technique for the curious, who by definition will make good prospectors, use the memory of success. Remember a sale, remember a good call, remember a smooth conversation. [00:14:57] Camille de Meeûs: And as a result, exploit what you note down too, it allows you to prepare for a call. [00:15:02] Stéphane Depaepe: Obviously the ideal is to know how to directly synthesize what your contact gave you, during the discussion, because then you will be able to immediately mirror, that is to say send back to your prospect what awaits him and he will automatically agree to move forward with you. [00:15:16] Camille de Meeûs: Result you have reached your goal, you are happier and your next call starts in good conditions. So in fact, you will be a good prospector, a good market developer, if you know how to use what the other person tells you to move forward. [00:15:29] Stéphane Depaepe: Let's summarize. [00:15:29] Camille de Meeûs: Let's go! [00:15:30] Stéphane Depaepe: You are made for prospecting if you accept uncertainty. [00:15:34] Camille de Meeûs: Which does not prevent getting into the right state of mind before calling, you must always prepare yourself. [00:15:38] Stéphane Depaepe: If you know yourself well enough, that you know how to understand yourself. [00:15:42] Camille de Meeûs: Because knowing yourself is a prerequisite, it will allow you to regulate your work, feeling good in your body and good in your head. [00:15:49] Stéphane Depaepe: If you are curious, that you like to understand, you will be a good hunter. [00:15:53] Camille de Meeûs: Much better than the one who recites a pitch or waiting for the prospect to come. If you go looking for the information yourself, and you have understood the other person, you will quickly find what will suit both. [00:16:03] Stéphane Depaepe: If you know how to take a hit without closing yourself off. [00:16:06] Camille de Meeûs: In fact, you just like to bounce back and play off the other person. [00:16:09] Stéphane Depaepe: If you know how to transform an initially cold approach, which shows your tension, into a warm approach, proving you're comfortable and know how to master the situation. [00:16:21] Camille de Meeûs: That simply means you are confident and always open to learning new techniques. [00:16:26] Stéphane & Camille (ensemble): Then see you very soon at PHCom... [00:16:28] Stéphane Depaepe: And happy prospecting!Podcast sequencing:
The transcription of the podcast:
Do you speak Chinese in business?
The 2026 Chinese New Year marks the Year of the Fire Horse.
The Horse is the symbol of freedom, energy, and movement.
Fire represents passion, transformation, and intensity.
This year will be defined by a drive for success, change, and innovation, featuring projects that demand originality and boldness.
Here are the combined characteristics from a commercial perspective:
Rapid changes:
→ Accelerated adaptation to markets, objections, and decision cycles.
→ Ability to pivot messaging and targets quickly.
Marked economic shifts:
→ More demanding clients and more frequent budgetary trade-offs.
→ Opportunities to be seized with those looking to stay ahead.
High creativity:
→ Refreshed sales pitches with more impactful and differentiating scripts.
→ Bolder multi-channel approaches.
Bold initiatives:
→ Pursuing more ambitious accounts.
→ Daring to contact high-level decision-makers.
→ Testing new segments or offers.
A climate of intensity and transformation:
→ Acceleration of objectives.
→ Challenging traditional methods.
→ Upskilling and professionalisation of the team.
In summary, for a sales team, a "Fire Horse" dynamic means:
👉 More movement
👉 More boldness
👉 More energy
👉 But also more discipline to channel this power.
It’s not "Greek to you," is it?
It actually becomes very clear when these elements are practically integrated into the year's commercial strategy.
