Hollins Tarrant / BG-Demo – Training
Callcompleted
Hollins Tarrant · 21 Feb 2024 12:45
Rob Ellery, the Managing Director, joined briefly and asked whether the brain makes money or saves time. Josh Penrose gave an early example, and Callie Brennan said the number of people asking questions is the measure.
What was said
What this says
As at Fri 9 Oct 2026Rob Ellery, the Managing Director, joined briefly and asked whether the brain makes money or saves time. Josh Penrose gave an early example, and Callie Brennan said the number of people asking questions is the measure.
What happened: Rob watched for a few minutes while Josh demonstrated the quiet-clients list. Josh then led the session for a wider group of consultants.
Customer view: Rob asked whether this makes money or saves time. Josh said he found a forgotten client with two open roles, and Rob said that is what he wanted to hear.
Commercial: Callie did not oversell and said it is too early to measure. Rob will judge value from what Marcus Bell sends, so the renewal case starts here.
Watch: Josh said he is the only one using it so far. Callie named one person asking questions as a risk.
Themes
As at Fri 9 Oct 2026Theme
Proving value early
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Marcus Bell to report how many people are asking questions in a month or so.
- Callie Brennan to send Jenna the setup note and a one-page summary of what the group tried.
Risks
As at Fri 9 Oct 2026- Rob's own test is whether the brain makes money or saves time, and value is not yet measured.
- Josh is the only active user so far, which is a key-person risk.
Opportunities
As at Fri 9 Oct 2026- Josh's forgotten-client example with two open roles is a concrete value story for Rob.
- A wider group of consultants joined the session, which could broaden adoption.
Transcript
Callie BrennanAfternoon, both. Well, nearly. Is it still lunchtime where you are, Josh? Rob, can you hear me?
Josh PenroseJust about! I'm eating a sandwich at my desk, so apologies in advance for the noises. Quick one before we start, is Rob joining to watch or to do?
Rob ElleryTo watch. I've got ten minutes, maybe fifteen. How long's this session meant to be? Jenna said it would be a while.- Callie BrennanThe slot's long because there's another group of consultants dropping in, but I'll put the useful bit for you first, Rob, and you can leave when you need to. Josh, you did a session with me yesterday, didn't you? You're here to be the expert.
- Josh PenroseHa, I wouldn't go that far. But I've used it a couple of times since. Mostly the quiet clients thing.
- Rob ElleryShow me then, Josh. What does it actually do for you?
- Josh PenroseRight, so I'll share. Callie, can I?
- Callie BrennanYes, go ahead, you've got the controls.
- Josh PenroseOkay. Rob, this is the chat. I just type, which of my clients have gone quiet. And it gives me this list, ordered by how long since I last spoke to them. I used to have to build that in a spreadsheet.
- Rob ElleryAnd that list is right?
- Josh PenroseMostly. One was wrong yesterday but that was my fault, I hadn't closed a placement in the CRM. Callie showed me how to check where an answer comes from.
- Rob ElleryRight. So what would we be paying for, if I'm honest? The question I keep asking. Is this making money or saving time?
- Callie BrennanIt's a fair question, Rob, and I wouldn't oversell it on day two. What it saves is the digging. Josh used to look in three places to see how a client was doing, and now it's one question. If that gets one extra placement closed before month end, that's your answer. It's too early to measure.
- Rob ElleryHmm. Honest, at least. Josh, would you say it's saved you time?
- Josh PenroseYeah, to be fair, yes. This morning I found a client I'd forgotten about completely. Rang them at nine, they've got two roles they're hiring for. That's pure upside, isn't it.
- Rob ElleryTwo roles. Right. That's what I wanted to hear. Is everybody doing that, or just you?
- Josh PenroseJust me, so far. The others haven't had the session, have they? That's today. Cheers for the nudge, Rob, I'll tell the Bristol lot.
- Callie BrennanAnd that's the thing to watch, Rob. Marcus Bell, our customer success manager, will look at how many people are asking questions in a month or so. That tells you more than my opinion. If it's one person, it's a risk. If it's the whole team, it's working.
- Rob ElleryFine. Good. I'll look at what Marcus sends. I must say, I've seen worse. Let me get off for a call, I'll leave you two to crack on. Thanks, both.
- Callie BrennanThanks, Rob, appreciate you coming.
- Josh PenroseCheers, Rob. See you at the Monday meeting.
- Callie BrennanRight. Josh, while the others are joining, would you mind driving for the group? You know it better than they do. I'll chip in.
- Josh PenroseHa, go on then. Though I'll forget half of it. Any joy getting the others online?
- Callie BrennanGive them a minute. While we wait, I'll show you the one thing you haven't tried. Open any client and look at the tickets tab.
- Josh PenroseGot it. Oh, nice. So that's everything Jenna's logged for that client. It's got the date and a short note.
- Callie BrennanRight, and that matters when a client rings you annoyed. You'll see, before you answer, that something was raised last week. You're not walking in blind.
- Josh PenroseThat's a good one. Honestly I'd have been caught out by that a few times. Right, I think the others are in now.
- Callie BrennanBrilliant. Hello, everyone, I'll let Josh walk you through it, and I'll be here for questions. After this session I'll send Jenna the setup note and a one-page summary of what you tried, so there's something to point people at.
- Josh PenroseGreat. Cheers, Callie, appreciate it. Okay, everyone, I'll just share my screen, watch what I do.
- Callie BrennanNicely done, Josh. Thanks everyone. I'll hand over to Marcus for the check-in. Speak soon.
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