In the Cockpit with Rémy: From Tennis Court to Phone Line
Before Rémy Van Haver started his sales career, he was on the tennis court. At sixteen, he coached adults. That was not obvious. “They looked at me as if I was their son. Until I stepped onto the court, played ten points, and won. Then I got respect,” he says. “That moment taught me that if you want to be convincing, you have to show it yourself first. Don’t talk, just do.”
Today, Rémy applies this principle as a sales coach at “Sales with Insight.” His career took him from Pepperminds, where he led a team of ninety students, to Salesforce in Dublin, and then to coaching and training in Belgium.
The Rotten Apple and the Power of Patience
Rémy likes to compare client development to a fruit bowl. “Everyone has their thoughts: finance, HR, sales, but often there’s no apple named ‘coaching’ yet. By staying visible via videos, LinkedIn, or a phone call, you place that apple there yourself. At first they ignore it, but over time it starts to ferment. You influence their mindset.”
Research shows prospects need multiple touchpoints before taking action (Kahneman & Tversky, 1979). That captures his approach: no shortcuts, but rhythm and presence.
“You don’t have to convince anyone in a single conversation. You just have to show up often enough not to be forgotten.”
From Video to Connection
His favorite medium is video—not commercials, but short, spontaneous messages with humor.
“Recently I was literally in bed with a cap on because I had a cold. But it worked. People felt it was real.”
He recalls a specific video to a CEO: “I just said: I’m not applying for a job, but I saw you offer training. Do you do that internally or externally? No script, just human. Four videos, four responses. That’s proof enough.”
Research confirms that multichannel prospecting — video, LinkedIn, and calling — significantly increases engagement (Sopro, 2025). Rémy’s approach combines reach with reliability.
Cold Calling Isn’t Dead, It’s Got Smarter
“At Salesforce, I did deep freeze calling,” he says. “Lists of fifty companies a day, five contacts per company, just calling. It worked because you had the Salesforce name behind you. But now I do it differently. I never call without a reason.”
He calls his method proactive calling: first connect on LinkedIn, then a video, then the phone. “You’re no longer a stranger. It’s not a cold call but a warm conversation.”
EQ Off, Perseverance On
“People with lots of empathy often stop too early,” he says. “They feel the other person is busy and think: I’ll leave them alone. But sales sometimes requires you to park your EQ for a moment.”
His golden rule: if someone says they’ll call back and doesn’t, that’s no reason to stop.
“Call again on Thursday. Send a message on Friday. Call again on Tuesday. Not to push, but to show you mean it.”
Studies show it takes around eight attempts to reach a prospect, and eighty percent of prospects say “no” four times before they say “yes” (Resimpli, 2025). Rémy’s strength is knowing this—then persevering.
The Generation Gap and the Power of a Meme
“My generation communicates differently,” he says. “We send voice notes, memes, or just a ‘haha’ without context. It may seem airy, but it connects.”
He also uses humor in prospecting. “After three days without a reply I sometimes send a meme of Pablo Escobar staring into space. No text. Usually I get a laugh and a reply. It doesn’t work for everyone, but when it fits, it’s gold.”
Research shows Gen Z doesn’t shy away from calling. While 61% prefer text for personal contact, 71% say calling is still the fastest, most effective way to solve business problems (McKinsey, 2024).
LinkedIn as a Training Ground
Rémy posts weekly on LinkedIn—not just for visibility, but to train rhythm.
“At first, I let AI write my content. But it felt cold. Now I type everything myself, from experience. It’s more human and my reach grows.”
Recently he received a message: “Hey, saw your post — funny, by the way — can we talk?” Not a cold lead, but a warm opening.
In an era of AI content, audiences crave authenticity. By sharing human stories and vulnerability, Rémy builds trust even before the first conversation.
The Power of Coaching and Fun
What does he love most? “Helping people rediscover the fun in prospecting. Not fear, but play. We call together, laugh at mistakes, improve along the way. Sales isn’t an exam. It’s a game you learn from in every call.”
The link with tennis is obvious. “I don’t teach people how to win, but how to play better. Rally after rally, point after point. That’s also true for developing new customers.”
What We Can Learn From Rémy
- The phone is alive if you use it smartly. Gen Z does call — with context. First connect, then call.
- Use multiple channels. Video, LinkedIn, and calling reinforce each other. Combine for faster recognition and recall.
- Perseverance beats perfect timing. Most sellers stop too soon. Relevant, repeated presence makes the difference.
- Authenticity beats perfection. A cap, a cough, a smile — it makes you human. Do what suits you. That builds trust and joy.
- See sales as a game, not a test. Every call is practice. Mistakes happen. Those who learn to play, keep growing.
- Blend old and new. Modern tools help, but the core is human contact, listening, and persistence.
Conclusion
Rémy Van Haver embodies the new generation of sales professionals rewriting the rules without abandoning the foundation.
PS: If you ever get a Pablo Escobar meme in your inbox, you’ll know: you’re in Rémy’s fruit bowl. And that’s a good sign.
References
- Abstraktmg. (2025). What You Need to Know About Multi Channel Prospecting. abstraktmg.com
- British Council. (2024). Gen Z in the Workplace… corporate.britishcouncil.org
- Cognism. (2024). The State of Cold Calling in 2024. cognism.com
- Kahneman, D., & Tversky, A. (1979). Prospect Theory…
- McKinsey (2024). Why Your Kids Aren’t Calling You… mckinsey.com
- Resimpli. (2025). 65 Cold Calling Statistics… resimpli.com
- Salesmate. (2024). Is Cold Calling Dead… salesmate.io
- Sopro. (2025). The Ultimate Guide to Multi Channel Prospecting. sopro.io
