{"id":1753,"date":"2025-11-06T00:00:05","date_gmt":"2025-11-06T00:00:05","guid":{"rendered":"https:\/\/addbusiness.be\/?p=1753"},"modified":"2025-10-31T20:24:25","modified_gmt":"2025-10-31T20:24:25","slug":"in-the-cockpit-with-remy-from-tennis-court-to-phone-line","status":"publish","type":"post","link":"https:\/\/addbusiness.be\/en\/2025\/11\/06\/in-the-cockpit-with-remy-from-tennis-court-to-phone-line\/","title":{"rendered":"In the Cockpit with R\u00e9my: From Tennis Court to Phone Line"},"content":{"rendered":"

[vc_row row_height_percent=”0″ overlay_alpha=”50″ gutter_size=”3″ column_width_percent=”100″ shift_y=”0″ z_index=”0″ uncode_shortcode_id=”157292″ css=”.vc_custom_1724092097497{padding-bottom: 100px !important;}”][vc_column width=”1\/6″][\/vc_column][vc_column width=”4\/6″][vc_column_text uncode_shortcode_id=”210004″]Before R\u00e9my Van Haver started his sales career, he was on the tennis court. At sixteen, he coached adults. That was not obvious. \u201cThey looked at me as if I was their son. Until I stepped onto the court, played ten points, and won. Then I got respect,\u201d he says. \u201cThat moment taught me that if you want to be convincing, you have to show it yourself first. Don\u2019t talk, just do.\u201d<\/p>\n

Today, R\u00e9my applies this principle as a sales coach at \u201cSales with Insight.\u201d 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.<\/p>\n

The Rotten Apple and the Power of Patience<\/h2>\n

R\u00e9my likes to compare client development to a fruit bowl. \u201cEveryone has their thoughts: finance, HR, sales, but often there\u2019s no apple named \u2018coaching\u2019 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.\u201d<\/p>\n

Research shows prospects need multiple touchpoints before taking action (Kahneman & Tversky, 1979). That captures his approach: no shortcuts, but rhythm and presence.
\n\u201cYou don\u2019t have to convince anyone in a single conversation. You just have to show up often enough not to be forgotten.\u201d<\/p>\n

From Video to Connection<\/h2>\n

His favorite medium is video\u2014not commercials, but short, spontaneous messages with humor.
\n\u201cRecently I was literally in bed with a cap on because I had a cold. But it worked. People felt it was real.\u201d<\/p>\n

He recalls a specific video to a CEO: \u201cI just said: I\u2019m 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\u2019s proof enough.\u201d<\/p>\n

Research confirms that multichannel prospecting \u2014 video, LinkedIn, and calling \u2014 significantly increases engagement (Sopro, 2025). R\u00e9my\u2019s approach combines reach with reliability.<\/p>\n

Cold Calling Isn\u2019t Dead, It\u2019s Got Smarter<\/h2>\n

\u201cAt Salesforce, I did deep freeze calling,\u201d he says. \u201cLists 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.\u201d<\/p>\n

He calls his method proactive calling<\/em>: first connect on LinkedIn, then a video, then the phone. \u201cYou\u2019re no longer a stranger. It\u2019s not a cold call but a warm conversation.\u201d<\/p>\n

EQ Off, Perseverance On<\/h2>\n

\u201cPeople with lots of empathy often stop too early,\u201d he says. \u201cThey feel the other person is busy and think: I\u2019ll leave them alone. But sales sometimes requires you to park your EQ for a moment.\u201d<\/p>\n

His golden rule: if someone says they\u2019ll call back and doesn\u2019t, that\u2019s no reason to stop.
\n\u201cCall again on Thursday. Send a message on Friday. Call again on Tuesday. Not to push, but to show you mean it.\u201d<\/p>\n

Studies show it takes around eight attempts to reach a prospect, and eighty percent of prospects say \u201cno\u201d four times before they say \u201cyes\u201d (Resimpli, 2025). R\u00e9my\u2019s strength is knowing this\u2014then persevering.<\/p>\n

The Generation Gap and the Power of a Meme<\/h2>\n

\u201cMy generation communicates differently,\u201d he says. \u201cWe send voice notes, memes, or just a \u2018haha\u2019 without context. It may seem airy, but it connects.\u201d<\/p>\n

He also uses humor in prospecting. \u201cAfter 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\u2019t work for everyone, but when it fits, it\u2019s gold.\u201d<\/p>\n

Research shows Gen Z doesn\u2019t 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).<\/p>\n

LinkedIn as a Training Ground<\/h2>\n

R\u00e9my posts weekly on LinkedIn\u2014not just for visibility, but to train rhythm.
\n\u201cAt first, I let AI write my content. But it felt cold. Now I type everything myself, from experience. It\u2019s more human and my reach grows.\u201d<\/p>\n

Recently he received a message: \u201cHey, saw your post \u2014 funny, by the way \u2014 can we talk?\u201d Not a cold lead, but a warm opening.
\nIn an era of AI content, audiences crave authenticity. By sharing human stories and vulnerability, R\u00e9my builds trust even before the first conversation.<\/p>\n

The Power of Coaching and Fun<\/h2>\n

What does he love most? \u201cHelping people rediscover the fun in prospecting. Not fear, but play. We call together, laugh at mistakes, improve along the way. Sales isn\u2019t an exam. It\u2019s a game you learn from in every call.\u201d<\/p>\n

The link with tennis is obvious. \u201cI don\u2019t teach people how to win, but how to play better. Rally after rally, point after point. That\u2019s also true for developing new customers.\u201d<\/p>\n

What We Can Learn From R\u00e9my<\/h2>\n
    \n
  1. The phone is alive if you use it smartly.<\/strong> Gen Z does call \u2014 with context. First connect, then call.<\/li>\n
  2. Use multiple channels.<\/strong> Video, LinkedIn, and calling reinforce each other. Combine for faster recognition and recall.<\/li>\n
  3. Perseverance beats perfect timing.<\/strong> Most sellers stop too soon. Relevant, repeated presence makes the difference.<\/li>\n
  4. Authenticity beats perfection.<\/strong> A cap, a cough, a smile \u2014 it makes you human. Do what suits you. That builds trust and joy.<\/li>\n
  5. See sales as a game, not a test.<\/strong> Every call is practice. Mistakes happen. Those who learn to play, keep growing.<\/li>\n
  6. Blend old and new.<\/strong> Modern tools help, but the core is human contact, listening, and persistence.<\/li>\n<\/ol>\n

    Conclusion<\/h2>\n

    R\u00e9my Van Haver embodies the new generation of sales professionals rewriting the rules without abandoning the foundation.<\/p>\n

    PS:<\/strong> If you ever get a Pablo Escobar meme in your inbox, you\u2019ll know: you\u2019re in R\u00e9my\u2019s fruit bowl. And that\u2019s a good sign.<\/p>\n

    References<\/h3>\n
      \n
    1. Abstraktmg. (2025). What You Need to Know About Multi Channel Prospecting. abstraktmg.com<\/a><\/li>\n
    2. British Council. (2024). Gen Z in the Workplace\u2026 corporate.britishcouncil.org<\/a><\/li>\n
    3. Cognism. (2024). The State of Cold Calling in 2024. cognism.com<\/a><\/li>\n
    4. Kahneman, D., & Tversky, A. (1979). Prospect Theory\u2026<\/li>\n
    5. McKinsey (2024). Why Your Kids Aren\u2019t Calling You\u2026 mckinsey.com<\/a><\/li>\n
    6. Resimpli. (2025). 65 Cold Calling Statistics\u2026 resimpli.com<\/a><\/li>\n
    7. Salesmate. (2024). Is Cold Calling Dead\u2026 salesmate.io<\/a><\/li>\n
    8. Sopro. (2025). The Ultimate Guide to Multi Channel Prospecting. sopro.io<\/a><\/li>\n<\/ol>\n

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      In an era dominated by algorithms, sales coach R\u00e9my Van Haver brings humanity back into prospecting. His story, from tennis court to phone line, shows how authenticity, rhythm, and humor remain powerful instruments in commercial growth.<\/p>\n","protected":false},"author":1,"featured_media":1750,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[21],"tags":[],"class_list":["post-1753","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-cockpit-conversations"],"yoast_head":"\nIn the Cockpit with R\u00e9my: From Tennis Court to Phone Line - Add Business<\/title>\n<meta name=\"description\" content=\"In the cockpit with R\u00e9my Van Haver about sales rhythm, authenticity, and perseverance. 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