I truly believe that MobieTrain can help everyone, even someone about to start their first day at work.
In our Friday Five, we ask five questions to our special guest. The Silver Lining? There isn’t one. We range from a look behind the business scenes to insights into our guest’s personality. From MobieTrain employees to beloved customers or topic experts, anything goes. Sometimes sweet as pie, sometimes razor-sharp, always with the aim of learning from each other.
Today’s Guest: Francesca Dellisanti
Francesca Dellisanti is our beloved Italian Country Director at MobieTrain.
In this interview, the Italian ray of sunshine gives us a glimpse into her personality and tells us more about how she started the MobieTrain journey in Italy. She talks about her eye-opening moments, the achievement she is most proud of and the power of honesty, values and the inner circle of people you love.
1. You are conquering the Italian market step by step, but what makes it so exciting and challenging to explore this market?
Francesca, better known as Franci within MobieTrain, opened the Milan office in April 2022, more than two years ago. It marked the beginning of a journey toward long-term success: “I think the term conquering captures it very well – because it wasn’t, and still isn’t, a quick or easy process.”
The first phase was about introducing MobieTrain to the Italian market. “I was looking for innovators who saw the value of MobieTrain and truly believed in it. I hunted for companies—and specific people within those companies—who were bold enough to try something that, at the time, was entirely new for the Italian market.”
“Most of these brands realised they would be the first in their industry—in Italy—to adopt our platform. For them, it was also a matter of daring to take the leap.”
The biggest challenge for Franci was finding opportunities to connect. “I put everything into finding not just partners, but also people who supported us. It was important to tap into networks where I could introduce myself first as a person, then as a company, and build trust and relationships from there.”
Was networking the key to getting the start you wanted?
“Absolutely. Together with our fantastic marketing team, we looked beyond just a sales proposition. We focused on creating a full brand and market approach. It was, and still is, essential to connect with local Italian newspapers, networks within sectors like food and retail, and partners who can support us.”
MobieTrain was already popular in other countries. “We combined our networking efforts with sharing success stories from existing clients who already used our platform. However, success stories from countries like the Netherlands were sometimes harder to relate to in Italy because the markets are quite different.”
Networking and referrals were essential in the early stages of Franci’s journey. Now, other challenges have emerged. “Today, we’re at a new stage, having our first 15 clients, including some big names. Our focus now is on nurturing these clients, helping them get the most out of our platform, so they become true MobieTrain ambassadors and help us grow even more in Italy.”
“The first phase was about introducing MobieTrain to the Italian market. We focused on creating a full brand and market approach.”
The power of happy clients cannot be overstated. “Yes! 100%. It’s much easier than starting from scratch. In addition to our own credibility, we now have the credibility of clients who are sharing their positive experiences. That’s why I believe so strongly in the power of networking, events, and referrals.”
This is what makes the journey exciting for Francesca. “When you can share the incredible impact your product or service can have, it’s something unique. With MobieTrain, we can truly make a difference in employees’ lives. Sharing these stories, meeting new people, building our brand in Italy, and watching it grow—that’s what drives me.”
2. You truly connect with people and care a lot about them. It’s clearly much more than just sales, isn’t it?
For Franci, being a salesperson is something that runs in her veins. “Honestly, It’s either in your DNA or it’s not. In time, however, it’s something you can refine. In a way, you can compare it to how every Italian knows how to cook pasta, but eventually, you make your own version with different ingredients and seasoning.”
“I’ve got 10 years of experience now, but it’s also thanks to the people I’ve met along the way that I have come this far. Two particular people and moments have been game-changers for me—both personally and in how I approach sales—because every salesperson has their own style.”
Franci had a mentor who empowered her to discover the sales world. “I wasn’t sure if I wanted to stay in B2B marketing, where I started my career, or shift to sales. My commercial director encouraged me to choose sales because he saw my potential to truly sell something.”
And he was right. “He taught me something crucial: only sell that which you believe in. That was a real eye-opener for me and helped me understand myself better.”
In what way?
“Every time something new comes my way, I check if it aligns with my values. That’s certainly the case with MobieTrain. We focus on employees who are often overlooked. We help customer-facing employees feel like they’re part of something bigger. We can make them feel valued and support them in building a better career path.”
And the second person or moment you were mentioning earlier?
“A long time ago, a client told me it was wonderful buying from me because I wasn’t trying to sell them anything. I always try to step into my client’s shoes, understand their bigger goals, and figure out why they need me and our solution. Closing a deal and hitting quotas are not my primary drivers.”
The power of honesty. “Exactly. The moment someone feels you’re selling them a product or service, something’s off. But if you genuinely care about their problem and show that you understand what they’re struggling with, that’s far more powerful.”
Sometimes that includes telling the harsh truth too. “Si! Sometimes I need to tell a prospect that MobieTrain might not be what they are looking for right now, and that surprised a lot of people. I prefer to be honest and wait for the right moment, and that is usually way more appreciated. Taking on a consultative role is more important than just quoting a price and closing the deal.”
In short, making sure your product or service aligns with your values and being honest are Franci’s two guiding principles. “Absolutely. These are the values that guide me every day as I build relationships with my (potential) clients. I believe that MobieTrain can help everyone, even an employee who’s just about to start their first day at work.”
3. What achievement are you most proud of at MobieTrain?
“When I look back in time, to when I had no colleagues or clients in Italy and no one even knew about MobieTrain, I realise we’ve made a lot of progress since then.”
“You can feel that more and more people are learning about MobieTrain and understanding how we’re helping the market. We’ve put ourselves on the map.”
“Some clients hold a special place in my heart. The first one that signed, for instance, because thanks to them, we could grow and continue investing in expanding within the Italian market. It’s fantastic to have brands like Pizzium and Grom on board.”
“More people are learning about MobieTrain and understanding how we’re helping the market. We’ve put ourselves on the map.”
4. There are often people who inspire you or whom you really look up to because of what they’ve achieved. Who would that person be for you?
“I don’t have a celebrity or superstar that I admire because I feel they’re so far removed from me, and their daily lives are very different from mine.”
Much of this stems from Francesca’s journey to finding her own path. “I’m proud of what I’ve achieved so far. It’s truly been a personal journey, and I’ve found happiness and balance in my life now.”
It’s the people on that journey who have inspired Francesca far more. “I firmly believe I wouldn’t have had the opportunity to be here without the people I met along the way and without the openness to let those people into my life, and vice versa.”
There’s a saying that as a person, you’re the sum of the five people you surround yourself with. “I really believe in the power of choosing the right circle of people close to you, because they can truly help you grow, just as you can help them.”
“I think my friends, family, husband, and colleagues I’ve chosen to work with all inspire me in small ways every day. I try to carry those inspirations with me and use them as fuel to stay happy and positive in my daily life.”
5. This interview has been a real glimpse into your personality. Let’s end with a fun threefold question. What’s one characteristic you love about yourself, one you’d like to improve, and one you wish you had?
The one Francesca loves and wants to keep
“I’m someone who always tries to stay happy and positive. In Italian, we say solare, which means having a sunny personality.”
The one Francesca would like to improve
“I’m quite a messy person, especially at home. I might spend 10 minutes searching for a document, but eventually, I’ll find it.”
The one Francesca would like to have
“Although I’m confident, I sometimes wish I could be a bit bossier, to push people more effectively in a positive way. I’m a people person and always try to put myself in the other person’s shoes, so it’s hard for me to tell someone that I don’t like something and that they need to do it differently. I’m a kind person, so being a bit more assertive or strict is difficult for me.”
Do you want to read more MobieTrain articles and Friday Five interviews? Check our blog: https://www.mobietrain.com/blog/.
