23 Jul Moderated by Shabri Lakhani – CEO and Founder, SalesWorks: Superstar Sales Leaders Debate the Future of Sales Development

Owen Richards – CEO and Founder, Air Marketing

Buyers know when you’re selling to them

Buyers are wise to your tactics. If you’re trying to BANT them, MEDDIC them or Sandler them, they know – and they don’t like it! Following a playbook doesn’t work as well as it used to. Fortunately, being human still does. Adapt and adjust to the person you’re talking to, show emotional intelligence, and you’ll achieve the right result.

‘People say to me, ‘Stop doing that to me. Just talk to me like a normal person!’

Elaine Tyler – CEO and Founder, Venatrix

Budget to attract the best

Your success is down to the quality of the people you bring in. So, why would you try to do it on the cheap? The market for great people is more competitive than ever before; budget to attract the best. However, it’s not all about the money. Don’t forget to talk about training, career prospects and everything else that can attract a high-performer to your organisation.

‘You just have to accept that you get what you pay for.’

Sean Hayes – Head of Business Development, Aircall

Everything’s moving faster right now

B2B Sales is moving at 100 miles per hour right now. Tech is developing faster. Buyers want faster implementation and onboarding. Your job as a salesperson is to make it as easy as possible for your buyers. The challenge is, it’s a moving target. You have to want to learn something new every day.

‘Ten years ago, you’d find a way to sell that would work for five years. Now, it’s five months.’

Watch the full video below.