TALKING SALES 14: “Sales process needs purpose” – Ian Lowe

Silhouette of helping hand between two climber

 

In this 3 minute interview Ian Lowe talks with Ian LoweJohn Smibert about how ‘Sales Process’ and ‘Sales Purpose’ compliment each other.

As he says “… one amplifies the other, but one, in absence of the other, can easily lead us down a path that ultimately takes us in the wrong direction“.

This message is [presented very articulately by Ian. It is similar to the message in the last episode of talking sales (Passion over Process by Dan Symons) where Dan emphasised the same point in a different way.

Ian is the CEO of Go-Givers Australia. He is an expert in sales transformation and a specialist in why people sell.

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John leads three related organisations, Custell, Strategic Selling Group and Sales Masterminds APAC. These help B2B selling organisations, who recognise the need to transform their sales capability, to respond to the tsunami of change that is starting to wash over us all. He works with people who recognise that to survive they must more strategically support their customer in their buying journey - and understand that they must become specialists in the customer's domain in order to be of value to them. He also helps sales teams build differentiated personal brands and leverage the digital and social worlds to engage to create trust and value.

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