Sales Skills and Mindset Barriers with Oliver Tuffney

Art & Science of Complex Sales

Switch gears with us as we delve into the mental roadblocks that can hamper a salesperson's performance with sales expert and coach, Oliver Tuffney, Engagement Director from Emerse Group.

Sales Skills and Mindset Barriers (14:22)

Olly & Paul discuss how through data-backed and objective findings, salespeople can be shown to have the capability and potential to have successful CEO conversations. We then discuss how role practice is key to overcoming this mindset and becoming a successful salesperson.

Transitioning From Inbound to Outbound Sales (22:43)

Paul and Oliver discuss the changing dynamics in the sales world, particularly the shift from a predominantly inbound focus to a need for outbound sales efforts. They discuss the challenge of adapting sales teams from being skilled at handling inbound leads to becoming effective in proactive outbound sales. Oliver also talks about the importance of creating a sense of camaraderie and ownership within the team, appointing outbound champions, and introducing feedback loops to improve outbound performance.

Sales Meeting Structure for Transformational Growth (33:42)

Olly outlines the framework of Unpack, which he has implemented in many different businesses, leading to increased accountability, transparency, and efficiency. This structure empowers sales people to take ownership of their goals and helps managers stay on top of progress.