[00:00:00] Welcome to B2B Sales Trends, the podcast dedicated to sales leaders in the B2B space where
[00:00:11] we share conversations about innovative and successful sales transformations to keep
[00:00:16] you up to date on the latest trends this podcast is brought to you by Global Performance Group.
[00:00:23] Welcome yet another fabulous episode of the B2B Sales Trends podcast.
[00:00:28] We show that brings you hacks, tips, thought leadership for sales marketing and customer success.
[00:00:34] It's brought to you by us who is Ask Global Performance Group.
[00:00:38] Revenue improvement but teeth that focuses on implementing behavior change within organizations
[00:00:44] that are focused on providing their people with the confidence of the skills, with the competence
[00:00:50] to execute these right and the courage to engage with their people based on outcomes
[00:00:57] and negotiate throughout the sales process.
[00:01:01] My name is Harry Kendall Bacher and today I have with me Reina Fuchsluder.
[00:01:06] Reina is a wars right in the past, the Global BP and managing director of Autos Clovers
[00:01:13] is a little bit of a break right now which is of advantage to us so he can take a few minutes
[00:01:19] to share his expertise. Welcome to the B2B Sales Trends podcast Reina.
[00:01:27] Hi Harry it's great pleasure being here and I'm looking forward to our conversation.
[00:01:32] Fabulous we appreciate your time we are fellow Austrians the two of us so finally I have
[00:01:39] a fellow countrymen on the call I'm very happy about that.
[00:01:43] Reina to start of our conversation what's that interesting background that you have?
[00:01:49] Oh um you got me there so this is eventually the Lake Alice located in India
[00:01:57] in the beautiful region of Rajasthan and yeah going back to your point I have a little break now
[00:02:03] so I use this background in my kind of engagements now as I have been engaged on this beautiful palace.
[00:02:11] Fabulous so your future has been shaped on that palace engaged to be buried fabulous.
[00:02:21] A great story thank you Reina let's let's kick this off we were talking a little bit upfront about
[00:02:28] the potential title you have so much expertise and so much of value to bring to our listeners
[00:02:35] and we were sort of debating what is the potential title and so forth and we landed on the idea
[00:02:41] of global sales leadership and how do effective sales behaviors needs to be executed and especially
[00:02:50] in across cultural considerations. Maybe you share a little bit too as an intro about your past
[00:02:57] I know you've lived in Asia for many many years and why the cross-cultural aspect of your
[00:03:06] value that you can bring to our listeners share a little bit as an intro for that if you would.
[00:03:11] Sure thanks Harry so as you said initially with regards to the introduction on
[00:03:18] the global vice president and Manchidirector at a Fortune 500 company and I worked and lived in
[00:03:24] multiple regions where let businesses and sales teams in the area of FinTech over the last 20 plus
[00:03:33] years I'm also a member of corporate ESG sustainability governance board and I think as everyone
[00:03:41] else listening in today a lifetime learner and mentor so with regards to your kind of first
[00:03:48] question to get into that conversation I would say managing global teams across functions in complex
[00:03:57] enterprise solution sales is really an area which requires a nuanced approach to business
[00:04:04] development across geographies and so those two decades I hung different kind of strategies
[00:04:12] to emphasize cultural sensitivity more importantly the adaptability and the relationship building.
[00:04:21] I always say people sell to people and this certainly is more irrelevant to understand in an
[00:04:29] international context and based on this global sales leadership experience here's how I approach
[00:04:38] at least the international business development and adapt sales approaches to diverse cultural
[00:04:46] context a couple of points and as always it really depends on your product and service portfolio
[00:04:53] in a kind of sales cycle and the bite behaviors which are changing to ultimately fulfill your
[00:05:01] purpose and the kind of business model and the ones of your clients so when I arrived first in
[00:05:08] Singapore which was the start of a 20 years professional career in Asia and the kind of city state
[00:05:15] which was labeled Asia for dummies given its advanced business practices and where
[00:05:23] which were much influenced by Western professionals among many others but rest assured
[00:05:29] within an hour or two within Southeast Asia you find very different marketplaces and very different
[00:05:35] opportunities you have to type to so understanding those cultural nuances and the kind of communication
[00:05:42] styles the business ethic is crucial for building trust report with clients and from different kind
[00:05:50] of backgrounds and so it's even more so the relationship to driven in Asia and in Europe which
[00:05:59] comes to decision-making processes and I think from sales to marketing it's also important that
[00:06:07] you tailor your kind of messaging that resonates with specific cultural values the market environment
[00:06:16] and the kind of preferences of your clients and this might involve the translating content
[00:06:24] adjusting visuals incorporating read regional specific references.
[00:06:29] Right right and really you know it's obviously a particular culture I love what you say about
[00:06:36] people sell to people because obviously what we do we help them sell better but you know
[00:06:43] and a lot of the times I find that people over complicate that whole selling motion
[00:06:51] and sometimes we really have to bring that down to very base level again where we say you know
[00:06:56] people talk you know buy from people and people sell to people so having a natural curiosity
[00:07:04] having a natural interest in people like in any relationship the typical traits and behaviors
[00:07:13] you know I really universal and sales is not a difficult thing if you do it in an
[00:07:17] an ancient way I always feel so I love that statement that you made and I couldn't agree more with
[00:07:24] with what you said now based on your experience here you know the the idea of fostering an
[00:07:33] innovative you know culture in a way amongst these very diverse high performing teams globally
[00:07:44] really requires a strong leadership and not just leadership but also cross cultural leadership
[00:07:51] so how do you navigate and leverage cultural diversity to enhance these sales
[00:07:59] performances and team collaboration within these global teams yeah I think it's a great question
[00:08:07] and I would say there's not really one size fits all approach and you know if you sell in different
[00:08:17] kind of markets geographies you really also need to adapt how you report how you communicate
[00:08:27] as I said earlier some some of the organizations to provide some cultural sensitivity trainings
[00:08:33] to sales leaders and team members to increase their awareness of cultural differences and to foster
[00:08:39] respect and an inclusive environment and so I usually adapt my report and communication style
[00:08:49] and preferences to resonate with with my team and also the language the tone and being mindful
[00:08:58] of the cultural nuances in verbal but also in non-verbal communication there are for instance people
[00:09:06] who prefer only written communication either by by email and messaging apps
[00:09:12] properly our kids love that too and they wouldn't pick up their phones right so they wouldn't
[00:09:18] return voice messages and likewise you still have people and in certain kind of democratic
[00:09:27] demographics who love just a chat and they don't respond to emails so I guess just find out in the
[00:09:34] agree with what is your kind of operating rhythm at the expectations I mean for myself I always follow
[00:09:42] up with a record of the meeting to keep people accountable on their kind of responsibilities and
[00:09:50] actions when it comes also from our performance reviews and reporting important financial metrics
[00:09:58] but that's that making the personal approach. Yeah that's something that's that's an easy tip but
[00:10:06] an easy but really effective tip and I don't think a lot of people do that after each meeting after
[00:10:12] each conversation make sure you follow up and with a summary of it in order to get accountability
[00:10:19] that's a really good tip for people and for the listeners. Yeah absolutely I love that
[00:10:28] so how do you adjust and tailor your leadership approach to resonate with these diverse teams
[00:10:37] and ensuring high engagement levels are across all those different cultural backgrounds in a global
[00:10:43] team. I know you touched a little bit on that already but can you elaborate a little bit more on it?
[00:10:47] So I think there are several kinds of sales behaviors which are really crucial for success
[00:10:56] in terms of tribe and consistent also revenue growth. What comes to my mind is firstly
[00:11:03] a very close to my heart and whatever you're successful and you put your mind to be obsessed
[00:11:11] with your client needs which really needs to grow ties to invest time in understanding the needs
[00:11:20] the kind of challenges and the goals of your customers and engage in active listening
[00:11:27] and create empathy and the solution oriented mindset across the team members
[00:11:33] and then fostering that kind of culture by putting the client always first. At the end of the day
[00:11:39] it's the client who cites the bill and that makes your kind of commission happen so with that
[00:11:45] equally important being in sales remember I said earlier people sell to people so relationship
[00:11:50] building emphasised importance and nurture those kind of long term valuable relationships
[00:11:58] for your customers. Consistent communication I think is important when you deliver
[00:12:05] a value to solve client needs so Harry I think back to you always follow up, follow through
[00:12:12] and preferably in a personal manner. And there's certain kind of sales techniques and I'm sure
[00:12:19] that the performance can share more insights building meaningful reports. Your connections and
[00:12:27] network is really your strongest asset independent from your current employee and people
[00:12:33] will recognise you based on your professional acumen, your depreciate your advice and there's a
[00:12:42] leader provide mentorships and coaching to help your team members develop a strong report
[00:12:48] and trust with clients. Absolutely and it's so interesting listening to what you've
[00:12:58] what you've been sharing you know this idea of have a certain obsession, have a certain obsession
[00:13:06] about wanting to help other people and in a way it's a basic human you know behaviour that makes
[00:13:15] successful people successful. If I'm obsessed to try and help you in some way of form I will
[00:13:23] reject that behaviour to my clients and being obsessed as you said about you know client needs
[00:13:32] and client challenges that you have shared I think I think that's a you know if you take anything
[00:13:38] away from this podcast that's a pretty good insight right there that we can share, love that
[00:13:45] you know it's interesting we've obviously with last year being you know looming recession and
[00:13:51] a number of countries and continents didn't come through as bad as it was but anyway the looming one
[00:13:57] at the the high inflation rates, the high interest rates everywhere uh stalled a lot of opportunities
[00:14:06] and stalled a lot of business processes now it's interesting almost every single call that I have
[00:14:15] with a prospect or with a customer now really concerned about three things right now and all
[00:14:21] without a fail those three are the main issues right now which is people say we need to increase our
[00:14:28] conversion rates so we need to win more deals out of our opportunities. The second one is how do we
[00:14:36] reduce the sales cycle that we are going through and how do we improve that deal velocity
[00:14:44] and then the third thing is how do we protect margins because a lot of the time sales people's
[00:14:49] behaviors in order to speed up the sales process they give away things throughout the process
[00:14:58] is that any any any particular sales behaviors that you can share with with the audience that
[00:15:09] helps to tackle these three issues remember win rate increasing increasing deal velocity and also
[00:15:18] uh uh margin leakage in the process is there anything that's burning on the top of your mind
[00:15:24] and you say okay here are the things that what do you need to do as a salesperson to improve these
[00:15:30] three issues or to solve these three issues. It's a great question then we we see this across the
[00:15:38] board with regards on optimizing margins bottom line and how do you differentiate yourselves
[00:15:47] in the industry uh to a competition to win. So I think first point with regards to sales cycles and
[00:15:56] in my world of FinTech or RACTEX sales which includes right along sales cycles often integrated
[00:16:03] data and platform architecture to eventually also replace uh previous investments it's really
[00:16:09] important again to to sell that kind of value no those shortcuts um right i'm sure you you have
[00:16:17] an educated sales training module that includes a classical version rates of bin rates and
[00:16:23] a market liquids but let me reiterate how important this to to sell the value not just for sales
[00:16:29] and the chief revenue officers but really to maximize also the deal sizes or revenues and in
[00:16:35] particular to try recurring revenues and ideally now with with cloud delivery such as software
[00:16:43] system service uh to exactly try for additional margins anyways you i guess you you have to align
[00:16:50] with your client priorities and then what that product and service shall eventually solve as well
[00:16:57] as how the client has allocated third budget and third resources to tackle the problem with your
[00:17:05] solution then the annual shortcuts you you need to understand the client first whether it's a
[00:17:11] technical the functional requirements for pain points in the current workflow and then you look
[00:17:17] into specific features and functionalities of the solution so don't go out and have a presentation
[00:17:23] or even a demonstration without really having those in-depth discussions first and you will for sure
[00:17:31] benefit and and you could influence eventually the ROI or the RFP whatever you call it
[00:17:38] briar you might become a kind of a receiver in a competitive market when that it's often too late
[00:17:45] and your wind ratios are kind of minimal and so how do you sell that kind of value it's I think
[00:17:52] nothing due but it's called consultative selling and that really involves that kind of insightful
[00:17:58] questioning covering additional client needs providing eventually a tailored solution as a
[00:18:05] when it's allowed by your published strategy and the business plan and as a sales manager or
[00:18:12] as a business leader you got to equip your team members who have this kills and a knowledge
[00:18:18] which is needed to really act and become a kind of a trusted advisor to clients and guiding them
[00:18:25] through their buying process right right it's interesting when you know you talked about needs
[00:18:33] there and one of the one of the big shifts and I'm going to ask you a question in a minute about
[00:18:40] where do you where have you seen in the past or currently the buying behavior shifting because
[00:18:47] it's interesting in the sales world right people are always thinking okay this is the way we need
[00:18:52] to sell this is the way we want to sell you know maybe value selling or consultative selling also
[00:18:59] there is a number of different methods out there ours is called outcome based because we want to
[00:19:04] focus on the outcomes of the client as a side note but many people always say okay this is how
[00:19:12] we need to sell not a lot of people actually consider how do buyers want to buy what is the
[00:19:19] behavior that has been shifted from the buying cycle and how do we adjust in a way you know
[00:19:27] there's so many stats out there that what is it I don't quote me exactly on the percentage but a
[00:19:33] high percentage 60 65 percent of the buying decision has been made before a buyer engages a seller
[00:19:40] so if you crop up as a seller and ask the same old rubbish questions that everybody else is asking
[00:19:45] you're not going to differentiate yourself you're not going to create that relationship that you
[00:19:49] need plus you don't really differentiate not just yourself but also your solution so it's not
[00:19:57] about it's not about finding out needs it's really about how do we generate new thinking how do we
[00:20:06] generate new needs in the mind of the prospect or the buyer that helps them to think oh yeah you know
[00:20:14] this is how I can run my business more effectively and therefore have a conversation based on
[00:20:22] outcome versus how great my product is or my solution is so have you seen have you seen any shifting
[00:20:33] buying behaviors out there in the market that are different nowadays than from only 10 years ago
[00:20:42] do you have some examples around that yeah absolutely so before I go into a little bit how
[00:20:49] we shipped up with from a buying perspective or procurement perspective some people say I just
[00:20:55] want to also say back to your point being in sales is always having a sales plan and there's
[00:21:01] another saying that everyone has a sales plan until you punch him into the face and it's a quote
[00:21:08] big boxing van it's a Mike Tyson quote I love it is indeed Mike Tyson and I think just
[00:21:16] being in sales as you and I for most of the careers is then also a topic I would like to touch on
[00:21:23] is about resilience and persistence right so sales can be challenged and so so resilience and
[00:21:31] persistence are equally essential qualities for success and fostering a growth mindset and
[00:21:38] positive attitude outset backs of the rejection providing encouragement and support as a leader
[00:21:45] for resources to help the team to stay motivated and and and and focus on their goals and that
[00:21:51] really shifts me a little bit into that that kind of buying behaviors which are indeed quite
[00:21:57] quite different now look I think over the last years there has been quite a significant change
[00:22:04] whether that's in B2V or B2C customer engagement and we've sales teams which are driven largely by
[00:22:11] advancements advancements in technology and eventually working and living remotely
[00:22:19] during many years which shifted sort of market dynamics and the adoption of the technology so
[00:22:27] some of the emerging trends in bio behavior the sales leaders should be particularly attuned to
[00:22:34] is one really around the digital transformation in the forefront of many industries and with that
[00:22:40] the procurement process has been also reshaped with more interactions of current online
[00:22:48] than in person at the initial stages so as you said 66 percent so buyers conduct extensive research
[00:22:56] independently before they even engage sales representative of shortlisted firms and with that likewise
[00:23:05] sales teams they must leverage technology to engage with customers more effectively throughout
[00:23:12] the bias journey that's set and again preferably with personalization in communication which recognizes
[00:23:20] the specific needs the preferences and the challenges I'll stop here it's very interesting
[00:23:33] how do you think and the reason I'm asking so you touched on procurement and I know procurement
[00:23:41] is a big issue also in the FinTech world right they come in at some point and procurement is there
[00:23:48] to run a process right and salespeople always are in a way how do I say this in the correct
[00:23:56] English there's a sort of passengers in that in that process because procurement is dominating that
[00:24:03] so how do I understand procurement effectively how do I know what their KPIs are what how do they
[00:24:12] create a buying strategy and so forth this is these are informations and knowledge that really
[00:24:18] salespeople need for that because they always say oh you know this is our sales process and this
[00:24:24] is how we're going to push through but how about the other side here so all of these things that
[00:24:30] you have said how does this impact the sales process especially in the FinTech world how does that
[00:24:42] you know shake that sales process out for salespeople I would say it's really important to leverage
[00:24:50] all the data with that the associated analytics so selling in an enterprise wide solution of
[00:24:59] a complex sometimes end-to-end workflow which encompasses multiple outcomes for various kind
[00:25:08] of personas across right that's a bank or other corporate it's really important to understand
[00:25:15] your stakeholder landscape and how you engage with each of them understanding the priorities
[00:25:23] and objectives of each of them that you can align so to see the outcome and how you pitch it
[00:25:32] in a more tailored approach so account landscaping and fine-tuning your value proposition
[00:25:41] on how you sell it whether it's procurement the actually uses the technology team
[00:25:49] and those who are then sort of say approving it the the CFOs the CROs or head of operations
[00:25:57] you know I think also buyers are learning continuously and in my world where some of the deals are
[00:26:08] multi million dollars there's less so now at the demand on a quick fix that is just sort of
[00:26:17] say ticking a box but also to focusing on the long term ROI the revenue on investment
[00:26:26] and I think lessons learned from from implementations of software solutions that were initially
[00:26:34] probably cheaper but really didn't fully resolve the underlying pain points of an organization so
[00:26:40] there's more due diligence now and there's more importance associated to drive tangible outcomes
[00:26:52] I completely agree with you and the issue a lot of the time is and so there's one thing that when
[00:26:59] you talk about the theory of this right and I agree with every word as you said the the issue a
[00:27:05] lot of the times is how do salespeople really execute that kind of behavior right so we say yes my
[00:27:12] dear people you have 10 different stakeholders and there is the C-suite there is professional buyers
[00:27:17] there is the users there is the implementation team and so forth so salespeople you really need
[00:27:23] to navigate all the stakeholders and engage them but the challenge is that salespeople gravitate
[00:27:33] to the conversations that they want to have and there are a lot of the time no comfortable engaging
[00:27:40] with that C-suite they're not comfortable in terms of understanding what are the KPIs for
[00:27:46] procurement you know they always think procurement is squeezing me on price and price only but
[00:27:52] when you look at the list of what procurement is measured price is somewhere in the middle
[00:27:58] we actually train both sides we train sellers on how do you negotiate with buyers and we train
[00:28:03] procurement people how do they engage in negotiate with sales teams so we see both sides which is
[00:28:09] really interesting and you know we always ask the fact who has more power in a sales process or
[00:28:17] in a negotiation is it the salespeople or the procurement people in the buyers and the funny
[00:28:23] thing is when you ask the sellers they sell the powers with the buyers and when you ask the buyers
[00:28:28] they say all the powers with the sellers so really powers perception here and it depends what you make
[00:28:35] out of that in your sales process but the issue is salespeople gravitate to the conversations
[00:28:42] they feel comfortable with and that's challenge yeah look I think we'll talk probably a little bit
[00:28:51] more about knowledge sharing and how a sales team can sort of see leverage certain kind of
[00:28:59] engagements across the teams and geographies which is really helpful to then overcome obstacles
[00:29:08] and get more comfortable asking the right questions to the right people to uncover those kind of
[00:29:18] buying criterias I think that's that's quite important the other thing is a lot of maybe
[00:29:27] juniors salespeople they don't know when to say no and with that in mind sometimes you got to
[00:29:34] walk away from deals early enough because if you sell something and maybe you're not responsible
[00:29:43] for implementation but the buyer you want to build with buyers long-term trust and credibility this is
[00:29:51] kind of your strongest asset as I said earlier it's a network and your reputation so trust
[00:29:58] transparency in its paramount and B2B relationships and buyers really will more likely engage and return
[00:30:06] to the sales team which they perceive trust with and transparent and that's honesty integrity
[00:30:13] and audio interactions with clients and includes pricing includes the terms and policies so
[00:30:21] the more surprises you have at the end of the sales cycle are disturbing yeah absolutely be
[00:30:31] look it comes back to any kind of conversation really right honest up front down to the point
[00:30:39] beats shifty and crafty and and sharing last minute surprises any day so I think that's really
[00:30:47] important let's shift a little bit the focus here so there is this there is this AI thing going
[00:30:55] around right big news let's talk about that a little bit if we could now how do you see the
[00:31:03] emergence of AI and its influence especially on sales behaviors and what will change for salespeople
[00:31:13] with this whole AI emergence a lot of people are scared yeah it's an interesting bond and actually
[00:31:22] it's an exciting one I think it provides in fact a lot of benefits but you you got to embrace that
[00:31:28] kind of change and everyone is taking change differently so I think it's just being open minded
[00:31:34] with the crew mindset I would just see you know as I said earlier with the COVID-19
[00:31:41] pandemic it really has generated adoption of virtual selling and remote collaboration tools
[00:31:47] so I think that was the kind of the first step maybe three four years ago and really for that
[00:31:53] what that means for sales team is the need to become a world class a team for utilizing professional
[00:32:01] tools in conducting virtual meetings for sales codification for calls presentations demonstrations
[00:32:08] and even negotiations with senior executive executives because some of them did just prefer it now
[00:32:17] to have it threaded in in person meetings probably more than either sometimes personally but shifting
[00:32:24] that to to generate if AI or AI in particular and the digital by behaviors and tools that are evolving
[00:32:35] I think it grants sales teams and organizations an opportunity
[00:32:41] to be faster in their responses to clients to collaborate more effectively and gain efficiencies
[00:32:50] across the industry and how the teams are reshaping is really around things like automation and workflow
[00:33:02] like automation technology streamlined repetitive tasks like data entry and CRAM systems,
[00:33:09] the email follow-ups, automated, scheduling and it frees up time for sales professionals to focus
[00:33:17] more on the higher value tasks and activities like the relationship building and closing deals
[00:33:25] so I find that this is quite encouraging sales enablement platforms so they provide
[00:33:34] essentialized repository for the sales content, training materials what you have and resources
[00:33:43] that they can sell anytime anywhere and that encourages and facilitates a lot of the knowledge
[00:33:51] sharing the collaboration and having a consistent message across the organization but also more
[00:33:57] importantly to the client and in some industry it goes all the way to virtual reality and augmented
[00:34:06] reality where you can immerse your clients into the experience and allow clients to visualize
[00:34:13] the products and explore solutions almost like a real world scenario before they make those
[00:34:21] purchasing decisions so I think just to leverage and figure out what's needed for your team,
[00:34:29] for your business try to be consistent in that message have a personalized
[00:34:37] experience for your clients and try with the different kind of tools to streamline the sales process
[00:34:45] throughout the customer journey. I love it, a lot of it resonates with me and that's good input
[00:34:57] a lot of people are scared in the sales world that AI will replace them at some point
[00:35:03] and you know it's probably the reality that the early sales funnel activity will be a lot
[00:35:11] replaced but that gives that audience the opportunity to upscale and be it and what I was
[00:35:17] called at an elite selling level going forward and progress in their salespeople's career so
[00:35:26] I think just as you said I think embracing it it's an opportunity and opportunities needs to be
[00:35:33] taken advantage of is very important. Raina one last question we almost out of time
[00:35:40] a one last question my final question with every podcast is what are in your opinion you've
[00:35:47] seen a lot of salespeople you've seen I'm sure very good ones I'm sure you have seen not so
[00:35:56] highly skilled people what are the top three skills and behaviors in your opinion that salespeople
[00:36:06] need to have and execute to be at an elite level and think about it for me and share with me
[00:36:14] in order of priority number one number two number three the three top behaviors and skills that
[00:36:21] salespeople need to be having so that they are an elite level what would you say?
[00:36:28] Right well I'll try to wrap this up in 60 seconds for the three questions so number one for me
[00:36:35] I would say it's relationship building and building strong trust based relationships with clients
[00:36:43] is paramount elite salespeople they really focus on understanding from that relationship
[00:36:51] from the clients their specific needs the challenges and the struggles and the work to establish
[00:36:59] rapport and credibility the excel at active listening they ask the right questions at the right time
[00:37:06] to the right people in the client organization and likewise they demonstrate empathy
[00:37:13] and an effective communication to foster the kind of long term partnership to really deliver
[00:37:19] value for a sustainable growth second adaptability and resilience I think best in class
[00:37:31] salespeople demonstrate adaptability in their approach the tailor of the strategies to
[00:37:37] individual clients and all the changing circumstances they are resilient in the face of rejection
[00:37:44] and setbacks and maintaining a positive attitude professionally and the persistence and the
[00:37:51] pursuit of their goals the the view challenges as opportunities for growth and for learning you know
[00:37:59] I had this kind of stick in in my office I said either you win or you learn and as an example to
[00:38:08] master selling in in in in virtual business environments here's something new and the last thing I would
[00:38:14] just say with that is it's really continuous learning and improvement so constantly strive for
[00:38:20] improvement is the hallmark of elite salespeople they actively seek out opportunities to expand their
[00:38:28] knowledge they they refine continuously the sales skills and methodology the onboarding new tools
[00:38:35] such as AI and become much more productive and stay oppressed off and everything around like
[00:38:42] the industry trends and and the technology a self-reflection feedback ongoing development I'll leave it here
[00:38:52] relationship adaptability and resilience and never ending improvement I could have fabulous insights
[00:39:01] my dear listeners take that away Rina thank you so much for your fabulous insights that you've
[00:39:09] shared and know our listeners very much appreciate your input thank you was a great pleasure talking
[00:39:15] with you today Harry and I'm sure will be in touch absolutely thanks everybody for tuning in again
[00:39:25] call to actions for you go to globalperformancegroup.com if you want to listen to more insights from
[00:39:32] our podcast series available on Apple iTunes as well as Spotify B2B sales trends podcast if you
[00:39:40] have any questions about sales process in sales improvement and sales transformation or procurement
[00:39:47] actually as a matter of fact reach out to us you know where to find us when you need us thanks everybody
[00:39:53] for tuning in until the next episode look after yourself and Rina's words be adaptable be resilient
[00:40:02] be relationship focused and always always improve look after yourselves thank you