Leading with insight – learning from top performers
The Insurance Institute of Cardiff invite you to a webinar on; Leading with insight – learning from top performers
Event Details:
Wednesday 14th July 2027 – 12:00 – 13:00
The webinar will be run via Zoom, a global web-conferencing solution. Zoom is easy to use, a link and joining instructions will be sent to you at the time of booking.
About the session:
For decades B2B organisations have focused their client and sales approach on understanding client needs and building strong relationships. But research in recent years has clearly established that this is no longer enough, and that the very best client advisers and salespeople go beyond traditional consultative and solution selling to ‘challenge’ their clients in multiple ways. This session introduces the key first component – leading with insight to build credibility, teach your client what is important and lead towards your strengths
Content and Learning:
· The benefits and limitations of the prevailing solution and consultative methodologies
· CEB research
· The five B2B salesperson profiles
· The surprising truth about what drives client loyalty
· Characteristics of the ‘star performer’
· Focus on ‘Teaching for differentiation’ – bringing insight, reframing client perspectives
· Leading towards unique business strengths
· Introducing insight in a client/prospect conversation
Learning objectives:
Following this presentation the delegates will be able to:
· Understand the research [by CEB] on the behavioural characteristics of top performing advisers and why they are key in a modern B2B client environment
· Understand how we can adopt these behaviours to supercharge our own retention, cross sales and sales performance
· Appreciate how these align with and address modern buyer influences and preferences
About the speaker:
The Course will be run by Nick Thomas, Nick Thomas & Associates
Nick offers a unique combination of skills in the UK insurance training sector – an industry sales specialist and a widely qualified professional coach and trainer. Nick is an Economics graduate with over 25 years corporate insurance broking experience. He was a highly successful sales producer in the UK broking market before progressing into regional and then national sales leadership roles. As National Development Director at HSBC, Nick was one of only 40 people from a global workforce of 265,000 selected as part of the STARS programme to recognise exceptional performance. He is a highly trained consultative sales specialist, and his experience includes a secondment with a major management consultant to design a best practice sales process.
In the mid-2000s, Nick developed a chronic health condition; his journey to recovery fostered a new range of interests, and a passion for health, and performance. He studied widely, qualifying as a Master Practitioner in Neuro-Linguistic Programming (NLP), obtaining a Diploma in Life Coaching, before going on to study Corporate/Business Coaching with The Coaching Academy. He is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach.
Nick has worked in a self-employed capacity in training, coaching, and consulting since 2017, including as a specialist adviser in Insurance sector M&A (Mergers & Acquisitions) sector. He set up Nick Thomas & Associates in 2020 in response to demand from his industry network for training solutions designed and delivered by people with a background of working in the industry.
Nick Thomas & Associates provides up to the minute training solutions addressing the challenges of the modern insurance professional, across sales, communication, and soft skills; technical insurance; customer service; management and leadership; performance, resilience, and health.
Nick Thomas delivers all sales, communication, and soft skills sessions, partnering with selected subject matter specialists in the other delivery categories.
Associates are selected for their strong industry background and credibility, allied to first class training skills.
All training programmes are designed specifically to align to client needs and delivery overseen by Nick Thomas.
Nick Thomas & Associates received acclaim for training and webinar series providing solutions to the challenges of remote working and virtual trading.
Our clients include major insurers and independent brokers, a major global Insurer ‘broker proposition’, broker network groups, insurance recruitment consultants and over forty local insurance institutes at the time of writing.
Further information:
A link will be sent via your email address supplied at the time of booking. PLEASE DO NOT share this with anyone else.
Please note that this webinar will be hosted on the Zoom platform which may be restricted by some employers. Members may need to utilise their own personal devices in these circumstances to access the platform.
Venue
CII Accredited
