Leading with Insight – Learning From Top Performers

The Cumbria Institute of Insurance and Financial Planning invites you to join our Webinar on the topic of Leading with Insight - Learning from Top Performers hosted by Nick Thomas from 1pm - 2pm. We would love for you to join us as we continually strive to offer learning and growth opportunities for our members

Objectives

• 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 

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