Leading with Insight - Learning from Top Performers
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
Learning 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
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.