Sales Leadership & Management Show - For B2B Sales Leaders HOW THIS LEADER GETS THE MOST OUT OF HIS TEAM IN B2B SALES
Jun 26, 2025
Guillaume Chabanel, a seasoned fintech sales leader, shares his insights on B2B sales dynamics. He discusses his journey from sales representative to leader, emphasizing the importance of trust in client relationships and how these connections can evolve into genuine friendships. Guillaume also highlights the challenges of consultative selling and the need for customized solutions in a competitive landscape. He advocates for fostering team collaboration and effective communication, underscoring how understanding client needs can drive sales success.
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Honest Listening Wins Loyalty
- Guillaume Chabanel listens more than he talks in meetings to better understand client needs.
- He admits to having "stopped lying" and focuses on honest dialogue and advocacy for client and company.
Strategize Deals Like Chess
- Think like a chess player when strategizing deals by anticipating counter moves.
- Discuss openly with reps all deal aspects, including personal buyer priorities and scenarios.
Focus on Buyer’s Personal Wins
- Understanding a buyer's personal wins drives successful sales strategy.
- Deals require trust and addressing buyers' career impact, not just ROI.