The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople. THE SECRET TO GETTING YOUR CLIENTS TO OPEN UP AND SHARE
Jul 28, 2025
In this discussion, Josh Atkins, who oversees the life sciences vertical at Qualtrics, dives into the art of connecting with clients. He emphasizes the value of emotional intelligence and authenticity in sales, transforming the focus from mere transactions to meaningful relationships. Atkins shares insights on navigating client expectations and the importance of listening actively. He also discusses the complexities of B2B sales, highlighting the need for understanding company dynamics and fostering vulnerability within teams to create trust and drive success.
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Selling Reveals True Objectives
- Selling is about uncovering what the customer is truly trying to achieve, not just pushing a product.
- Effective sales maintain focus on the real problem and why the client wants a solution.
Acting Meets Sales Mission
- Josh Atkins transitioned from acting to sales by starting at the end goal and working backwards.
- He emphasizes selling outcomes and mission rather than just technology products.
Emotion Drives Sales Success
- Emotional connection drives buying, and sales is a performance involving emotional realism.
- Understanding different personalities and being authentic leverages creativity in sales leadership.