The Transaction cover image

The Transaction

Steak Dinners Don’t Close Deals with Maria Boulden - Ep 47

Mar 20, 2025
Join Maria Boulden, a seasoned sales expert with over 30 years leading sales teams at DuPont and Gartner, as she shares her energetic insights on modern sales. She humorously debunks the myth that steak dinners close deals, emphasizing the need for authentic connections instead. Maria advocates for senior leaders to engage directly with front-line sellers and adapt to today’s B2B dynamics. With stories of leadership challenges and the importance of personal relationships, she offers invaluable advice for navigating the evolving sales landscape.
58:42

Episode guests

Podcast summary created with Snipd AI

Quick takeaways

  • Steak dinners are no longer effective for closing deals as buyers prioritize substantive value and insights over casual interactions.
  • Sales leaders must engage with frontline sellers to build trust, boost morale, and ensure alignment with corporate strategies.

Deep dives

The Shift in Sales Techniques

Traditional sales methods, such as securing deals through casual interactions like steak dinners, are now considered outdated. In the current business climate, relying on established relationships or informal dinners for closures is ineffective, especially when addressing significant deals. Recent trends show that buyers expect more substantive value and insights rather than mere social engagements. This shift calls for a transformation in sales strategies that focus on providing genuine, impactful solutions rather than relying on outdated social techniques.

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