Helping Organisations Thrive with Julian Roberts #99 Gillian Selby | Creating a service mindset to achieving sales growth
Seeing sales in a new light: Ex global business director Gillian Selby talks about the impact of taking a collaborative approach to sales, and elevating your business as one unit, rather than seeing sales as a stand alone entity.
She explores the value of having a service mindset approach, as opposed to a company seeing themselves as the experts and expecting clients to come to them. She explains the longer term value of wanting to be of service to people; going out and meeting them where they are; listening first to establish the needs they may have. This may mean a slightly slower take off in terms of sales, but will lead to much higher revenue and return.
The cost of client acquisition is high, and Gillian looks at how a business can increase the sustainability of their client relationships, looking for a longer term investment in clients, rather than the "sales-driven" approach, which may be quicker but is less sustainable in terms of client relationships. The entire company needs to be included in this type of approach, and the sales team need to be involved in more than just selling.
Watch the full episode on YouTube: https://www.youtube.com/watch?v=GO-_NWAqePU Connect with Gillian: LinkedIn: https://www.linkedin.com/in/gillian-selby/ Website: http://www.gunnmcqueen.com/ Email: gillian@gunnmcqueen.com
Helping SME’s build resilient, high performing teams and businesses, quickly, so they can innovate, deliver, and thrive.
The SME’s I work with typically struggle/suffer/ with one or more of these challenges:
- no clear strategy
- dysfunctional team dynamics
- not knowing their vision or mission
- feeling stuck and procrastinating
- business not growing
- leadership challenges
If you want support in helping your organisation thrive, do get in contact with me: