Patricia DuChene

Patricia DuChene, Chief Revenue Officer at Postal and former VP of International Sales at Wrike, shares invaluable insights on leading teams through tough times. She emphasizes the importance of using the 'Why, What, How' framework for delivering difficult news, advocating for honesty over sugarcoating. DuChene also discusses creating a 'lever cheat sheet' for sales teams to navigate negotiations effectively. Furthermore, she highlights the need for leaders to allow teams to process changes before resetting expectations, fostering resilience in uncertain times.

Patricia DuChene, SVP of Growth and Marketing at Sendoso, shares her insights on intentional gifting in B2B sales. She emphasizes the importance of building trust through personalized gifts rather than treating them as mere promotional items. The conversation highlights strategies for using gifts to engage not just decision-makers, but also critical influencers within organizations. Active listening is stressed as a key sales behavior, alongside capturing personal details to enhance relationship-building over time. Gifting as a consistent metric can truly distinguish sales teams in a competitive landscape.