BD training isn’t about taking technical experts and turning them into a salesforce. At its best, it is about behaviour change and personal growth, writes James Lumley.
Lee Curtis’ frequent use of the taboo word ‘sales’ is deliberately designed to force fee earners to accept that smart thinking is just thought until it is marketed and monetised.
He doesn’t expect the people he trains to become full-on salespeople. The goal is for them to become effective parts of the sales process, working within the apparatus of the firm to drive growth and win and retain clients.
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