Episode 31:
If authenticity and business acumen are critical for selling success, why do we still focus on product knowledge and certifications?About this episode
Leah Borges brings sales experience in hospitality, high-risk industry consulting, and most recently tech sales. discusses her journey and her mission through her consulting company, Sales Done Right, advocating for ethical sales practices.
Discussion Overview:
Leah starts by sharing her diverse background in sales, emphasizing how her start in the hospitality business laid the foundation for her customer-centric approach. She delves into her experiences in consulting sales within high-risk industries, such as construction and mining, where the stakes are exceptionally high, and the importance of deeply understanding customer needs is paramount. This background gives her a unique perspective when she moved into tech sales, where she noticed significant disconnects in how sales processes were managed and how customers were treated.
One key attribute Leah highlights as essential for salespeople is curiosity. She argues that a genuine curiosity about customers and their challenges not only helps in understanding them better but is also critical in providing solutions that genuinely meet their needs. This attribute fuels her critique of current sales management practices, which she believes often lack a true connection with customers and fail to consider the broader impact of sales decisions on their business.
Leah’s discussion on the importance of ethical engagement in sales touches on the need for integrity and the avoidance of manipulative practices that prioritize short-term gains over long-term client relationships. She emphasizes the transformative power of proper sales training that extends beyond product knowledge to building comprehensive business acumen. This kind of training enables salespeople to make meaningful connections with clients, understanding not just what they are selling but how it impacts the buyer's business landscape.
Key Takeaways:
Leah Borges offers a refreshing perspective on what it means to be successful in sales. Her approach emphasizes ethical practices, a deep understanding of customer needs, and the cultivation of long-term relationships. Her insights are particularly invaluable for anyone looking to refine their sales approach and build more meaningful engagements with clients.
To follow up with Leah, you can reach her on LinkedIn or via her website LeahBorges.net.
Leah Borges brings sales experience in hospitality, high-risk industry consulting, and most recently tech sales. discusses her journey and her mission through her consulting company, Sales Done Right, advocating for ethical sales practices.
Discussion Overview:
Leah starts by sharing her diverse background in sales, emphasizing how her start in the hospitality business laid the foundation for her customer-centric approach. She delves into her experiences in consulting sales within high-risk industries, such as construction and mining, where the stakes are exceptionally high, and the importance of deeply understanding customer needs is paramount. This background gives her a unique perspective when she moved into tech sales, where she noticed significant disconnects in how sales processes were managed and how customers were treated.
One key attribute Leah highlights as essential for salespeople is curiosity. She argues that a genuine curiosity about customers and their challenges not only helps in understanding them better but is also critical in providing solutions that genuinely meet their needs. This attribute fuels her critique of current sales management practices, which she believes often lack a true connection with customers and fail to consider the broader impact of sales decisions on their business.
Leah’s discussion on the importance of ethical engagement in sales touches on the need for integrity and the avoidance of manipulative practices that prioritize short-term gains over long-term client relationships. She emphasizes the transformative power of proper sales training that extends beyond product knowledge to building comprehensive business acumen. This kind of training enables salespeople to make meaningful connections with clients, understanding not just what they are selling but how it impacts the buyer's business landscape.
Key Takeaways:
- The importance of building long-term relationships with clients through trust and ethical engagement, focusing on real value creation rather than just closing a quick sale
- Sales training that equips sales professionals with robust business acumen enables them to better understand and meet their clients' needs
- Curiosity and a deep knowledge of the industry are crucial for all salespeople if they are to truly understand and solve the challenges their clients face
Leah Borges offers a refreshing perspective on what it means to be successful in sales. Her approach emphasizes ethical practices, a deep understanding of customer needs, and the cultivation of long-term relationships. Her insights are particularly invaluable for anyone looking to refine their sales approach and build more meaningful engagements with clients.
To follow up with Leah, you can reach her on LinkedIn or via her website LeahBorges.net.
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