In today’s hyper-automated digital age, Sales leaders in the B2B sector hire Julian to address their challenges around ‘weak’ sales calls and unproductive meetings that waste the time of potential Buyers, leaving them unengaged.
It’s a natural human tendency to be cautious and even ‘actively resist’ engaging wholeheartedly with people we don’t Trust. Sales Leaders realise that this ‘Trust deficit’ can cost them deals.
They recognise that they need to help their Salespeople be able to execute meetings that identify and cultivate strong ‘Champions’. Salespeople often struggle to emotionally connect and build Trust with potential Champions, and this can hinder the sales process.
Julian’s role is to design and provide the right training and coaching to help Salespeople excel in those skills. The result is not only more ‘truthful’ pipelines but also an improved Win Rate.
With a Computer Engineering degree from NTU, Julian started her sales career in 1995 and spent 17 years as a direct quota Sales Leader in the B2B IT industry, where she honed her selling skills and tenacity working for demanding quarterly driven public listed companies like PTC (formerly Parametric Technology Corporation), JD Edwards (now Oracle), BearingPoint (KPMG Consulting Inc) and Gartner Inc.
In 2012, she repurposed her career to the field of Sales skills training and coaching and went to study under Mike Bosworth (the father of Solution Selling) in the US. She has since delivered workshops and coaching programs for global and regional B2B IT companies such as RSA Security, OutSeer, Extreme Networks, Mitel, Tenable, Wolters Kluwer, and NXGEN Asia.
Julian has played a part in Singapore Management University’s Institute of Innovation and Entrepreneurship since 2018, where she mentors our young aspiring business leaders in the fundamentals of B2B Sales skills, a subject matter not traditionally formally taught in universities.
She has also done the ‘Being A Leader and The Effective Exercise of Leadership: An Ontological/Phenomenological Model’, an MBA level course offered by the Nanyang Business School of NTU in 2014.
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