• The principles of consultative selling vs. transactional selling
• Qualifying leads without the awkward interrogation
• Leading discovery calls that convert
• Using storytelling to anchor value and urgency
• Co-creating proposals that close
• How to scale a consultative sales culture beyond the founder

• Founders and Managing Directors
• Heads of Sales / Growth
• Business Development Managers
• Client Services / Account Managers
• Sales Enablement Leads

This session is for founders, sales leaders, and commercial teams who want to move beyond transactional selling and build deeper, more profitable client relationships. If you’ve struggled to convert promising conversations into closed deals, or if you find that prospects ghost after proposals, this session will help you shift your mindset and your results.

You’ll learn how to sell by listening, how to qualify without interrogating, and how to turn discovery calls into strategic dialogues. Whether you’re selling services, software, or solutions, this session will sharpen your commercial edge and align your sales motion to real client outcomes.

The traditional hard-sell is dead. Today’s B2B buyers expect more than a pitch. They expect insight, empathy, and strategic value. Consultative sales turns selling into problem-solving by building trust, uncovering real needs, and offering tailored solutions. In a climate where budgets are scrutinised and relationships matter more than ever, mastering consultative sales can dramatically improve win rates, customer retention, and average contract value.