As a fintech sales professional, what self-directed personal development are you doing?
The value of a highly skilled fintech sales professional is immense. However, like any proficient individual, it is crucial for them to maintain their competitive edge through continuous professional development. This belief is shared by myself and my team, as well as the fintech clients and candidates that I interact with daily, and one easy way to enhance knowledge and growth is by learning from experienced industry professionals.
Recently, a long-term contact of mine, Michael Walford-Grant, informed me that he has become a published author, sharing his sales knowledge. His book encompasses decades of experience in capital markets fintech sales and is a must-read for any sales professional. He was kind enough to send me an advance copy which I have read, and I can confidently say that there is something valuable for every sales professional in it. From tips on sales processes that Michael has acquired throughout his career to personal anecdotes from his own experiences, this book is a treasure trove of insights.
Michael has been kind enough to write an article drawn from his book titled 'So What Are The Needs of Modern Day B2B Salespeople?' You can read the full article here, and the following bullet points summarise some the key messages in the article:
• Modern day B2B salespeople must employ sales best practices to remain successful amidst AI and the buyer completing 70-80% of their buying process before being contacted.
• Research confirms that the single most important factor influencing an outcome is the salesperson, not the product or company.
• Sales best practices include helping buyers make decisions, constructing a compelling business case for change, engaging with senior executives to map out a vision, becoming a trusted advisor, piquing interest and developing an opportunity through referrals.
• Effective presentations should make use of meaningful designs and consistent messaging along with neuroscience techniques to trigger emotions that will increase buyer retention.
• Buyers need the supplier to have market knowledge of the industry trends and how their solution can address specific needs without disruption.
So if you're a sales professional and like what you have read so far, then be sure to read the full article here.
If you are interested in purchasing Michael's book, it's titled 'Sales Unplugged: The Invaluable Go To Guide For Busy B2B Salespeople', and is available for pre order from popular book retailers such as with Waterstones here.
But whether you are interested in Michael's book or not, my message here is that no matter how good you think you are in your chosen profession, it's important to continually upskill and ensure you leverage the knowledge and experience from those around you as part of your own professional development journey.
Best, Shawn
About the author: Shawn Rutter is the founder of Excelsior Search, a market leader in international executive search and recruitment solutions for financial technology (fintech), data and research providers to the capital markets and investment industry across the Americas, EMEA and APAC.
If you are either a fintech executive looking to hire a great sales leader, a sales leader looking to strengthen your sales team with top performing salespeople, or a sales professional open to considering your next sales career opportunity, then please do reach out to Shawn here on LinkedIn or email shawn@excelsiorsearch.com.
If you like what you've read here are a couple more fintech sales related articles you might find an interesting read, with tips for both hiring managers and job seekers.
How to create a killer fintech sales resume that will max your market value.
The personal characteristics fintech salespeople look for in a great sales leader.
Mastering fintech sales hiring: Must ask interview questions.