Jim Irving is no stranger to sales, a 3 time author with over 43 years in B2B selling with a number of industry leading tech organizations. He is well versed in what strong sales  people are doing well and where there is room for improvement. Starting his sales career in Scotland, he now runs Merit Consulting based in Belfast, N. Ireland.Join us as Jim and I discuss the fundamentals of sales and what we can do to  bring them back. From sales process, mindset, leadership, discovery and much more. Get your pen and paper ready, this one is noteworthy.00:51 Welcoming Jim03:10 Importance of the Sales Process07:10 Connecting with Customers: Going with the Flow of Conversation and Building Relationships 10:01 “Shame on You, Sales Leader!”12:07 Detaching from the Outcome 16:01 Psychology of Selling, H2H (Human to Human)19:55 Pass-offs and Buyer Impact23:40 Misunderstandings and the Importance of Live Discussions26:02 Coming Up Against a Machine & LinkedIn29:42 “WMT” (Which Means That) 33:00 Value36:07 Discovery38:28 Research and Discovery: What You’re Doing Right44:14 Dance In The Moment48:24 Disarming and Vulnerability 51:22 Looking at the Positives and Believing In Yourself53:25 Flipping the Lens58:15 Get In Touch with Jim! LinkedIn: Jim Irvinghttps://b2bsellingguidebook.com/index.htmlAmazon: Jim Irving For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

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