Jim Irving started his career selling office equipment door to door in Scotland, where soon after his career rapidly developed into senior selling and sales leadership roles, then ultimately to senior executive positions at major multinationals (including becoming the UK MD of Information Builders – a leading US-based enterprise software company). Jim now runs his own consulting business helping start-ups to improve their B2B strategy and selling results. He has advised and helped many start-ups to better execute and grow their businesses. Jim has spent over 43 years in B2B selling with a number of industry-leading technology organizations including Amdahl, Sequent, Silicon Graphics, and Information Builders. Join us as we discuss Jim's journey in professional sales as well as different tips he has for you that can help you out in your professional career. Highlights The fundamentals of B2B selling How he moved from the corporate world to training, coaching, and mentoring The best practices for sales he swears by What discovery is and its importance What does it take to get a sales qualified lead What his recent clients have to say after undergoing his training and mentoring The key to the whole discovery process Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Jim Irving https://b2bsellingguidebook.com/index.html https://www.linkedin.com/in/jimirving 

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