Vulnerability in Business Development and Sales: Why Authenticity Beats Scripts Every Time - Ep.99
In this insightful conversation with business development expert James Slade, discover why showing vulnerability might be your strongest business asset. James shares his journey from selling gym memberships to advising Formula One engineers, revealing the psychology behind successful sales conversations.
Learn why most sales scripts fail, how asking the right questions transforms prospects into evangelists and the crucial difference between immediate pain points versus future problems. James also breaks down his recent client successes, from helping veterinary equipment inventors find successors to validating a revolutionary sports league concept.
Whether you're in marketing, sales, or running your own business, this episode delivers actionable insights on building genuine connections and avoiding the unforgivable mistake most salespeople make.
Chapters
02:08 James' Journey from Corporate to Independent
05:08 Learning Different Markets in Automotive
09:06 Marketing vs Business Development
10:53 The Power of Curiosity in Sales
13:08 Vulnerability Builds Trust in Business
15:42 The Doctor Approach to Consultative Selling
21:11 The Nail vs Pebble: Selling to Pain Points
24:00 Creating Urgency vs Building Awareness
26:54 Smart Marketing: Right Audience, Right Mindset
31:40 Client Case: Veterinary Equipment Legacy
34:44 Client Case: Growing a Technology Cluster
36:53 Client Case: Sports League Feasibility Study
42:08 Leadership is a Different Job
47:20 The Unforgivable Sales Mistake: Not Listening

Connect with the hosts:
Erica: https://www.linkedin.com/in/erica-mackay/
Alex: https://www.linkedin.com/in/alex-bilney/
Get in touch with us at The Marketing Detective Agency - www.themarketingdetectiveagency.com
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