Most sales teams are still relying on outdated playbooks, even as buyer risk aversion quietly derails revenue targets.

In this episode, the conversation focused on why the "sales recession" is dismantling commercial teams and how leaders can adapt with strategies truly ready for the future.

What you'll learn: a) Why risk aversion is now the biggest obstacle facing both buyers and sellers b) How outdated sales training is widening the gap between buyer expectations and sales results c) The real impact of bolting AI onto weak sales fundamentals

Today, Janice B Gordon is joined by a globally recognized sales strategist and executive coach who rebuilds trust-based consultative selling for the realities of today's sales environment and authored The Accidental Business Nomad and Sales Punk, Kyle Hegarty.

Timestamps:

00:00 Sales recession challenges and solutions

04:32 Importance of consultative selling

10:18 Implementing pilot programs in teams

12:47 Navigating complex sales cycles

15:36 Managing Internal and Buyer Relationships

19:49 Challenges in B2B sales cycles

21:06 Partnering and speaking client languages

26:01 AI's impact on sales teams

Connect with Kyle Hegarty

https://www.linkedin.com/in/slapdragons/

Connect with Janice

Book Janice to speak at your next sales or leadership event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Instagram: https://www.instagram.com/janicebgordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

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