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A multi award winning approach to selling in complex markets w Kimberley Marshall
Today we sit down with Kimberley Marshall from Konica Minolta, a consistent top performer in print and technology solutions, specialising in the private and tertiary education sector. Kimberley’s track record speaks for itself, she’s been recognised multiple times for excellence in sales, including Honours Club Top Ten, Salesperson of the Year two years running, and several other prestigious awards. Starting in telemarketing straight out of school, she moved quickly into account management and now partners with private schools, universities, and TAFEs across WA.
In this conversation, Kimberley shares how she wins long, complex deals in a market that’s constantly modernising, why consistency and likability still matter, and how reading the room and knowing when to walk away protects your time. We explore territory planning with five-year sales cycles, using your CRM properly, building bespoke proposals that map to real client drivers, and how to lose with grace so you can win the account next time.
In this episode, Kimberley shares:
- How a telemarketing start built thick skin, resilience and call discipline
- Using competitor insight and real client examples to dig into true drivers
- Building proposals that address clearly defined customer problems
- Territory planning with five-year cycles, coffee touchpoints and relationship compounding
- The role of the CRM for recall, cadence and prioritisation
- Losing with grace and staying present so you can win the next cycle
- The hard lesson: knowing when to walk away from low-probability or high-headache opportunities
Key Quotes
12:43 – 13:10: “People buy from people they like… I always try and keep my conversations very natural and just try and build a natural friendship with the customer.”
14:56 – 15:24: “Use experience from similar clients. It carries weight when you can say, here’s how a school like yours solved this.”
25:34: “I think losing with grace is also incredibly important… I think a lot of the new business that I'm winning now is business that I was unsuccessful with four to five years ago, but because I’ve stuck it out…”
29:40: “You have to be willing to walk away from some opportunities.”
You can get involved with the podcast online:
Find out more about Sellabilities and the podcast on our website: https://www.sellabilities.com.au/
Follow us on Instagram at: https://www.instagram.com/sellabilities_sisterhood
Follow us on LinkedIn: https://www.linkedin.com/company/sellabilities/ g
Hosted on Acast. See acast.com/privacy for more information.
View all episodes
By Christina BruceToday we sit down with Kimberley Marshall from Konica Minolta, a consistent top performer in print and technology solutions, specialising in the private and tertiary education sector. Kimberley’s track record speaks for itself, she’s been recognised multiple times for excellence in sales, including Honours Club Top Ten, Salesperson of the Year two years running, and several other prestigious awards. Starting in telemarketing straight out of school, she moved quickly into account management and now partners with private schools, universities, and TAFEs across WA.
In this conversation, Kimberley shares how she wins long, complex deals in a market that’s constantly modernising, why consistency and likability still matter, and how reading the room and knowing when to walk away protects your time. We explore territory planning with five-year sales cycles, using your CRM properly, building bespoke proposals that map to real client drivers, and how to lose with grace so you can win the account next time.
In this episode, Kimberley shares:
- How a telemarketing start built thick skin, resilience and call discipline
- Using competitor insight and real client examples to dig into true drivers
- Building proposals that address clearly defined customer problems
- Territory planning with five-year cycles, coffee touchpoints and relationship compounding
- The role of the CRM for recall, cadence and prioritisation
- Losing with grace and staying present so you can win the next cycle
- The hard lesson: knowing when to walk away from low-probability or high-headache opportunities
Key Quotes
12:43 – 13:10: “People buy from people they like… I always try and keep my conversations very natural and just try and build a natural friendship with the customer.”
14:56 – 15:24: “Use experience from similar clients. It carries weight when you can say, here’s how a school like yours solved this.”
25:34: “I think losing with grace is also incredibly important… I think a lot of the new business that I'm winning now is business that I was unsuccessful with four to five years ago, but because I’ve stuck it out…”
29:40: “You have to be willing to walk away from some opportunities.”
You can get involved with the podcast online:
Find out more about Sellabilities and the podcast on our website: https://www.sellabilities.com.au/
Follow us on Instagram at: https://www.instagram.com/sellabilities_sisterhood
Follow us on LinkedIn: https://www.linkedin.com/company/sellabilities/ g
Hosted on Acast. See acast.com/privacy for more information.