In this episode of The Rainmaking Podcast, host Scott Love speaks with Ken Lundin, founder of Ken Lundin & Associates and creator of the Sales Alpha Roadmap, about how sales has changed—or been exposed—by the post-pandemic world. Ken explains that most professionals don’t have a closing problem; they have a value development problem. He stresses that the real opportunity lies in helping prospects envision the transformation you offer, not just showcasing features or credentials. Value must be created early in the process by getting prospects to lift their heads from the day-to-day and look toward long-term outcomes.

Ken introduces the idea of being “other-centered,” emphasizing intentionality and empathy as the foundation for effective business development. He also breaks down the flaws in the sales consulting world and presents his own “perfect meeting” framework to help professionals structure conversations that lead to deeper understanding and faster decisions. With real-world lessons from personal setbacks and client engagements, this episode provides a high-impact blueprint for professionals seeking to grow sales through clarity, humility, and client-first strategy.

Visit: https://therainmakingpodcast.com/

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The world of sales consulting is broken. With a traditional focus on what they deliver rather than how it impacts your company. If you only address training your sales team and ignore the sales strategy, process, and coaching it's like changing one tire on a car when all 4 are flat.

Ken Lundin is the President and Founder of Ken Lundin & Associates. He is the creator of The Sales Alpha Roadmap™️ His team helps B2B companies create predictable systematic sales growth leading to higher profits, lower costs, and better customer relationships.

Links:

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

https://kenlundin.com/

https://twitter.com/kglundin

https://www.facebook.com/kglundin

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