Our seventh guest is Neil Mullane, UK General Manager at Dext. Previously Head of UK Sales & Service at Funding Circle, and Head of Corporate & Business Banking at Barclays Corporate Banking.
Owen and Neil discuss a topic close to both of their hearts – relationship-based sales. Including:
- Why it’s so powerful
- Whether building a relationship helps you in a transactional sale
- The requirement of someone who works in a relationship-based sales role
- Experience of decision making based on relationship over logic
- How being a comedian plays an important role in relationship building
- Why resources should be used to build relationships with prospects who have long sales cycles
