The Death of a Salesman11 Dec 2020

Can you create a sales led culture in Professional Services?

Steve Wills believes you can.

Why?

He has done it himself.

Steve is a former Partner from EY and now describes himself as semi-professional. Having left EY in 2019, he now advises Professional Service firms on how they can build a culture, strategy, and playbook for having a sales led culture in a Partnership environment, including managing the EY / Microsoft Alliance across EMEA.

He learned the hard yards in the early 2000s when he and 24 of his fellow partners stepped out of a fee earning role and took on an out and out sales role, carrying a $20million USD target.

In this 50mins podcast, Steve shares his learnings of how they did it, what worked, what didn't.

We chat about how other professional services industries might learn from what EY did, and were the first to do it.

We talk about the challenges that the current partnership model can present, changing client expectations in a digital world, and how things will be very different for how client relationships are created, nurtured, and converted into business, in a post covid world.

Steve also shares 2 podcasts at the end of the discussion which he is listening to, and how this is helping give him a different perspective on selling today, versus when he first made the transition.

Follow and connect with Steve here - https://www.linkedin.com/in/willssteve/

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