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    Podcast: Building Processes with Ian Richardson

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    In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Ian Richardson, Managing Partner at Richardson and Richardson Consulting.  

    Ian discusses the importance of empathy in sales. He believes that truly understanding someone involves being able to empathize with them and understand their feelings, fears, and desires. He also shares about the importance of having a process in sales. 

    Key Highlights include:

    • Having empathy in relationships - 6:19
    • Processes in sales - 10:50
    • Communicating effectively with a buyer - 18:05

    In addition, Ian provides suggestions and techniques. to ensure effective communication with buyers, such as  the importance of asking questions to understand the buyer's definition of terms like "big problem."  

    Tune in to this episode of the Art and Science of Complex Sales Podcast with Ian to learn tips and tricks to ensure effective communication with buyers!

    Paul Fuller
    Published March 19, 2023
    By Paul Fuller

    Paul Fuller’s stated mission is to help others maximize their gifts by using his.
    Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.

    He firmly believes sales is defined best in three categories:

    • Service - helping other get what they need

    • Leadership - guiding others toward their vision

    • Wayfinding - navigating the path to success together

    He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.

    Currently Paul leads revenue growth at - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.

    Schedule a call with him here.

    Find out more about Paul Fuller on LinkedIn