Business of Software 2012

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Paul Kenny

Developing Your Sales Story

Summary

Paul Kenny talks about how to train and develop sales entrepreneurs. He argues among other things for a shift in attitude from sales as a job to sales as a role. From "show and tell" selling to a "engage and share" approach where you engage your customers in your story. Kenny believes that a story based approach to selling is the way to engage your audience.

Bio

Paul Kenny is one of the UK's top sales trainers, consultants and speakers. He has worked with many customers in three continents, including IBM, Perot Systems, The Guardian Newspaper and tens of others. Paul has developed a portfolio of nearly 100 sales, management and personal development courses. He won a national training award for his work with The Guardian.