Sales Spotlight
Insights from professionals across the industry
Genuine insights from sales, marketing and procurement leaders on what it takes to win business today.
Ian Sullivan
Link Worldwide
Global Business Development Director
26/01/2026
With decades of enterprise sales experience, Ian demonstrates that success in complex, high-stakes deals is disciplined, incremental, and often unseen. His expertise guides aspiring sales professionals in building sustainable, high-value relationships and executing professional new business effectively.
Poli Atanasov
WOGI
Co-Founder and Business Director
21/12/2025
Retention doesn’t happen after the sale. Poli sees it not as admin or reminders but as a deliberate commercial discipline with clear ownership, value-focused metrics, and purposeful client touchpoints. Sustainable growth comes from keeping the promises made once the deal is signed.
Josie Bloor
SunRice Group
Procurement
15/12/2025
Procurement sits at the heart of successful sales. Josie emphasises understanding the buyer’s strategy, focusing on outcomes, building trust through transparency, and collaborating rather than hard selling. When the need is real, do not sell, just solve.
Sam Gilding
Vypr
Chief Revenue Officer
08/12/2025
The approach to sales is practical, proven, and grounded in real-world discipline. It demonstrates that success in B2B is built on discipline, empathy, and clarity. The focus is on process, understanding the customer, personalisation, and measurable outcomes.
Tony Di Stefano
Penske ANZ
National Procurement Director
01/12/2025
Procurement offers a unique perspective on sales, revealing how suppliers truly operate and the real strength of a sales organisation. When strategy and execution align with discipline, both sides create enterprise value. Success depends on clarity, connection, and trust, and on making promises and keeping them.
Dave Lambert
Iterable
APAC General Manager
24/11/2025
The approach to sales is direct, practical, and built for teams that move with intention. Success comes from clarity, discipline, and genuine human intent, grounded in strategy, consistency, trust, the right mindset, and operationalised values.
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