Paul Kenny: Developing your Sales Story

Paul Kenny spends most of his time trying to persuade sales people to be more entrepreneurial. But most people in the business of software have the opposite problem. We’re entrepreneurial, but we need to more salesy.

In this video from BoS USA 2009, Paul talks about sales stories and about how we, as entrepreneurs, can use them to bridge the gap between our technical insights and our customers’ commercial needs.

Brilliant.

Paul Kenny

Paul Kenny is the founder of Ocean Learning.

Paul has been a regular attendee at Business of Software Conference since it started in 2007 and has spoken several times. For good reason.

Over the last 25 years, he has helped to develop salespeople and sales managers working in media, technology and the professional services sectors. Since his first talk in Boston in 2008, Paul has explored the many different approaches that you may take to developing a robust and sustainable sales effort.

More recently, Paul has been running online workshops, coaching and training events for companies across the world. He is a keen cyclist and owns more bikes than there are days in the week.