The Founder’s Guide to Patient, High-Value B2B Sales With Richard Walton

America: Open for Business

Richard Walton is the Founder of Outsell Sales, a boutique growth agency that specializes in helping B2B firms succeed in selling high-ticket items with an average contract value of $50,000. With roots in South Africa, Richard brings a global perspective to sales and marketing strategies. He possesses a blend of entrepreneurial spirit and in-depth knowledge of complex sales cycles that span up to three years. Richard is known for his belief in building genuine relationships and confidence in the sales process, and he imparts that whether he’s delivering keynote talks or working closely with his clientele.

In this episode…

Venturing into the complex world of high-value B2B sales can be daunting for any founder. How do you maintain patience and build genuine relationships in a market that demands quick results and constant adaptation? What strategies can ensure success without compromising on quality or authenticity?

According to Richard Walton, a seasoned entrepreneur and expert in B2B growth strategies, the key lies in patience and a deep understanding of your customers' needs. He highlights the importance of maintaining a customer-centric approach and engaging directly with clients to truly understand their pain points. Richard underscores that founders should stay involved in sales and customer service, as these interactions offer invaluable insights that drive strategic decisions and foster trust. His approach combines hands-on learning with a focus on building authentic relationships, ensuring that the sales process is both effective and meaningful.

In this episode of the America Open for Business, host Cameron Heffernan speaks with Richard Walton, Founder of Outsell Sales, to discuss the nuances of patient, high-value B2B sales. They explore the significance of maintaining direct customer contact, the challenges and benefits of narrowing focus, and the enduring importance of personal touch in sales.