In this hands-on session, Kathryn Strachan will share how to apply consultative sales techniques across early-stage, growth, and enterprise deals. Drawing on over a decade of experience growing and advising high-growth businesses, she’ll walk through the mindset shifts and tactical changes needed to move from founder-led hustle to scalable, trust-based sales.

You’ll explore how to create genuine connections in discovery, ask better questions, and align your offering to pain points that matter. You’ll also learn how to lead conversations that build urgency without pressure, and how to co-create solutions that feel like a win for both sides.

This session will also touch on team enablement to help founders and commercial leads train and empower others to sell consultatively.

Areas Covered

Who Should Attend    

Why Should You Attend 

This session is for founders, sales leaders, and commercial teams who want to move beyond transactional selling and build deeper, more profitable client relationships. If you’ve struggled to convert promising conversations into closed deals, or if you find that prospects ghost after proposals, this session will help you shift your mindset and your results.

You’ll learn how to sell by listening, how to qualify without interrogating, and how to turn discovery calls into strategic dialogues. Whether you’re selling services, software, or solutions, this session will sharpen your commercial edge and align your sales motion to real client outcomes.

Topic Background

The traditional hard-sell is dead. Today’s B2B buyers expect more than a pitch. They expect insight, empathy, and strategic value. Consultative sales turns selling into problem-solving by building trust, uncovering real needs, and offering tailored solutions. In a climate where budgets are scrutinised and relationships matter more than ever, mastering consultative sales can dramatically improve win rates, customer retention, and average contract value.