9. Using expert knowledge to win clients w/ Alyssa Telfer

Today we are speaking with Alyssa Telfer a Principal from Phillips Ormonde Fitzpatrick. Alyssa is an IP advisor and Med Tech Patent attorney, which might have you thinking, does she sell? Well you can’t be a successful patent attorney if you can’t win client work. She probably wouldn’t describe herself as a sales professional and to be honest, with a double degree in science and biomedical engineering there are probably much better titles. But I have asked her onto the podcast for a very specific reason. I want to talk to her about how she has built her career over the last twenty years with such deep subject matter expertise, but not a single moment of university training on how to sell. In this episode she shares: - Her transition from biomedical engineering to becoming a MedTech patent attorney. - How she developed a specialised team in MedTech within her firm. - The importance of aligning work with personal values. - How she leveraged skills from hospitality to build professional service relationships. - The challenges of age and gender assumptions that she encountered - Why there is a need for adaptability and strategic business development. - The importance of finding the right networks and forming personal connections. - Why continuous learning is so important - Why patent attorneys need to adapt to changing environments and maintain a growth mindset Key Quotes “It’s not no, it's no for now, have the tenacity to follow up on a meeting request. “What is the point of the meeting if you're not there to win business from the person you're in the meeting with.” “It’s not just about selling, it's about going out and understanding first." More about Alyssa Linkedin: https://www.linkedin.com/in/alyssatelfer/ Phillips Ormonde Fitzpatrick: https://www.pof.com.au/people/alyssa-telfer/ Learn more about how we support B2B sales teams 👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/ 👉 What a high-performing sales training approach looks like: https://sellabilities.com.au/b2b-sales-training-approach/ You can get involved with the podcast online Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/ Follow us on Instagram at: https://www.instagram.com/sellabilities/ Follow us on linkedin: https://www.linkedin.com/company/sellabilities/