95. Consultative Selling and the Sales Funnel: Why Saying No Wins More Deals

When demand is high, the real advantage isn’t doing more - it’s choosing better. This episode explores a consultative selling approach and how disciplined sales leaders improve performance by focusing on the sales funnel they already have. In this episode, Harry Kendlbacher sits down with Hans van der Eijk, SVP Commercial Western Europe at DP World, to unpack how modern sales leaders navigate high inbound demand without sacrificing focus, margins, or credibility. You’ll hear how consultative selling replaces activity-driven selling, why not every RFQ deserves pursuit, and how disciplined sales strategy leads to stronger win rates in complex B2B environments. 🔗 Explore more insights: https://www.globalperformancegroup.com/ Timestamps: 00:00 – When an overflowing sales funnel becomes a problem 03:10 – Fast vs slow sales motions and why mindset matters 07:15 – Turning brand demand into real sales qualification 11:40 – RFQs, margins, and deciding when to say no 16:30 – Consultative selling, value-based selling, and trust 22:45 – Procurement, demand management, and winning complex deals You’ll learn: - How a consultative selling approach sharpens sales qualification - Why the sales funnel performs better when teams pursue fewer deals - How to evaluate RFQs through value-based selling, not urgency - What demand management looks like in complex B2B sales cycles 💡 Key Takeaways - Strong brands fill the sales funnel, but disciplined qualification converts it - Consultative selling wins trust by focusing on customer value, not volume - Saying no to the wrong RFQs protects margins and boosts win rates - Value-based selling outperforms generic responses in complex deals - Early procurement engagement reduces risk and improves outcomes About Guest Hans van der Eijk is SVP Commercial for Western Europe at DP World, where he leads commercial strategy across fast-moving freight forwarding and long-cycle contract logistics businesses. With decades of experience in complex B2B sales environments, Hans is known for building disciplined sales teams that win through consultative selling, value articulation, and focused demand management. Connect with Hans van der Eijk on LinkedIn: https://www.linkedin.com/in/hansvandereijk/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/