Consultative Selling – Applying Consulting Principles to the Sales Process

Presenter: Robert Pritchett, Global Sales Director at Bridgestone Americas

UTD Alum – Global Leadership Executive MBA with Organizational Consulting Certificate

Date: Thursday, March 28^th, 2024

Time: 5:30 – 6:30pm CT

Place: Online REGISTER

Many roles in organizations are heavily consultative in their scope and approach. For example, many “staff” roles require identifying client problems or opportunities, defining critical outcomes, scoping solutions, assessing organizational readiness, building implementation plans, and evaluating the success of the solution. Underlying these consulting activities are a set of consulting skills, such as problem-solving, critical thinking, design thinking, and influence.

This executive forum will look at sales roles and the consultative selling process. We will highlight how consulting principles can be applied to the sales process. Here are the questions we will unpack in this Expert Forum:

• Why is selling important, no matter your role in the organization?
• What is consultative selling?
• How does consultative selling differ from more traditional ways of selling?
• What kinds of frameworks do you use in consultative selling?
• What consulting skills are used when someone sells in a consultative way?
• How might consultative selling be used by consultants to sell their practice to prospective clients?
• How do you teach someone to do consultative selling?

The guest for this executive forum will be Robert Pritchett. Rob is currently a Global Sales Director at Bridgestone Americas, where he leads the global business of the consumer portfolio for Firestone Airide – Bridgestone’s division of air spring and diversified products. In his current role, Rob is designing and building a new sales organization to drive the global sales and marketing of Firestone’s Ride-Rite product business.

Prior to the Firestone Airide business, Rob spent 13 years on the consumer tire side of Bridgestone, where he served at all levels of the sales organizations, from individual contributor, territory manager, to GM, where he led all sales and marketing efforts for the Western USA with a book of ~$350M in annual revenue.

Before Bridgestone, Rob began his career with Enterprise Rent-A-Car in their management program, which provided an exceptional business foundation focused on sales excellence and customer service. Rob is known by colleagues and clients for exceptional problem-solving, building high-impact teams, developing and executing strategies, and finding and building new business. Rob has a Bachelor’s degree from the University of Tennessee and a Global Leadership Executive MBA program (GLEMBA) from the University of Texas at Dallas. He also holds a Certificate in Organizational Consulting from UTD.

We hope you will join us on Thursday, March 28^th, at 5:30 PM CT for this UTD Expert Forum event. Please register for the event by clicking on the REGISTER button. Instructions to join will be emailed before the start of the special program.