Feeling very grateful after delivering this week’s DEEP DIVE Enquiry Handling session for the MIA - Meeting Industry Association. One thing I care deeply about when delivering training is making sure the room feels engaging, approachable and collaborative — not just “sit and listen” learning. The best sessions happen when people feel comfortable enough to share ideas, discuss challenges openly and learn from each other. Reading comments like: “great discussions with everyone” “wealth of knowledge shared” “liked that we could all converse as one group” and “approachable and engaging training” really meant a lot. I also loved seeing feedback around the practical side of the session — especially that people felt they were leaving with useful tools to go away with and use with future clients and ideas they could apply immediately to help convert business. Good training content matters, but creating the right environment for people to engage with it is what really brings learning to life. A huge thank you to everyone who contributed so openly and enthusiastically this week — you made the session what it was 😊 Learn and grow together. Jo
0 Comments
A lot of sales teams pride themselves on speed of response, we have said this before.
And yes, responsiveness matters. Clients don’t want to wait days for someone to come back to them, and as managers we all know the pressure teams are under to respond quickly and keep enquiries moving. But we know that fast and good are not always the same thing. I’ve seen enquiries answered in five minutes that completely missed what the client was actually trying to achieve. A quick price, a brochure attached, standard wording… job done quickly, enquiry response time SLA achieved, but without any real understanding of the event itself. The challenge is that when every response starts to sound the same, it quickly becomes all about price. For sales managers, I think this creates an important discussion within teams. Are we only measuring speed, or are we also talking about the quality of the response, the questions being asked, how well we really understand the client, and where we can add value? Sometimes taking a little longer and asking better questions creates a far stronger opportunity than simply being first into the client’s inbox. The best sales people I’ve worked with over the years aren’t always the fastest. They’re the ones who make clients feel listened to and understood. This is a skill that we can help you to develop. Let's learn and grow together. Jo 
I had a really good conversation with a group I was training last month. One of the learners said they didn’t really have time for account management as their focus was on looking for new business. It made me stop and think, because the team they work in are incredibly busy chasing new enquiries, new leads, new opportunities… always looking for the next win. Meanwhile, as an established venue, there’s a whole bank of existing clients sitting there. People who already know them, trust them, and have bought from them before — but aren’t being spoken to, developed, or even asked what else they’ve got coming up. We talked about the idea that it’s not really about them needing more time, it’s about where their time is being spent. And that account management isn’t an 'extra' it’s often where the next opportunity is, if you go looking for it. You could feel a bit of a shift in the room after that — not more to do, just a different way of looking at what’s already there. I am catching up with the group again next week and look forward to hearing about what has changed. Lets learn and grow together. Jo |
AuthorJo Kenny is the founder of Curve Sales Solutions Archives
May 2026
Categories |
RSS Feed
Sales Training · Consultancy · Support.
Helping your team learn, grow and achieve better results.
|
Copyright © Curve Sales Solutions 2026. |
|
