The Client She Marked as a Dead End
Alana Herington, Brand Growth Director at Exposure, joins host Adam to discuss why patience and long-term persistence are essential strategies in business development. She shares insights on leveraging AI to validate sales instincts, staying the course with cold prospects, and focusing on existing strengths rather than panicking over short-term results.
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Alana Herington, Brand Growth Director at Exposure, has spent her career proving that patience is a sales strategy and not a personality trait.
In this episode, she tells Adam about the prospect she marked as a dead end, only for them to come back and convert a year later, and what that taught her about resisting panic when results don’t land immediately.
They talk about why “brand” belongs in a new business job title, how Exposure uses AI to quantify the gut instinct that experienced BD people already trust, and why founders chasing every weakness would do better focusing on what’s already working.
This is a candid conversation about staying the course when everyone around you wants to move on.
Show notes
https://graymatters.uk
https://graymatters.uk/podcast
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