It was an absolute pleasure having Polly Bosher join Adam Gray and me at our recent workshop.

Polly recently shared a post that perfectly captures why the "old way" of selling is failing in a digital-first world. She noted:

"Outreach must shift from pitching to positions—adding value where it is needed and walking away when it is not."

I realise this disingenuous, but the data shows you will sell more ... and as a business you want to be data drive, don't you? 

This is the heartbeat of Social Selling. It’s not about the hard sell; it’s about building a personal brand and establishing the credibility required to foster meaningful client relationships.

It is also incredibly refreshing to see how IQPC is embracing this culture. As Polly mentioned, they aren't just an events company; they are building industry-led communities. When a company invests in the personal development of its team—as Herve Bavazzano, Richard Brookes, and Daryl Guenioui are doing—it reflects directly in the quality of their customer interactions.

Thank you, Polly, for the kind shout-out and for being a brilliant example of the "Modern Seller."

The industry doesn't need more pitches; it needs more catalysts for change.