Karl Wyborn

Virtually my entire career has been spent in sales. It is a passion that has taken me all over the world. It has spanned selling investment banking products to some of the largest global financial services companies to joining a venture capital backed start-up where, as employee number seven, I was originally the only dedicated sales- person in the company. I have been based in London, New York and Hong Kong from where I have operated as an individual contributor as well as a sales leader running regional or global sales teams of hundreds of individuals.

Throughout this time I have met some truly great and inspirational leaders and salespeople. The Insight I gained over 25 years prompted me to write Why People Buy. Not only do I want to share my experience, I also want to dispel some myths that have grown up around sales in the modern era where it is increasingly treated as an accounting exercise. Where the human element of sales is ignored or considered a black art that can be neither understood nor mastered. As all elite salespeople already know, this is simply not the case. Indeed, mastering the human element of sales is the path to true greatness.