What if the reason so many professionals struggle with sales is not capability, but how it has been taught? In this episode of Human Wise, Helen Wada is joined by Rachel Harrison, IP lawyer and founder of Your IP, to explore why business development feels uncomfortable for so many experts and how that can change.
After more than 20 years in law firms, Rachel stepped away to build her own business and discovered something unexpected. Sales did not have to feel forced or transactional. Instead, it could be human, relationship-led and even enjoyable. Together, they unpack how professionals can shift their mindset, build confidence and develop business in a way that feels authentic and aligned.
This is a powerful conversation for anyone in professional services, leadership or sales who has ever thought, this is not me.
Topics Discussed:
Why sales feels uncomfortable for technical experts
The gap in sales and leadership training in professional services
Reframing business development as human connection
How confidence grows through action and coaching
The role of mindset, identity and self-belief in sales
Why relationships and referrals drive sustainable growth
The impact of AI on technical roles and human differentiation
How leaders can retain talent by changing how sales is taught
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