OasisLMS

Duration 38 minutes: As a result of joining this event, you will know how to apply Third Perspective Thinking and Five-Dimensional Intelligence to understand clients beyond their job titles, which will enable you to influence stakeholders more effectively and create stronger, value-aligned client conversations.

Level 1-4 Audience - Sales rep to sales management level

UK and International

The client profiling playbook The client profiling playbookis a focused 30-minute executive webinar designed to help sales and commercial teams elevate how they understand, engage, and influence clients in complex selling environments. The session introduces Third Perspective Thinking (TPT), a strategic approach that shifts the lens from the seller to the client, examining decisions through the prospect's ecosystem, value chain, and stakeholder dynamics. Participants will learn how client priorities are shaped by these forces and how to position offerings in ways that create meaningful, differentiated value. The webinar also explores Five-Dimensional IntelligenceTM (FDI), a practical framework for profiling stakeholder personas by integrating professional roles, decision drivers, motivations, and personal influences. This methodology provides a structured, science-based approach to adapting selling styles, improving relevance, and strengthening executive-level engagement. Attendees will leave with practical insights to sharpen client profiling and drive more effective, value-led conversations.

A structured way to see clients through their ecosystem, not just their role:Delegates will learn how to apply Third Perspective Thinking to understand client decisions within their broader value chains, stakeholder pressures, and business environments, enabling more relevant and strategic conversations. A practical framework to profile and engage diverse stakeholders: Participants will gain an introduction to Five-Dimensional Intelligence, equipping them with a science-based method to assess both professional and personal dimensions of stakeholders and adapt their selling approach accordingly. Actionable insights to create stronger value alignment and influence: Delegates will walk away with practical cues to connect offerings to what truly matters to clients, improving credibility, differentiation, and impact in complex, multi-stakeholder sales situations.

CPD Points: Two (when attending live) or one (watching the recording)

Zeenath Kuraisha FF.ISP, Founder & CEO, Asia Pacific Sales & Marketing Academy Zeenath Kuraisha is an award-winning sales strategist and educator, Founder and CEO of the Asia Pacific Sales & Marketing Academy. With over two decades of global experience, she drives industry-aligned sales education, workforce readiness, and professional excellence, serving as a Founding Fellow of the Institute of Sales Professionals worldwide today.