What turns customers on more than realising that you are fully committed to driving their outcomes? This highly engaging keynote focuses on the mindset and skill sets necessary to be a highly persuasive seller that your clients cannot live without.
Today’s buyers are frazzled, fickle and frustrated. Just like you and I. How do you capture the attention of already overwhelmed consumers?
This practical and highly engaging session will have the penny dropping and the lightbulbs illuminating as your salespeople learn what a “typical day in the life of your customer” looks like.
According to Forrester Research 89% of sales conversations are considered a waste of time, and 60% of qualified opportunities end in no decision. We lose more deals to status quo than any other competitor. In this fast paced Keynote Shelley will teach your salespeople how they can CRUSH THE QUO.
Shelley Walters is a globally recognized sales enablement expert and dynamic keynote speaker, best known as the founder of The Sales Counsel, a boutique sales enablement company in Johannesburg that equips teams to sell smarter, faster, and with integrity. With 20+ years in sales leadership and business development, she blends data, buyer psychology, and digital-first selling to help organizations maximize win rates and accelerate growth.
Her sessions are energetic, practical, and immediately actionable, earning top marks from event audiences across industries. Shelley’s keynote topics include crafting irresistible, outcome-driven conversations, capturing attention in distracted markets, and beating the status quo that kills more deals than competitors.
Shelley Walters is a globally recognized expert in sales enablement, a dynamic keynote speaker, and the founder of The Sales Counsel, a boutique Sales Enablement Solutions company based in Johannesburg, South Africa. With over two decades of experience in sales leadership, business development, and training, Shelley has dedicated her career to transforming the way individuals and organizations approach sales.
Her innovative strategies, deep understanding of the sales process, and practical frameworks have made her a sought-after thought leader, helping companies accelerate growth and maximize sales effectiveness.
Shelley’s company, The Sales Counsel, provides tailored sales enablement solutions to businesses across various industries, combining cutting-edge techniques with proven methodologies to deliver exceptional results. Shelley has gained an unparalleled reputation for her ability to empower sales teams, streamline processes, and ensure that organizations are equipped to thrive in today’s competitive landscape. Her thought leadership in sales and her dedication to driving meaningful change has solidified her position as one of the top sales keynote speakers in South Africa and beyond.
Shelley Walters’ expertise in sales and business development is deeply rooted in her extensive experience and success in the field. She has been at the forefront of sales for over 20 years, working across a variety of industries, including technology, telecommunications, and professional services. Shelley’s unique blend of real-world experience and academic knowledge has allowed her to create innovative sales strategies that deliver measurable results.
Shelley’s practical knowledge is backed by a robust educational background, including certifications in advanced sales strategies, leadership development, and business coaching. She also continues to stay ahead of the curve by regularly contributing to thought leadership in the form of blogs, webinars, and workshops. Her comprehensive understanding of the modern sales environment positions her as an expert capable of guiding organizations to success in both local and global markets.
Shelley’s extensive experience in sales leadership and training has equipped her with the qualifications necessary to be a leading expert in her field. Over the years, she has held various senior sales roles in multinational companies, where she not only led teams but also developed sales enablement frameworks that have been implemented across organizations. Shelley has been instrumental in coaching C-suite executives, sales managers, and front-line sales professionals, enhancing their skills and boosting overall performance.
Shelley’s track record includes overseeing sales transformations for numerous companies, driving revenue increases, and improving team performance through hands-on leadership and strategic planning. Her role as the Founder of The Sales Counsel allows her to share these strategies with a wider audience, helping businesses streamline their sales processes, improve customer relationships, and enhance their overall profitability.
Her business, The Sales Counsel, operates with a strong ethical foundation, ensuring that every engagement is grounded in delivering value and building long-term relationships with clients. Shelley’s commitment to continuous improvement and her ability to adapt her strategies to the evolving market landscape further establish her trustworthiness.
With her extensive background, proven results, and unwavering dedication to client success, Shelley is a keynote speaker who organizations can rely on to provide actionable insights that drive real change.
Shelley’s comprehensive knowledge of sales processes, digital transformation, and buyer psychology enables her to deliver tailored, actionable insights that empower sales teams. Event planners who book Shelley benefit from her ability to create presentations that resonate with a wide range of audiences, from front-line salespeople to C-suite executives. Her expertise ensures that every session is informative, engaging, and results-oriented.
Shelley’s ability to captivate audiences with her energy, real-world examples, and practical advice makes her a standout keynote speaker. She brings a wealth of experience to the stage, delivering presentations that inspire action and leave a lasting impression. Her speaking engagements are not just lectures but interactive experiences that motivate and equip attendees to achieve their sales goals.
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In this keynote, Shelley Walters explores the qualities that define high-impact sales professionals. She begins by highlighting that in a rapidly changing world, sales mastery requires more than just product knowledge—it demands personal discipline, emotional intelligence, and an unwavering focus on clients’ success.
Shelley introduces the eight traits of the Great Master Seller, emphasizing that these traits can be developed by anyone willing to commit to growth.
She emphasizes that these traits are interconnected and build on each other to create a sales professional who is trusted, memorable, and consistently successful. Shelley concludes with a call to action: every seller has the ability to develop these traits and become a master of their craft.
Her talk blends practical insights with motivational energy, making it a roadmap for both seasoned professionals and newcomers aiming to thrive in competitive sales environments.
00:42 – Trait 1: Resilience
02:10 – Trait 2: Curiosity
03:25 – Trait 3: Emotional Intelligence
04:40 – Trait 4: Discipline
06:05 – Trait 5: Adaptability
07:20 – Trait 6: Storytelling
08:45 – Trait 7: Negotiation Skills
10:05 – Trait 8: Client-Centricity
11:15 – Closing: Call to master your craft
In this keynote, Shelley Walters addresses one of the biggest challenges facing sales professionals today: mastering the art of remote selling. With in-person meetings often replaced by digital platforms, sellers must learn how to adapt, connect, and close deals without the traditional face-to-face touchpoints.
Shelley begins by reframing remote selling not as a limitation but as an opportunity. She highlights how virtual platforms allow access to more decision-makers, shorten sales cycles, and reduce costs if used effectively.
Shelley concludes by encouraging sellers to embrace remote selling as the new normal. Those who adapt quickly, combine human connection with digital efficiency, and stay client-focused will thrive in this evolving landscape.
Her insights equip sales professionals to not just survive in remote environments but excel, turning screens into meaningful conversations and lasting business relationships.
01:05 – Digital Presence
02:30 – Engagement Techniques
04:10 – Trust Building
05:25 – Listening Skills
06:50 – Communicating Value
08:05 – Technology Mastery
09:15 – Follow-Up Discipline
10:30 – Closing: Embracing the future of remote sales
In this keynote, Shelley Walters explores the essential drivers behind maximizing sales performance, combining mindset, skillset, and practical tools to help sales professionals consistently achieve outstanding results.
Shelley begins by highlighting the reality of today’s competitive sales environment. Buyers are more informed, markets are more saturated, and customer expectations are higher than ever before. In this landscape, average effort is no longer enough—salespeople must commit to mastering both their craft and their mindset.
Shelley closes with a challenge: maximizing sales performance is not about working harder but about working smarter, staying customer-focused, and consistently delivering value. She inspires her audience to embrace sales as a craft, practice deliberately, and bring energy and purpose to every interaction.
01:10 – Mindset Mastery
02:25 – Customer-Centricity
03:45 – Skill Development
05:00 – Goal Setting & Accountability
06:15 – Consistency of Action
07:30 – Leveraging Technology
08:45 – Emotional Intelligence
10:00 – Resilience & Adaptability
11:15 – Closing: Sales as a craft and a calling
Yes, examples, role-plays, and assets are tailored to your ICP, motion, and sales stage mapping.
Available, with interaction tools, polls, and downloadable worksheets.
“Sold Out,” “The One Skill,” “Crush the Quo,” and custom sales enablement workshops
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