Chalk and Talk London: Is Your Deal Management Destroying Customer Value?
Growth Matters International recently continued its global Chalk and Talk series with the third event of the year, hosted in London on 17 September.
The Chalk and Talk format is designed as a no-nonsense, engaging, and dynamic discussion forum. Unlike traditional events, it is not a sales pitch and there are no slides, just authentic, impulse-driven dialogue. Participants are encouraged to ask questions, challenge ideas, and contribute to an open exchange of perspectives.
A Dynamic and Interactive Session
The theme of the session was “Is Your Deal Management Destroying Customer Value?” which sparked lively debate around whether coaching sessions are helping deals progress or unintentionally pushing customers away.
In partnership with Membrain.com, Growth Matters International brought together sales leaders, enablement experts, and revenue teams at the Sustainable Ventures venue in London. The discussion was led by Tony Cross, Co-founder of Growth Matters International, and George Brontén, Founder & CEO of Membrain, who challenged the audience to think differently about the role of deal coaching.
The session explored practical ways to assess and score deals, as well as simple coaching models that could be implemented immediately. It highlighted strategies to create momentum and protect customer value and touched on the critical role of business acumen in sales. The speakers also considered the double-edged nature of technology, how it can both accelerate and disrupt processes, and raised the important question of when deal coaching should be applied for maximum impact, not only on deal outcomes but also on the professional growth of salespeople.
Key Insights
What made the session truly valuable was the openness of the discussion. Participants shared experiences and gained perspectives on how to prioritise the activities that genuinely drive revenue growth. The conversation underscored how stronger deal qualification leads to healthier pipelines and higher conversion rates. It also reinforced the idea that coaching should go beyond performance inspection to focus on developing people. Finally, there was a clear call to align sales efforts more closely with customer buying processes, in order to achieve both efficiency and effectiveness.
Looking Ahead: Join Us in February 2026
The energy, engagement, and positive feedback from this session confirmed the importance of creating more opportunities for high-impact conversations in sales leadership. Growth Matters International is committed to continuing this journey and is excited to announce that the next Chalk and Talk session will take place on February 18th, 2026.
While the final topic is still to be confirmed, the event will once again deliver dynamic discussion, actionable insights, and the chance to connect with industry peers.
We invite you to join us in shaping the future of sales leadership. For more details or to secure your place, reach out to us today.
